Business Banking Senior Relationship Manager

M&T Bank Corporation; Washington (District of Columbia); On-site; USD 120,000 - 199,000; Full time

Job summary

M&T Bank Corporation in Washington, DC is seeking a Relationship Manager responsible for an assigned portfolio of small business loan and deposit relationships. You will solicit new business, manage risk and credit decisions, and serve existing clients through the bank’s relationship management program, working with branch partners to maximize sales.

You will network with accountants, attorneys and other referral sources, evaluate loan requests, negotiate terms, and strive to meet revenue,

Qualifications

• Bachelor’s degree or 3-5 years of relevant work experience; 5+ years is preferred.
• Ability to read and analyze financial statements and tax returns.
• Strong credit skills to evaluate loan requests.
• Knowledge of cash management, merchant services, and trade services products.

Responsibilities

• Develop new banking relationships with business prospects.
• Service existing business banking client base.
• Achieve sales goals and revenue targets.
• Evaluate loan requests and recommend appropriate loan structures to manage risk.
• Cross-sell cash management, merchant services, and trade services.
• Network with accountants, attorneys and other referral sources.
• Oversee 30 to 65 relationship managed clients.

Skills

Relationship building

Credit analysis

Sales

Interpersonal skills

Presentation skills

Education

Bachelor’s degree

5+ years relevant work experience

Tools

Financial software

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 of $300M to $500M.
• Loan production of $7.5MM to $12MM.
• Deposit balance production of $750M to $2.5MM.
• Manage loan portfolio of $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 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 plus 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.

Compensation

The pay range for this position is $119,500.00 - $199,100.00 (USD).

Location

Washington, District of Columbia, United States of America

Company Overview

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. View M&T's Human Capital Report to learn more.

Equal Employment Opportunity Statement

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.

Drug-Free Workplace Policy

M&T Bank Corporation has policies and procedures in place to promote a drug free workplace.