Business Banking Senior Relationship Manager - Williamsport, MD

M&T Bank•Williamsport, MD

17h•$103,000 - $171,600

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. The role manages the segment’s more complicated and important loan relationships, evaluates credit information and requests, and recommends appropriate loan structures to manage risk. It also negotiates with underwriters and clients to maximize revenue and minimize risk. The position works under moderate supervision and may or may not include supervisory or mentoring responsibilities. Sales expectations include revenue of $300M to $500M, loan production of $7.5MM to $12MM, deposit balance production of $750M to $2.5MM, management of a $15MM to $40MM loan portfolio, and oversight of approximately 30 to 65 relationship-managed clients.

Requirements

Bachelor’s degree or 3–5 years of relevant work experience.
5+ years of experience.
Knowledge of personal computers and software used by the department.
Ability to read and analyze financial statements and tax returns.
Strong 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.

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 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.
Manage the segment’s more complicated and important loan relationships.
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 sales goals, including revenue of $300M to $500M, loan production of $7.5MM to $12MM, deposit balance production of $750M to $2.5MM, management of a $15MM to $40MM loan portfolio, and oversight of approximately 30 to 65 relationship-managed clients.
Actively participate in all business banking and retail sales sprints.
Achieve call targets and other product sales goals, such as cash management and Visa merchant services, as assigned.
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.