Senior Relationship Manager

1 week ago

Bar Harbor, Maine, United States M&T Bank Full time
Job Summary

We are seeking a highly skilled Senior Relationship Manager to join our team at M&T Bank. As a key member of our Dealer Commercial Services team, you will be responsible for developing and managing a portfolio of auto, boat, and RV dealers/dealer group(s) with complex lending and financial requirements.

Key Responsibilities
  • Establish and strengthen relationships with major dealership/dealer groups while promoting financial products, services, and opportunities to improve their profitability with minimal risk to M&T Bank.
  • Service customers seeking loan and/or deposit relationships with the Bank, interviewing applicants to develop information concerning their businesses and requirements, evaluating credit information, and making relationship recommendations.
  • Participate in and assess the effectiveness of formal call programs targeting new loan and deposit business.
  • Evaluate requests for dealer commercial services, commercial real estate, and commercial loan financing for auto, boat, and RV dealers, as well as loan requests for dealer principals and partners.
  • Analyze each applicant's financial condition, cash flow, and credit history to make appropriate loan decisions within lending guidelines.
  • Approve loans up to maximum lending authority and prepare and present loan requests to senior credit officers and credit committees when necessary.
  • Stay up-to-date with industry trends and developments and develop strategies to increase the Bank's business in saturated, developing, and emerging markets.
  • Establish and maintain contacts in the professional services community and within industry organizations.
  • Work closely with Sales Managers and Credit Managers to gather information and receive recommendations on potential customers and to structure and price credits to maximize the bank's return while minimizing risk.
  • Maximize the Department's profitability through the maintenance of a high-quality loan portfolio and follow current loans to ensure conformity with terms.
  • Responsible for assisting Sales Managers and Credit Manager with the renewal of credits, monitoring customer deposit accounts, and monitoring Dealer commercial services audits and dealer commercial services statements to ensure compliance.
  • Understand product pricing and cost structure, as well as understand and manage product risk.
  • Provide guidance and technical knowledge to less-experienced dealer commercial services relationship managers.
  • 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.
Requirements
  • Bachelor's Degree and a minimum of 7 years of Dealer Commercial Services and/or Commercial Lending experience or in lieu of a degree, a combined minimum of 11 years higher education and/or work experience to include a minimum of 7 years Dealer Commercial Services and/or Commercial Lending experience.
  • Master's degree preferred.
  • Superior relationship management, sales, and business development skills required.
  • Must possess strong credit analysis and commercial lending skills.
  • Strong knowledge of financial statements, tax returns, and credit reports.
  • Thorough knowledge of bank/PC software programs utilized by the department.
  • Excellent presentation skills.
  • Strong negotiation skills.
  • Superior organizational, written and verbal communication, and presentation skills.
  • Strong ability to handle conflict without alienating people.
  • Ability to work with peers and gain their cooperation.
  • Must possess the ability to interact professionally with all levels of personnel.
  • Demonstrated leadership skills in prior roles.
  • Self-motivated, well-organized individual.
  • Ability to work under critical time constraints.

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