Business Banking Senior Relationship Manager - West Chester, PA

M&T Bank•West Chester, PA

2d•$113,300 - $188,800•Onsite

About The Position

Responsible for an assigned portfolio of loan and deposit relationships with small business clients. Solicit new business, manage risk and credit decisions, and service existing clients through the bank’s relationship management program. Work with branch partners to effectively sell to the business customer and cross sell other bank products. This role involves developing new banking relationships, servicing existing clients, and achieving established goals. The position requires networking with centers of influence, managing complex loan relationships, evaluating credit information, and negotiating with underwriters and clients. The role also includes achieving specific sales goals for revenue, loan production, deposit balances, and managing a loan portfolio and client base. Active participation in sales sprints, civic organizations, and utilizing prescribed selling techniques are also key aspects of this role. The scope includes effective selling, client management, and internal collaboration, working under moderate supervision. There may or may not be supervisory or mentoring responsibilities.

Requirements

Bachelor’s degree or 3-5 years of relevant work experience
5 plus years experience.
Knowledge of personal computers and the software utilized by the department
Ability to read and analyze financial statements and tax returns.
Strong credit skills necessary to evaluate loan requests.
Good understanding of Cash Management, Merchant Service, Trade Services products offered to Business Banking customers and ability to identify sales opportunities for those product sets.
Strong interpersonal and presentation skills required.

Nice To Haves

May or may not have supervisory or mentoring responsibilities.

Responsibilities

Develop new banking relationships with business prospects.
Service existing business banking client base.
Achieve established goals as outlined by manager.
Work with branch partners to maximize sales efforts to business customers and cross sell other products and services that the bank offers.
Network with centers of influence to develop business including accountants, attorneys and other referral sources.
Manage the segment’s more complicated and important loan relationships.
Evaluate credit information and requests and recommend appropriate loan structure to manage risk.
Effectively negotiate with underwriters and clients to maximize revenue and minimize risk.
Achieve sales goals with minimum expectations as follows: Revenue of $300M to $500M, Loan production of $7.5MM to $12MM, Deposit balance production of $750M to $2.5MM.
Manage loan portfolio of $15MM to $40MM.
Oversee 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 cash management, visa merchant, and others as assigned.
Participate in civic and cultural organizations and programs.
Utilize prescribed selling techniques to maximize sales opportunities.