Business Banking Relationship Manager, Ulster, Sullivan and Orange Counties

Overview

This role manages an assigned portfolio of loan and deposit relationships with small business clients. The incumbent will solicit new business, assess risk and credit decisions, and service existing clients through the bank’s relationship management program. Collaborate with branch partners to effectively engage business customers and cross-sell other bank products. This hybrid remote position is based in Kingston, NY and serves Ulster, Sullivan and Orange Counties.

Primary Responsibilities

• Establish new banking relationships with business prospects.
• Provide service to the current business banking client base.
• Achieve the performance goals as outlined by the manager.
• Work with branch partners to maximize sales efforts to business customers and cross-sell other products and services offered by the bank.
• Network with centers of influence to develop business, including accountants, attorneys and other referral sources.
• Evaluate credit information and requests and recommend appropriate loan structures to manage risk.
• Negotiate with underwriters and clients to maximize revenue while minimizing risk.
• Meet sales targets with the following expectations: Revenue $150M to $400M; loan production $4MM to $8MM; deposit balance production $400M to $2MM; manage loan portfolio $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 as cash management, Visa Merchant, and other assigned opportunities.
• 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 and Trade Services products offered to Business Banking customers and the ability to identify sales opportunities for those product sets.
• Strong interpersonal and presentation skills required.

Compensation

M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $94,400.00 - $157,400.00 Annual (USD). The successful candidate’s particular combination of knowledge, skills, and experience will inform their specific compensation.

Location: Hybrid remote in Kingston, NY, serving Ulster, Sullivan and Orange Counties.