Business Banking Relationship Manager - Frederick, MD

M&T Bank•Frederick, MD

About The Position

Responsible for an assigned portfolio of loan and deposit relationships with small business clients. The role solicits new business, manages risk and credit decisions, and services existing clients through the bank’s relationship management program. It works with branch partners to sell effectively to business customers and cross-sell other bank products and services. The position manages and retains existing clients, develops new banking relationships, and works with internal contacts to service clients. Sales expectations include revenue of $150M to $400M, loan production of $4MM to $8MM, deposit balance production of $400M to $2MM, a managed loan portfolio of $7.5MM to $20MM, and approximately 15 to 40 relationship-managed clients.

Requirements

Bachelor’s degree, or at least 4 years of related sales or banking experience in lieu of a degree, or a combination thereof.
Knowledge of personal computers and software used 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, and Trade Services products offered to Business Banking customers, and ability to identify sales opportunities for those products.
Strong interpersonal and presentation skills.
Ability to sell effectively to prospects and clients.

Responsibilities

Develop new banking relationships with business prospects.
Service the existing business banking client base and manage and retain clients.
Achieve established goals outlined by the manager.
Work with branch partners to maximize sales efforts to business customers and cross-sell the bank’s other products and services.
Network with centers of influence, including accountants, attorneys, and other referral sources, to develop business.
Evaluate credit information and requests and recommend appropriate loan structures to manage risk.
Negotiate effectively with underwriters and clients to maximize revenue and minimize risk.
Meet stated sales and portfolio expectations for revenue, loan production, deposit balance production, managed loan portfolio, and relationship-managed clients.
Participate in business banking and retail sales sprints.
Achieve call targets and other assigned product sales goals, including cash management and Visa merchant products.
Participate in civic and cultural organizations and programs.
Use prescribed selling techniques to maximize sales opportunities.
Work closely with internal contacts to service clients.