Institutional Fixed Income Sales Consultant (Hybrid in NY, NY)

M&T Bank•New York, NY

9d•$109,300 - $182,100•Hybrid

About The Position

This is a hybrid position requiring in office work four days every week and is based in M&T's 250 Park Ave, New York, NY office. FUNCTION: Responsible for developing new business, expanding existing business relationships, and servicing the Bank’s deposit clients, including handling high touch client accounts. Responsible for working with the larger, more sophisticated business clients with the most complex cash management needs. Represents the department on division and cross-functional committees. Works closely with Relationship Managers and Unit Managers, as well as clients at the Executive Level. Considered a subject matter expert on respective product line benefits and services with various industries and lines of business. Relied upon by management to set the example for and serve as a mentor to other Institutional Fixed Income Sales. POSITION RESPONSIBILITIES: Meet with existing business clients to expand relationships and to ensure proper servicing of clients. Capable of managing complex business relationships within assigned portfolio. Responsible for all phases of sales process from referral through implementation. Call on prospective business clients to develop new sales opportunities through a consultative sales approach. Act as a partner with Relationship Managers to market deposits and short-term investments to clients and prospects. Provide consultative training to ensure an understanding of the Bank’s product offerings, and communicate regulatory and product changes and enhancements. Participate in the development of strategic business plans and sales campaigns for target clients and prospects. Provide training and mentoring to sales representatives with less experience. Builds long-term, value-driven based relationships. Understand and adhere to the Company’s risk and regulatory standards, policies and controls in accordance with the Company’s Risk Appetite. 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. NATURE AND SCOPE: Services customers seeking deposit relationships of large dollar amounts and of high complexity. Manage and retain existing clients. Works closely with internal contacts to service clients. This position assists with strategic planning. Works closely with Relationship and line of business managers, as well as clients at the Executive level. Considered a subject matter expert of cash management and short-term investment product benefits and services and is a line of business expert for business units supported. MANAGERIAL/SUPERVISORY RESPONSIBILITY: Provide training and mentoring to sales representatives with less experience.

Requirements

Bachelors Degree and a minimum of five years fixed income sales experience, Or in lieu of a degree, a combined minimum of 9 years higher education and/or work experience, including a minimum of 5 years fixed income sales experience.
General knowledge of banking, investments and the Bank’s various commercial fee -based products.
Applied knowledge of Bank policies and procedures.
Excellent communication and interpersonal skills with the ability to interact with all levels of personnel using diplomacy.
Ability to sell effectively to prospects and clients.
Excellent presentation skills.

Nice To Haves

Ability to be a team player.
Self-motivated, well-organized individual.
Ability to work individually as well as a member of a team.
Excellent verbal and written communication skills, with the ability to function professionally at many different levels (clients, management, peers)
Good personal computer skills with knowledge of Microsoft Office.
Strong analytical skills.
Excellent interpersonal skills.
Proven ability to communicate effectively one on one and across a large audience (conf call, email etc.)
Goal driven and proven ability to have strong internal partnerships
Strong product knowledge and experience identifying needs based on client life cycle and industry.
Travel across the Bank footprint for partner calls required.

Responsibilities

Meet with existing business clients to expand relationships and to ensure proper servicing of clients.
Capable of managing complex business relationships within assigned portfolio.
Responsible for all phases of sales process from referral through implementation.
Call on prospective business clients to develop new sales opportunities through a consultative sales approach.
Act as a partner with Relationship Managers to market deposits and short-term investments to clients and prospects.
Provide consultative training to ensure an understanding of the Bank’s product offerings, and communicate regulatory and product changes and enhancements.
Participate in the development of strategic business plans and sales campaigns for target clients and prospects.
Provide training and mentoring to sales representatives with less experience.
Builds long-term, value-driven based relationships.
Understand and adhere to the Company’s risk and regulatory standards, policies and controls in accordance with the Company’s Risk Appetite.
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.