Business Banking Govcon Relationship Manager

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

Benefits offered by this job

Competitive benefits

Paid volunteer time off

Job summary

M&T Bank Corporation in McLean, Virginia seeks a business banking relationship manager to develop, manage and grow a portfolio of small business clients. You will work with branch partners to maximize sales, service existing clients, evaluate credit requests and structure loans to manage risk, while cross-selling Cash Management, Merchant Services and Trade Services.

Bachelor’s degree and at least 4 years of related sales/banking experience are required; compensation ranges from $99,500 to

Qualifications

• Bachelor’s degree or equivalent with minimum 4 years of related sales/banking experience.
• Ability to read and analyze financial statements and tax returns.
• Knowledge of Cash Management, Merchant Services, Trade Services products and sales opportunities.

Responsibilities

• Develop new banking relationships with business prospects.
• Service existing business banking client base and achieve sales goals.
• Evaluate loan requests and structure to manage risk.
• Collaborate with branch partners to maximize sales and cross-sell products.
• Network with accountants, attorneys and other referral sources.
• Manage loan portfolio and oversee 15–40 relationship managed clients.

Skills

Interpersonal skills

Presentation skills

Credit analysis

Sales experience

Education

Bachelor’s degree

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

Benefits and Perks

• competitive benefits ranging from medical and retirement to forty hours of paid volunteer time, each year.

Great companies have an enduring sense of purpose. At M&T, our purpose is a simple one: make a difference in people’s lives and uplift the communities we serve. M&T Bank Corporation is a financial holding company headquartered in Buffalo, New York. M&T’s affiliates offer advice, guidance, expertise and solutions across the entire financial spectrum, combining M&T Bank’s traditional banking services with the wealth management and institutional capabilities offered by Wilmington Trust. M&T Bank has a network of over 1,000 branches and 2,200 ATMs that span 12 states from Maine to Virginia and Washington, D.C. For more than 165 years, M&T has strived to take an active role in our communities and build long-lasting relationships with our customers. We are a bank for communities—combining the capabilities of a large bank with the care of a locally focused institution. As an employer of choice, we are proud to offer competitive benefits ranging from medical and retirement to forty hours of paid volunteer time, each year. Our core values – integrity, ownership, collaboration, curiosity, and candor – drive the work we do. We seek to further build upon our record of success by bringing in top talent and fresh skill sets while continuing to support the growth and development of all our team members. View M&T’s Human Capital Report to learn more.

M&T Bank is unwavering when it comes to providing equal employment opportunities to all employees and applicants without regard to race, color, national origin, religion, ethnicity, sex, gender identity, age, disability, citizenship, pregnancy, veteran status, military status, marital status, sexual orientation, genetic information or any other characteristic protected under applicable federal, state or local laws. M&T Bank Corporation has policies and procedures in place to promote a drug free workplace.