Senior Relationship Banker

M&T Bank; Manchester-by-the-Sea (MA); On-site; USD 36,000 - 60,000; Full time

Job summary

M&T Bank in Manchester, MA is seeking a branch-focused sales professional to identify customer needs and proactively provide sales solutions across retail and business banking. You will grow relationships, perform relationship management tasks, and assist with loan applications while adhering to risk controls and regulatory requirements.

The role requires strong communication, customer service excellence, and a minimum of 3 years in retail sales or financial services.

Qualifications

• Strong verbal communication and interpersonal skills.
• Proven ability to demonstrate exceptional customer service.
• Well organized with time management and prioritization skills.
• Demonstrated financial services product knowledge.
• Ability to communicate with tact and diplomacy with internal and external customers.
• Proficient with internet user-level technology.

Responsibilities

• Develop new customer relationships and expand/retain existing relationships.
• Act as liaison with partners for retail product solutions and cross-sell to business owners.
• Profile and pre-call planning, outreach, appointment preparation, and follow-up.
• Assess customer needs and articulate solutions (mortgage/HELOC, business banking).
• Ensure compliance with risk controls and regulatory requirements.

Skills

Verbal communication

Interpersonal skills

Customer service

Time management

Financial services knowledge

Diplomacy/tact

Internet proficiency

Education

Associates degree

Notary public license

Job description

Overview :

• Identifies customers' needs through the bank's retail sales process to provide proactive sales solutions through customer outreach for basic and complex customer needs. Specializes in our branch customer experience through all retail and business sales interactions.

Primary Responsibilities:

• Develop new customer relationships and expand and retain existing relationships by proactively identifying opportunities leveraging the portfolio management process and utilizing the fundamentals of the Bank's sales process to achieve personal sales and/or referral goals.
• Play key role in Relationship Management (customer assessments, profiling for sales opportunities, account opening and lead-focused outbound calling), Sales Process (profile/pre-call planning, outreach, appointment preparation, interaction/appointment, follow-up) and Risk Management (audit requirements, fraud prevention, Know Your Customer (KYC) and customer information profile (CIP)).
• Reach out to clients to follow up from previous interactions based on need identified during an appointment/interaction to progress development plan.
• Develop understanding and knowledge of products and services offered by Business Banking.
• Evaluate financing requests, recommend loan structure, and submit complete loan application packages.
• Research and provide industry knowledge (e.g. vertical IQ).
• Fluently explain processes, services, and products (e.g. interest expense, amortization schedules, how to optimize/educate all types of consumer debt scenarios, Mortgage/HELOC, Business Banking products, TM and Merchant Services products)
• Attend community networking events.
• Develop relationships with Centers of Influence for referral opportunities
• Act as liaison with business partners for retail product solutions (i.e. cross-selling retail products to business owners). Build relationships with non-branch business partners (e.g. business bankers, mortgage loan originators).
• Perform basic sales duties.
• May be required to solicit new business banking relationships through outbound prospecting calling activities and develop new banking relationships through a consultative sales approach in some branches.
• Adhere to applicable compliance/operational risk controls in accordance with Company or regulatory standards and policies.
• 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.
• Responsible for meeting and maintaining registration requirements under the Federal SAFE Act

Scope of Responsibilities:

The focus of this position is to serve as key driver in growing the business through proactive identification of sales opportunities and portfolio management with customers to support achievement of annual branch sales goals. The position interacts with appropriate areas of the bank to ensure customer needs and service issues are resolved timely, accurately and completely. The position must stay current on operational, product, and system changes/enhancements, as well as demonstrate good risk management decisions to assist the branch in managing preventable losses and reduce fraudulent activity. Must have sophisticated understanding of each 4 types of need, transactional, savings, retirement and protection (why, why and how). Works with more complex business customers.

Education and Experience Required:

• High school diploma or equivalent (GED) and a minimum of 3 years proven retail sales, call center, customer service and/or telesales experience
• OR
• A high school diploma or equivalent (GED) and minimum of 2 years proven proactive sales experience.
• Strong verbal communication and interpersonal skills
• Proven ability to demonstrate exceptional customer service
• Well organized individual with time management and prioritization skills
• Demonstrated financial services product knowledge
• Ability to communicate with tact and diplomacy with internal and external customers
• Proficient with internet user-level technology

Education and Experience Preferred:

• Associates degree
• Notary public license
• Minimum of 3 years financial services sales experience
• Bi-lingual based on branch needs

Physical Requirements:

• Ability to stand for long periods of time
• Prolonged use of hands and fingers
• Ability to lift light to heavy objects weighing 5lbs to 30lbs
• Ability to read fine print
• Ability to interact with customers in an open face-to-face work environment
• Ability to use fax, telephone system, copier and other communication tools

M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $26.23 - $43.71 Hourly (USD). The successful candidate's particular combination of knowledge, skills, and experience will inform their specific compensation.

Location

Manchester, Massachusetts, United States of