As a Business Banking Senior Relationship Manager at M&T Bank, your primary responsibilities include developing new banking relationships with business prospects and servicing the existing client base. You'll be expected to achieve established sales goals, manage complex loan relationships, evaluate credit information, and recommend loan structures that minimize risk. Additionally, you'll collaborate with branch partners to sell banking products effectively and participate in local networking activities to grow your portfolio.

To qualify for the Business Banking Senior Relationship Manager role at M&T Bank, you'll need a Bachelor’s degree or 3-5 years of relevant work experience, along with over five years in the banking industry. Strong credit evaluation skills are essential, as well as the ability to read and analyze financial statements. Knowledge of Cash Management and other business banking products will help you identify and seize sales opportunities.

M&T Bank supports its Business Banking Senior Relationship Managers by providing comprehensive training and access to a wide variety of banking products. You'll work closely with branch partners to maximize sales efforts and utilize effective selling techniques. The company encourages networking and participation in community organizations to enhance client relationships and create new business prospects.

In the Business Banking Senior Relationship Manager role at M&T Bank, you’ll aim to achieve an annual revenue of $300M to $500M, with loan production targets set between $7.5MM and $12MM. Additionally, you’ll manage a loan portfolio of $15MM to $40MM, ensuring that you meet the expectations laid out by your management team.

Successful Business Banking Senior Relationship Managers at M&T Bank typically possess strong interpersonal and presentation skills, allowing them to build solid client relationships. Proficiency in analyzing financial information, coupled with excellent negotiation skills, is crucial. Additionally, understanding the various financial products the bank offers will help you identify sales opportunities and meet client needs effectively.

To develop new banking relationships with small businesses, I would utilize a targeted networking approach, identifying key industry influencers and potential referral sources. I would also engage in community events and actively participate in local business organizations to increase visibility and credibility. Listening to the specific needs of the clients and tailoring our services to meet those needs would be paramount.

When evaluating loan requests, I focus on a thorough analysis of the applicant's credit history, financial statements, and overall business health. I also consider external factors that may affect their ability to repay and suggest appropriate loan structures that manage that risk while still enabling the business's growth.

Achieving sales goals is about setting clear objectives and tracking progress consistently. I use a mix of relationship-building strategies, regular follow-ups with clients, and proactive outreach to prospects. I also collaborate closely with colleagues to identify cross-selling opportunities and share industry insights that can benefit our clients.

I believe the key to handling challenging client situations is to first listen carefully to their concerns, showing empathy and understanding. After acknowledging their feelings, I would provide clear and factual information, offering solutions or alternatives that mitigate their concerns. Maintaining open lines of communication helps foster trust and resolve issues effectively.

Essential tools for managing a banking portfolio include CRM software for tracking relationships and sales activities, financial analysis tools for evaluating creditworthiness, and collaboration platforms that streamline communication with internal teams. Familiarity with these tools allows me to stay organized and responsive to client needs.

Prioritizing tasks involves assessing deadlines, the importance of client relationships, and potential revenue impact. I typically use a combination of to-do lists and digital planners to organize my day efficiently, ensuring that I allocate time for both urgent client needs and longer-term relationship building activities.

My motivation comes from the direct impact I can make on clients' businesses and their success. Building meaningful relationships and helping clients navigate financial challenges is incredibly rewarding. My drive to exceed sales goals also pushes me to constantly improve and innovate in my approach.

A successful negotiation I conducted involved a business client who was hesitant about terms we were offering. I took the time to understand their concerns, and after reevaluating the terms with my team, I was able to present a revised proposal. This not only resulted in closing the deal but also strengthened our relationship, showcasing our flexibility and commitment to their success.

Staying informed involves regularly reading industry publications, engaging in webinars, and networking with peers. I also participate in professional groups where we can share insights and trends, ensuring that I remain knowledgeable about the latest developments that can impact both my role and my clients.

The most important quality for success in business banking is building trust and rapport with clients. Establishing a genuine connection ensures that clients feel valued and understood, which can lead to long-lasting relationships and loyalty, ultimately benefiting both the clients and the bank.