Overview: 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.
Primary 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. • 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 $150M to $400M. • Loan production of $4MM to $8MM. • Deposit balance production of $400M to $2MM. • Manage loan portfolio of $7.5MM to $20MM. • Oversee approximately 15 to 40 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.
Scope of Responsibilities: • Ability to sell effectively to prospects and clients. • Manage and retain existing clients. • Work closely with internal contacts to service clients.
Education and Experience Required: • Bachelor's degree or in lieu of a degree, a minimum of 4 years of related sales/banking experience, or a combination thereof. • Knowledge of personal computers and the software utilized by the department. • Ability to read and analyze financial statements and tax returns. • Sound 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.
M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $99,500.00 - $165,900.00 Annual (USD). The successful candidate's particular combination of knowledge, skills, and experience will inform their specific compensation.
Location: Falls Church, Virginia, United States of America