Business Banking Relationship Manager

M&T Bank; Worcester (MA); On-site; USD 82,000 - 152,000; Full time

Job summary

M&T Bank seeks a Business Banking Officer responsible for managing a portfolio of loans and deposits for small business clients. The ideal candidate will develop new business relationships, service existing clients, and achieve sales goals ranging from $150M to $400M in revenue. A strong background in banking, sales, and relationship management is essential for success in this role.

Qualifications

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

Responsibilities

• Develop new banking relationships with business prospects.
• Achieve established sales goals and manage loan portfolios.
• Negotiate with underwriters to maximize revenue and minimize risk.

Skills

Sales

Relationship Management

Credit Evaluation

Negotiation

Financial Analysis

Interpersonal Skills

Presentation Skills

Education

Bachelor's degree

Minimum 4 years of related sales/banking experience

Tools

Personal Computers

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.

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M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $82,783.41 - $151,769.58 (USD). The successful candidate’s particular combination of knowledge, skills, and experience will inform their specific compensation. Location Springfield, Massachusetts, United States of America