Director - Merchant & Embedded Banking

M&T Bank • Buffalo, NY

1d • Onsite

About The Position

Responsible for the product strategy, operations, implementation, and account management of Merchant and Embedded Banking solutions. This role involves developing product strategy, innovation, and operational support for Merchant and Commercial businesses. It also oversees the integration of banking services into non-traditional platforms like apps, websites, or IoT devices, coordinating with cross-functional teams to ensure seamless user experiences, regulatory compliance, and effective technical implementation. The position requires strategic planning, partnership management, product development, and risk assessment to drive the success of embedded banking initiatives. It also involves developing differentiated customer experiences, reviewing existing product lines for strategic clarity and alignment with broader bank strategies, and leading efforts to revitalize or develop new products for Middle Market and B2B segments. The role encompasses the entire process from strategy and discovery to go-to-market launch, managing P&L performance of Commercial Payments business in partnership with various business line heads, and ensuring optimal product margins, acquisition economics, credit performance, and pricing. Collaboration with Marketing, Finance, Business Banking, TM sales, and other enterprise organizations is key. The Director sets product line vision, strategy, and management, oversees financial performance and profitability, designs and delivers innovative products and services, and improves client experience. They will motivate and incentivize the sales force, ensure alignment with differentiating vendors, and exercise managerial authority over staffing, performance appraisals, promotions, and terminations. Adherence to the Company’s risk and regulatory standards, policies, and controls is mandatory, including designing and implementing internal controls to mitigate risk and identifying risk-related issues for escalation. Promoting an environment that supports belonging and reflects the M&T Bank brand is also a responsibility. The scope covers Bank-wide Commercial Payments solutions with over 20,000 clients, generating over $90 million in revenue.

Requirements

• Bachelor’s degree and a minimum of 15 years’ experience in Treasury Management, Embedded Banking, Merchant, FX and Trade businesses inclusive of 10 years’ experience as a TM, Embedded Banking and FX Sales leader, or in lieu of a degree, a combined minimum of 19 years’ higher education and/or work experience, including a minimum of 15 years’ years’ experience in Treasury Management, Embedded Banking, Merchant, FX and Trade businesses.
• Minimum 6 years management experience.
• Demonstrated thought leadership and strategic experience
• Broad knowledge of payment trends, digital solutions and disruptors in payments
• Deep customer focus
• Familiarity with techniques to uncover insights and innovation
• Innovative thinker that can drive change through an organization
• Attract talent to the organization as well as maintain and motivate existing staff to drive value to their clients and revenue to the Bank

Nice To Haves

• Physical Requirements: Not applicable

Responsibilities

• Develops product strategy, innovation and risk and operational support for Merchant and Commercial business.
• Oversees the integration of banking services into non-traditional platforms, such as apps, websites, or IoT devices.
• Coordinate with cross-functional teams to ensure seamless user experiences, compliance with regulations, and effective technical implementation.
• Strategic planning, partnership management, product development, and risk assessment to drive the success of embedded banking initiatives.
• Develops differentiated customer experiences to support Digital and non-Digital product value propositions.
• Reviews existing product lines, ensuring there is both product line strategy and clarity around opportunity being pursued, target segments, customer needs, value proposition differentiation, and connectivity with broader Bank customer segment strategies.
• Leads efforts to revitalize or develop new products to serve the needs and win with Middle Market and B2B segments.
• Leads the overall process across strategy, discovery, ideation, economics, development and comprehensive go-to-market launch campaigns.
• Partners with various business line heads across the Bank to manage the P&L performance of the Commercial Payments business, ensuring the right product margins, acquisition economics, credit performance and pricing.
• Works closely with partners in Marketing, Finance, Business Banking, TM sales and other organizations across the enterprise.
• Sets product line vision, strategy and management.
• Manages financial performance and solution product line profitability.
• Designs and delivers innovative products and services and improve the internal and external client experience.
• Motivates and incents sales force to drive value.
• Ensures the Bank is aligned with appropriate vendors that differentiate us among our peers and competition to create winning conditions.
• Exercise usual authority of a manager concerning staffing, performance appraisals, promotions, salary recommendations, performance management and terminations.
• Understand and adhere to the Company’s risk and regulatory standards, policies and controls in accordance with the Company’s Risk Appetite.
• Design, implement, maintain and enhance internal controls to mitigate risk on an ongoing basis.
• Identify risk-related issues needing escalation to management.
• Promote an environment that supports belonging and reflects the M&T Bank brand.
• Maintain M&T internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators as applicable.
• Complete other related duties as assigned.

Benefits

• The pay range for this position is $154,700.00 - $257,900.00 Annual (USD). The successful candidate’s particular combination of knowledge, skills, and experience will inform their specific compensation.

What This Job Offers

• Job Type: Full-time
• Career Level: Director