Overview:

The Senior Inside Account Manager (IAM) supports the growth and retention of the Commercial Card portfolio by executing the Account Management mission of Protect Revenue, Grow Client Value, and Create Opportunities.

This role serves as a proactive coverage resource focused on clients and opportunities identified through portfolio segmentation, growth potential, attrition risk, and business need. The Senior IAM partners closely with Account Managers, Sales, Relationship Management, Service, and Product teams to strengthen client relationships, uncover optimization opportunities, and generate qualified referrals that contribute to overall portfolio growth.

Success in this role is measured by the ability to protect existing revenue, increase client value, and create new business opportunities that support the broader Commercial Payments strategy and portfolio growth objectives.

Primary Responsibilities:

Protect Revenue

Retain clients and defend existing revenue by proactively identifying and addressing risk across the portfolio.

·   Execute proactive outreach to clients identified through portfolio segmentation, risk indicators, and business needs.

·   Conduct account reviews to evaluate relationship health, utilization trends, spend activity, and attrition risk.

·   Identify potential retention concerns and coordinate appropriate action plans.

·   Build relationships with key client contacts to strengthen engagement and loyalty.

·   Partner with Service, Relationship Management, Sales, and Product teams to resolve issues and protect client value.

·   Escalate emerging risks and opportunities to appropriate internal stakeholders.

·   Support retention initiatives designed to strengthen client satisfaction and long-term revenue stability.

·   Maintain visibility into portfolio health and changing client conditions.

Grow Client Value

Increase client value through optimization, expanded utilization, and deeper client engagement.

·   Identify opportunities to increase Commercial Card spend, utilization, and overall relationship value.

·   Conduct account reviews to uncover optimization opportunities and business growth potential.

·   Promote relevant Commercial Payments capabilities, products, and solutions that align with client needs.

·   Support supplier enablement initiatives and supplier file acquisition efforts.

·   Participate in partner planning sessions and portfolio reviews to identify growth opportunities.

·   Collaborate with Account Managers, Sales, Product, and Relationship Management partners to advance growth initiatives.

·   Develop and maintain a pipeline of optimization opportunities.

·   Track and support optimization initiatives through implementation and closure.

Create Opportunities

Identify, qualify, and refer opportunities that contribute to future client and bank growth.

·   Proactively identify emerging client needs through outreach, account reviews, and portfolio analysis.

·   Generate qualified referrals to Commercial Card Sales, Treasury Management, Commercial Payments, and other bank partners.

·   Gather relevant client insights that improve referral quality and conversion potential.

·   Support bank-wide growth initiatives by connecting clients with additional products, services, and capabilities.

·   Maintain accurate tracking of referral activity and pipeline progression.

·   Collaborate with internal partners to ensure successful opportunity handoffs and strong client experiences.

Provide training and mentoring to junior Account Managers

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:

The position is responsible for participating in the revenue generation, expansion and maintenance of the bank's Commercial Card business.

Managerial/Supervisory Responsibilities:

N/A

Education and Experience Required:

Bachelor’s Degree and 5 years Commercial Card/ Merchant (or related relevant product) sales experience, or in lieu of degree, a combined minimum of 9 years education and/or Commercial Card/Merchant (or related relevant product) sales experience.

Education and Experience Preferred:

Previous account management experience.

Location