Overview:

Develop and grow an individual portfolio of client relationships and oversee the relationships of the team.

Primary Responsibilities:

• Drive the sales process for a specified team of sales professionals. In conjunction with the Group Manager, manage the sales goals and incentive plans for the team.
• Coach/mentor the team of sales professionals using prescribed bank training methodologies and tools for industry segments (Healthcare, Government Banking, Commercial Real Estate etc).
• Call on prospective and existing customers to develop new business or retain existing business.
• Negotiate, structure and gain approval on loans using the Bank's established credit policy and procedures.
• Represent the bank in civic and community activities.
• In conjunction with the Group Manager, provide feedback on performance appraisals, promotions, salary recommendations and terminations.
• Participate in Community Bank activities/initiatives to drive cross-selling success.
• Adhere to applicable compliance/operational risk controls in accordance with Company or regulatory standards and policies.
• 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.

Scope of Responsibilities:

Negotiate, structure and gain approval on loans using the Bank’s established credit policy and procedures.

Manage and retain existing clients. Work closely with internal contacts to service clients.

Work with Group Manger to manage sales goals and incentive plans for the team.

Supervisory/ Managerial Responsibilities:

Provide coaching to junior team members on deal transactions.

Education and Experience Required:

Bachelor’s degree and a minimum of 8 years’ experience in Commercial/Corporate relationship management or related experience, in lieu of a degree, a combined minimum of 12 years’ higher education and/or relevant work experience to include a minimum of 8 years’ experience in Commercial/Corporate relationship management.

Financial analysis and knowledge of credit principles. 

Excellent verbal communication skills. 

Outstanding interpersonal skills. 

Ability to sell effectively to prospects and clients. 

Proven track record of sales achievement. 

Ability to coach/mentor sales force.

Education and Experience Preferred:

MBA.

Previous Management/Supervisory experience.

General knowledge of banking and the Bank’s various commercial fee-based products.

Applied knowledge of Bank policies and procedures.

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