Business Banking Relationship Manager - DC

M&T Bank; Washington (District of Columbia); On-site; USD 100,000 - 166,000; Full time

Job summary

M&T Bank is seeking a results-driven relationship manager to grow and manage a portfolio of small business clients in Washington, DC. You will develop new banking relationships, service existing customers, and collaborate with branch partners to maximize sales and cross-sell products while evaluating credit risk.

The role requires strong interpersonal and presentation skills, plus the ability to read financial statements and tax returns. Bachelor’s degree or equivalent experience is preferred.

Qualifications

• Bachelor's degree required or equivalent combination of education and banking sales experience.
• Strong interpersonal and presentation skills are essential.
• Ability to read and analyze financial statements and tax returns for loan requests.

Responsibilities

• Develop new banking relationships with business prospects and service existing clients.
• Work with branch partners to maximize sales efforts and cross-sell bank products.
• Evaluate credit information and requests, recommend loan structures while managing risk.
• Maintain and manage a portfolio of client relationships and meet revenue, loan production, and deposit targets.

Skills

Interpersonal skills

Presentation skills

Credit analysis

Financial statement analysis

Education

Bachelor's degree

Tools

PC 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.

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

Washington, District of Columbia, United States of America