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.

• Manage the segment’s more complicated and important loan relationships.

• 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 $300M to $500M.

• Loan production of $7.5MM to $12MM.

• Deposit balance production of $750M to $2.5MM.

• Manage loan portfolio of $15MM to $40MM.

• Oversee approximately 30 to 65 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. Works under moderate supervision.

Supervisory/ Managerial Responsibilities:

May or may not have supervisory or mentoring responsibilities.

Education and Experience Required:

Bachelor’s degree or 3-5 years of relevant work experience

5 plus years experience.

Knowledge of personal computers and the software utilized by the department

Ability to read and analyze financial statements and tax returns.

Strong 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.

Location

Overview:

Primarily responsible for working with customers interested in identifying and obtaining permanent FHA/VA and conventional mortgage loans and other residential mortgage programs that best meet the customer’s financial needs and objectives, and adhering to the requirements of federal registration under the SAFE Act.

Primary Responsibilities:

• Interviews applicants to collect and analyze information regarding their income, assets, debts and credit data as well as their needs, desires, and earnings to assist in determining whether the loan will be an acceptable risk; obtains and analyzes pertinent financial and credit data. 
• Independently assesses applicant’s credit worthiness.  Has authority to issue pre-qualification statement of borrowers’ eligibility.
• Determines which products best meet the customer’s needs and financial circumstances and advises potential borrowers regarding the advantages and disadvantages of different financial products and the most appropriate mortgage loan programs. 
• Makes recommendations to customers regarding other bank products or to alternative lending vehicles, as needed. 
• Cultivates new mortgage business.  Markets, services and promotes the bank’s mortgage products.  This includes the solicitation of residential first mortgages through contacts with Realtors, builders, and developers. 
• Regularly works at a bank facility, but may be required to travel to and work at prospective customers’ homes or business locations.  Follows-up on potential customers via travel or telephone.
• Negotiates terms and conditions of loan with mortgagors. Has authority to bind the bank in connection therewith.                            
• Ensures lending compliance with all origination procedures including bank policies and procedures and regulatory requirements. 
• Advises management on effective compliance strategies and potential modifications to corporate operating policies where appropriate to ensure ongoing regulatory compliance. 
• Independently monitors trends and developments in the local real estate market, as well as the changing rules and regulations pertaining to both private and government-insured mortgages.  
• Represents the bank in the community and related functions to identify, develop and promote additional business. May present seminars to general public and real estate agents to promote additional business and community outreach.

Scope of Responsibilities:

The incumbent always works under limited supervision, sometimes away from the office.

The position requires extensive external contacts (potential and existing customers, Realtors, etc.), as well as internal contacts (other Bank personnel) primarily on sales calls outside the office.

Will interact with individuals and teams internally and within the community assigned, developing new relationships and maintaining existing relationships

Responsibility to establish and maintain federal registration requirements outlined in the SAFE Act.

Education and Experience Required:

Associates degree and 2 years sales experience,

OR in lieu of a degree,

A combined minimum of 4 years higher education and/or relevant work experience, including a minimum of 2 years sales experience.

Thorough knowledge of FHA/VA regulations, conventional loan requirements and real estate law.

Education and Experience Preferred:

Technical Skills

General knowledge of personal computers and software programs utilized by Residential Mortgage Department

Proven sales ability.

Strong mathematical skills.

Self-motivated, well-organized individual.

Excellent verbal and written communication skills.

Ability to interact with individuals at all income levels and peers in a professional manner.

Demonstrated ability to work independently and to follow through on details to completion.

Ability to work under critical time constraints.

Location

Overview:

Specializes in our branch customer experience through digital engagement, lobby management, transactional processing and retail servicing interactions. Processes a variety of financial transactions in an accurate and efficient manner.

Primary Responsibilities:

Adhere to the established customer service standards and provide a differentiated experience by understanding customer needs and delivering solutions in moments that matter most to them.

Educate our customers through shoulder-to-shoulder digital demonstrations; identify self-service opportunities that meet the customer’s identified needs.
 

Actively engage in lobby management, meeting and greeting customers and proactively inquiring and taking ownership to address the customer’s immediate need.

Accurately balance and process customer transactions efficiently following Bank Policy.

Take ownership of escalated account services issues until resolution; complete and accurately log all customer complaints in the appropriate system.
 

Transition identified sales opportunity and provide introduction to appropriate banking partner.
 

Complete branch-related operational activities as appropriate (e.g cash ordering, vault, ATM, and wire transfer activities).

Process customer/account maintenance accurately.
 

Complete Consumer AML (Anti-Money Laundering)/BSA (Bank Secrecy Act)/ KYC (Know Your Customer related activities.

Adhere to applicable compliance/operational risk controls in accordance with Company or regulatory standards and policies.

Promote an environment that supports diversity 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 providing exceptional service to branch customers and resolving routine customer problems in a timely manner.  It is important for the jobholder to exemplify empathy, customer centricity, flexibility and adaptability, digital fluency, entrepreneurial spirit and critical thinking in support of the Company’s culture and brand.  The position is responsible for interacting with appropriate areas within the Bank to ensure branch-related operational issues are resolved efficiently and accurately. It is important for the position to stay current on operational changes and demonstrate good risk management decisions to assist the branch in managing preventable losses and reducing fraudulent activity.

Managerial/Supervisory Responsibilities:

Not Applicable

Education and Experience Required:

High school diploma or equivalent (GED) and minimum of 6 months customer service experience, including data entry and/or cash handling experience
Proven verbal communication skills

Proven interpersonal skills
Proven ability to demonstrated exceptional customer service
Well-organized

Proven time management skills

Proven prioritization skills
Proficient with internet user-level technology

Education and Experience Preferred:

Bilingual based on branch needs

Physical Requirements:

Ability to stand for long periods of time
Prolonged use of hands and fingers
Ability to lift light to heavy objects weighing 5lbs – 30 lbs.
Ability to read fine print
Ability to interact with customers in an open face to face work environment

Location

Overview:

Responsible for developing new business, expanding existing business relationships, and servicing the Bank’s Commercial Payments clients, including handling high touch client accounts. Responsible for working with the larger, more sophisticated business clients with the most complex payments 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 Commercial Payments Consultants.

Primary 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 treasury management sales opportunities through a consultative sales approach.
• Analyze clients’ current payments structure and pricing, and develop customized solutions to meet the clients’ needs. Prepare and present sales presentations and proposals (for both internal and external audiences), illustrating customized solutions, industry trends, as well as features and benefits of the recommended product offerings.
• Act as a partner with Relationship Managers to market Comml Payments services to clients and prospects. Provide consultative training to ensure an understanding of the Bank’s product offerings, and communicate product changes and enhancements.
• Analyze client and prospect pricing structure and make recommendations to Relationship Managers and management.
• Assist Regional Sales Manager in executing sales strategies and in meeting or exceeding departmental goals.
• 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

Scope of Responsibilities:

This position reports to the Treasury Management Regional Sales Manager and is responsible for participating in the development, expansion, and maintenance of the Bank’s Treasury Management business.  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 Treasury Management product benefits and services and is a line of business expert for business units supported. 

Education and Experience Required:

Bachelor’s degree and 5 years Commercial Payment Sales experience or comparable banking experience,
OR in lieu of a degree, 4 years relevant work experience

Education and Experience Preferred:

CTP preferred

Location