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. Also responsible for actively cultivating referral net-work and systematically using it to speed up prospecting. Must be able to lead prospecting charge for new deposit-centric clients.
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 Commercial 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.2
- An articulated plan for consistently developing new opportunities
- Builds long-term, value-driven based relationships
- Highly effective at adjusting lead sources and building a brand
- Always seeking new 2niche2 opportunities
Education and Experience Required:Bachelor's degree,
OR in lieu of a degree,
7 years relevant work experience
Minimum of 5 years Commercial Payments Sales experience or comparable banking experience
CTP preferred
Education and Experience Preferred:Good personal computer skills with knowledge of Microsoft Office.
Strong organizational skills.
Strong analytical skills.
Excellent interpersonal skills.
Proven ability to communicate effectively one on one and across a large audience (conf call, email etc.)
Goal driven and proven ability to have strong internal partnerships
Strong product knowledge and experience identifying needs based on client life cycle and industry.- Treasury management and commercial card.
Excellent verbal and written communication skills, with the ability to function professionally at many different levels (clients, management, peers)
Travel across the Bank footprint for partner calls required.
M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $136,000.00 - $226,600.00 Annual (USD). The successful candidate's particular combination of knowledge, skills, and experience will inform their specific compensation.
LocationBaltimore, Maryland, United States of America
