Business Banking Relationship Manager - DC

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

Job summary

M&T Bank Corporation is seeking a Business Banking Relationship Manager in Washington, DC. The role focuses on building and managing a portfolio of small business loan and deposit relationships, partnering with branches to drive sales, manage risk, and cross-sell products.

Responsibilities include developing new client relationships, servicing existing clients, and achieving revenue and loan production targets while engaging with centers of influence and ensuring compliant risk management.

Qualifications

• Bachelor’s degree or equivalent; minimum 4 years of related sales/banking experience.
• Ability to read and analyze financial statements and tax returns.
• Strong understanding of Cash Management, Merchant Services, Trade Services products for Business Banking.

Responsibilities

• Develop new banking relationships with business prospects.
• Service existing business banking client base.
• Achieve sales and revenue goals as directed by manager.
• Collaborate with branch partners to maximize sales and cross-sell products.
• Network with accountants, attorneys, and referral sources.
• Evaluate credit information and recommend loan structures to manage risk.
• Utilize selling techniques to maximize sales opportunities.
• Oversee 15–40 relationship managed clients and participate in sales sprints.

Skills

Interpersonal skills

Presentation skills

Financial statement analysis

Tax return analysis

Sales and banking knowledge

Education

Bachelor’s degree or equivalent

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 as 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.

The pay range for this position is $99,500.00 - $165,900.00 Annual (USD).

Location: Washington, District of Columbia, United States of America

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.

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.