Senior GCM Client Development Officer II

M&T Bank; United States; Remote; USD 130,000 - 218,000; Full time

Job summary

A leading bank is seeking a dedicated individual for a sales position in its Global Capital Markets division. The role involves developing sales strategies, managing client relationships, and leading sales partnerships to achieve business goals. The ideal candidate will have significant sales experience and a strong capability to analyze client needs. This position offers competitive compensation based on experience and market standards.

Qualifications

• Minimum 7 years of professional work, sales, or leadership experience.
• Strong verbal and written communication skills.
• Experience in conducting needs analysis of clients.

Responsibilities

• Develop and implement sales strategy for Global Capital Markets product lines.
• Prospect for new clients and maintain relationships through calls.
• Lead sales partnerships and handle client relationship problems professionally.

Skills

Communication

Sales Strategy

Client Relationship Management

Education

Bachelor's degree

Advanced degree

Certified Corporate Trust Specialist (CCTS)

Job description

Overview:

Responsible for sales strategy including development, implementation, and execution for assigned Global Capital Markets (GCM) product lines and meeting individual and team assigned sales goals, concentrating on the largest and most complex deals.

Primary Responsibilities:

Complete needs analysis for current and potential Global Capital Markets clients and communicate viable solutions based on those needs.

Prospect for new clients and influencers to develop new business opportunities for GCM while promoting all trust services. Ensure continuing development of relationships with clients, influencers and prospects through calling activity.

Complete and maintain calling activity logs via contact management system to provide a record of activity.

Navigate complex deals and sensitive client relationship matters in conjunction with other appropriate GCM and banking partners.

Assist with sales coaching of less experienced sales personnel to improve overall team performance.

Lead preparation and development of effective sales promotional materials for client meetings, leveraging marketing and other internal resources as appropriate.

Remain current on market developments and trends while providing guidance to less experienced sales personnel. Recognize market trends and implement new product ideas as market conditions dictate.

Identify and recommend to management sales and/or administration, talent to augment our capacity and capabilities, including helping create highly functioning sales partnerships where more resources are needed to maximize coverage and results.

Understand and adhere to the Company’s risk and regulatory standards, policies and controls in accordance with the Company’s Risk Appetite. Identify risk-related issues needing escalation to management.

Promote an environment that supports belonging and reflects the M&T Bank brand.

Maintain M&T internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators as applicable.

Complete other related duties as assigned.

Scope of Responsibilities:

This position may lead sales partnerships consisting of 2 or more Client Development Officers working together to achieve one sales goal for the group. This requires handling day-to-day coordination of sales calling by the partnership members to guard against underutilization of sales resources or inadequate market coverage. In a sense, the people in this position may serve as a player/coach, since they remain primarily front-line Client Development Officers with sales calling responsibilities. This position also handles the more delicate, difficult and significant client relationship problems when they develop. This requires establishing a thorough understanding of the issues from both GCM’s and the clients’ perspectives, and leading the discussions with a high degree of professionalism.

Supervisory/Managerial Responsibilities:

Not Applicable

Education and Experience Required:

Bachelor's degree and a minimum of 7 years’ professional work, sales, and/or leadership experience, or in lieu of a degree, a combined minimum of 11 years’ higher education and/or work experience, including a minimum of 7 years’ professional work, sales and/or leadership experience

Strong verbal and written communication skills

Prior experience conducting and understanding individual needs analysis of clients

Education and Experience Preferred:

Minimum of 10 years’ professional work, sales, and/or leadership experience

Corporate Trust sales or administration experience

Institutional sales experience in other related financial services businesses

Advanced degree

Certified Corporate Trust Specialist (CCTS) certification

Physical Requirements: M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $130,795.52 - $217,992.53 Annual (USD). The successful candidate’s particular combination of knowledge, skills, and experience will inform their specific compensation. The range listed above corresponds to our national pay range for this role. The specific pay range applicable to you may vary based on your location. Location: Clanton, Alabama, United States of America