Business Banking Relationship Manager - Frederick, MD

M&T Bank•Frederick, MD

16h•$99,500 - $165,900

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 develops new banking relationships, services existing business banking clients, and achieves goals established by the manager. 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 participates in business banking and retail sales sprints, meets call targets and product sales goals, networks with referral sources, and participates in civic and cultural organizations and programs.

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 utilized 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.

Responsibilities

Develop new banking relationships with business prospects and service existing business banking clients.
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.
Meet sales expectations for revenue, loan production, deposit balance production, loan portfolio management, and relationship-managed clients.
Participate in business banking and retail sales sprints and achieve call targets and 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.
Sell effectively to prospects and clients and manage and retain existing clients.
Work closely with internal contacts to service clients.