Business Banking Senior Relationship Manager - Williamsport, MD

M&T Bank•Williamsport, MD

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 Senior Relationship Manager works with branch partners to sell effectively to business customers and cross-sell other bank products and services. The position manages the segment’s more complicated and important loan relationships and is expected to achieve sales and portfolio goals. It works under moderate supervision. Supervisory or mentoring responsibilities may or may not be assigned.

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.
Ability to sell effectively to prospects and clients.

Responsibilities

Develop new banking relationships with business prospects.
Service existing business banking clients.
Achieve established goals as outlined by the manager.
Work with branch partners to maximize sales efforts 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.
Meet sales goals, including revenue of $300M to $500M, loan production of $7.5MM to $12MM, and deposit balance production of $750M to $2.5MM.
Manage a loan portfolio of $15MM to $40MM and approximately 30 to 65 relationship-managed clients.
Participate actively in business banking and retail sales sprints.
Meet call targets and other product sales goals, including cash management and Visa merchant services, as assigned.
Participate in civic and cultural organizations and programs.
Use prescribed selling techniques to maximize sales opportunities.
Work closely with internal contacts to service clients.
Manage and retain existing clients.