Sr. Relationship Manager, Healthcare at M&T Bank Corp in Norwalk, CT

Overview:

The Senior Relationship Manager will be responsible for an assigned portfolio of large, complex healthcare businesses in the lower Hudson Valley region of NY and state of Connecticut. In this client-facing role, you will be expected to generate new healthcare credit business, cross-sell ancillary fee income products, as well as, uphold credit and risk management standards of the Bank for existing and prospective clients.

Primary/Scope of Responsibilities:

• Loan structuring and credit underwriting requests consistent with Bank policies and guidelines are an essential part of the role. Credit products generally include permanent mortgages, construction financing, term loans, bonds, letters of credit and lines of credits. Present new opportunities to local credit team, as well as, senior credit committee for credit approval.
• Working within a small team environment, the Relationship Manager will be expected to service existing and prospective client needs through value-add product solutions. Beyond loan products, this role includes strategizing with solution partners from Treasury Management, Wilmington Trust, M&T Insurance, M&T Realty Capital Corporation, as well as, other major business lines at M&T.
• Meet annual performance objectives that will include new credit business production, cross-selling, call goals and portfolio profitability.
• Manage a large portfolio of healthcare clients to uphold credit and risk management standards. Includes working with a healthcare portfolio manager to conduct annual credit reviews of the existing portfolio, identifying deteriorating situations, elevating credit issues to management and minimizing risk.
• Develop and maintain relationships with clients, prospects and centers of influence that will include social events and other evening activities.
• Maintain healthcare industry knowledge, following market trends and developments, specifically with regard to Medicaid and Medicare reimbursement, in support of the specialty lending role.
• Represent the Bank in civic and community activities.
• Some overnight travel is expected.

Supervisory/ Managerial Responsibilities:

May coach/mentor junior relationship managers.

Education and Experience Required:

Bachelor’s Degree.

Minimum of seven years commercial, healthcare portfolio management experience.

Understanding of the healthcare industry, including senior housing, acute care and large medical practices.

Financial analysis and knowledge of banking credit principals.

Education and Experience Preferred:

Existing knowledge of the market preferred.

Active member/participation in local community organizations.

Highly desirable to have active networking contacts and centers of influence established in market.

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

Applied knowledge of Bank policies and procedures.

Excellent communication and interpersonal skills with the ability to interact with all levels of personnel using diplomacy.

Ability to sell effectively to prospects and clients.

Excellent presentation skills.