Business Banking Relationship Manager - Lancaster, PA

M&T Bank•Lancaster, PA

19d

About The Position

Responsible for an assigned portfolio of loan and deposit relationships with small business clients. The role involves soliciting new business, managing risk and credit decisions, and servicing existing clients through the bank’s relationship management program. The Relationship Manager 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, works with internal contacts to service them, and develops new relationships through prospects and referral sources. It also evaluates credit information and loan requests, recommends appropriate loan structures, and negotiates with underwriters and clients to maximize revenue while managing risk. The stated sales expectations include revenue of $150M to $400M, loan production of $4MM to $8MM, deposit balance production of $400M to $2MM, management of a $7.5MM to $20MM loan portfolio, and oversight of approximately 15 to 40 relationship-managed clients.

Requirements

Bachelor’s degree, or at least four years of related sales or banking experience in lieu of a degree, or a combination of education and experience.
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.
Achieve goals established by the manager.
Work with branch partners to maximize sales to business customers and cross-sell the bank’s 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.
Achieve stated sales goals for revenue, loan production, and deposit balance production.
Manage a loan portfolio and oversee relationship-managed clients within the stated ranges.
Participate in business banking and retail sales sprints.
Meet call targets and other product sales goals, including cash management and Visa merchant products, as assigned.
Participate in civic and cultural organizations and programs.
Use prescribed selling techniques to maximize sales opportunities.
Manage and retain existing clients and work closely with internal contacts to service them.