Business Banking Relationship Manager - Georgetown, DE

M&T Bank•Georgetown, DE

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. Sales expectations include revenue of $150M to $400M, loan production of $4MM to $8MM, deposit balance production of $400M to $2MM, management of a loan portfolio of $7.5MM to $20MM, and oversight of approximately 15 to 40 relationship-managed clients. The role also includes meeting call targets and product sales goals, participating in sales initiatives and civic or cultural organizations, and using prescribed selling techniques to maximize sales opportunities.

Requirements

Bachelor’s degree, or at least 4 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 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 goals established by the manager.
Work with branch partners to maximize sales efforts to business customers and cross-sell bank 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 sales expectations for revenue, loan production, deposit balance production, loan portfolio management, and relationship-managed clients.
Participate actively in business banking and retail sales sprints.
Achieve call targets and sales goals for products such as cash management and Visa merchant services, along with other assigned 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.