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. The Relationship Manager works with branch partners to sell effectively to business customers and cross-sell other bank products. The position develops new business relationships, maintains an existing client base, and works toward goals established by the manager. It includes evaluating credit requests, recommending loan structures, negotiating with underwriters and clients, and building referral networks. 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 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 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 established goals as outlined 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 stated sales goals for revenue, loan production, deposit balance production, loan portfolio management, and relationship-managed clients.
Participate in business banking and retail sales sprints.
Achieve call targets and product sales goals, including cash management and Visa merchant services.
Participate in civic and cultural organizations and programs.
Use prescribed selling techniques to maximize sales opportunities.
Manage and retain existing clients.
Work closely with internal contacts to service clients.