Business Banking Govcon Relationship Manager

M&T Bank; McLean (VA); On-site; USD 100,000 - 166,000; Full time

Job summary

M&T Bank in McLean, Virginia seeks a Relationship Manager to manage a portfolio of small business banking clients. You will develop new banking relationships, service existing clients, and meet revenue, loan, and deposit targets.

Collaborate with branch partners to cross-sell Cash Management, Merchant Services, and Trade Services, and assess loan requests with solid credit judgment. This role oversees 15–40 relationships and requires strong interpersonal and presentation skills.

Qualifications

• Bachelor's degree or 4 years of related sales/banking experience.
• Ability to read and analyze financial statements and tax returns.
• Sound credit skills to evaluate loan requests.
• Knowledge of Cash Management, Merchant Services, Trade Services products.
• Strong interpersonal and presentation skills.

Responsibilities

• Develop new banking relationships with business prospects. Service existing business banking client base. Achieve established goals as outlined by manager.
• Work with branch partners to maximize sales efforts to business customers and cross sell other products and services that the bank offers.
• Evaluate credit information and requests and recommend appropriate loan structure to manage risk.
• Achieve sales goals with revenue targets, loan production, deposit balance production, and manage loan portfolio and related relationships.
• Oversee approximately 15 to 40 relationship managed clients and participate in sales sprints and calls.

Skills

Interpersonal skills

Presentation skills

Sales skills

Financial statement analysis

Tax return analysis

Cash management knowledge

Merchant services knowledge

Trade services knowledge

Education

Bachelor's degree

Tools

Software proficiency

Job description

Overview

Responsible for an assigned portfolio of loan and deposit relationships with small business clients. Solicit new business; manage risk and credit decisions; and service existing clients through the bank's relationship management program. Work with branch partners to effectively sell to the business customer and cross-sell other bank products.

Primary Responsibilities

• Develop new banking relationships with business prospects. Service existing business banking client base. Achieve established goals as outlined by manager.

• Work with branch partners to maximize sales efforts to business customers and cross sell other products and services that the bank offers. Network with centers of influence to develop business including accountants, attorneys and other referral sources.

• Evaluate credit information and requests and recommend appropriate loan structure to manage risk. Effectively negotiate with underwriters and clients to maximize revenue and minimize risk.

• Achieve sales goals with minimum expectations as follows:

• Revenue of $150M to $400M.

• Loan production of $4MM to $8MM.

• Deposit balance production of $400M to $2MM.

• Manage loan portfolio of $7.5MM to $20MM.

• Oversee approximately 15 to 40 relationship managed clients.

• Actively participate in all business banking and retail sales sprints. Achieve call targets and other product sales goals such cash management, visa merchant, and others as assigned. Participate in civic and cultural organizations and programs. Utilize prescribed selling techniques to maximize sales opportunities.

Scope of Responsibilities

Ability to sell effectively to prospects and clients. Manage and retain existing clients.

Work closely with internal contacts to service clients.

Education and Experience Required

Bachelor's degree or in lieu of a degree, a minimum of 4 years of related sales/banking experience, or a combination thereof

Knowledge of personal computers and the software utilized by the department

Ability to read and analyze financial statements and tax returns.

Sound credit skills necessary to evaluate loan requests.

Good understanding of Cash Management, Merchant Service, Trade Services products offered to Business Banking customers and ability to identify sales opportunities for those product sets.

Strong interpersonal and presentation skills required.

#LI-AW1

M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $99,500.00 - $165,900.00 Annual (USD). The successful candidate's particular combination of knowledge, skills, and experience will inform their specific compensation.

Location

McLean, Virginia, United States of America

M&T Bank Corporation is an Equal Opportunity/Affirmative Action Employer, including disabilities and veterans.