Business Banking Senior Relationship Manager

M&T Bank Corporation; Columbia (MD); On-site; USD 113,000 - 189,000; Full time

Job summary

M&T Bank Corporation in Columbia, Maryland, is seeking a relationship manager to originate and service small business banking relationships. You will evaluate loan requests, manage risk, and cross-sell cash management and Merchant Services products within a supervised framework.

You will work with branch partners to grow revenue, guide prospects, and manage a portfolio of business clients, aiming to meet ambitious targets while engaging with local communities.

Qualifications

• Bachelor's degree or 3–5 years of relevant work experience (5+ years preferred).
• Ability to read and analyze financial statements and tax returns.
• Strong credit skills to evaluate loan requests.
• Knowledge of Cash Management, Merchant Service, Trade Services products.
• Good interpersonal and presentation skills.

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 and cross-sell products.
• Network with accountants, attorneys, and other referral sources.
• Evaluate credit information and requests and recommend loan structures.
• Negotiate with underwriters and clients to maximize revenue and minimize risk.
• Achieve sales targets including revenue, loan production, and deposit balances.
• Participate in civic and cultural organizations and programs.
• Utilize selling techniques to maximize opportunities.

Skills

Credit analysis

Financial statement analysis

Interpersonal skills

Presentation skills

Cash management knowledge

Merchant services knowledge

Trade services knowledge

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.
• Manage the segment’s more complicated and important loan relationships.
• 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 $300M to $500M; Loan production $7.5MM to $12MM; Deposit balance production $750M to $2.5MM; Manage loan portfolio $15MM to $40MM; Oversee approximately 30 to 65 relationship managed clients.
• Actively participate in all business banking and retail sales sprints.
• Achieve call targets and other product sales goals such 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. Works under moderate supervision.

Supervisory / Managerial Responsibilities

May or may not have supervisory or mentoring responsibilities.

Education and Experience Required

• Bachelor's degree or 3-5 years of relevant work experience (5+ years experience).
• Knowledge of personal computers and the software utilized by the department.
• Ability to read and analyze financial statements and tax returns.
• Strong 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 $113,300.00 - $188,800.00 Annual (USD). The successful candidate’s particular combination of knowledge, skills, and experience will inform their specific compensation.

Location: Columbia, Maryland, 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 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 striven 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.