Business Banking Relationship - Dover, DE

M&T Bank; Town of Dover (NY); On-site; USD 86,000 - 143,000; Full time

Job summary

M&T Bank in Dover, Delaware seeks an experienced Relationship Manager to manage a portfolio of small business clients. You will develop new banking relationships, evaluate credit, manage risk, and cross-sell cash management and other bank products.

The role requires a bachelor’s degree or 4 years of related sales/banking experience, strong presentation skills, and the ability to work with branch partners to meet ambitious revenue targets.

Qualifications

• Bachelor’s degree required or equivalent combination of education and experience.
• Strong interpersonal and presentation abilities to effectively engage clients.
• Knowledge of banking products and cash management services is a plus.

Responsibilities

• Develop new banking relationships with business prospects and service existing client base.
• Collaborate with branch partners to maximize sales and cross-sell products.
• Evaluate credit information and requests, negotiating with underwriters and clients to balance risk and revenue.
• Meet revenue targets for business banking, including loan and deposit production.
• Manage a portfolio of client relationships and participate in sales sprints and civic activities.

Skills

Interpersonal skills

Presentation skills

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.

M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $85,800.00 - $143,000.00 (USD). The successful candidate’s particular combination of knowledge, skills, and experience will inform their specific compensation.

Location

Dover, Delaware, United States of America