The Senior GCM Client Development Officer I at M&T Bank is responsible for crafting and executing sales strategies for Global Capital Markets. This includes conducting needs analyses for clients, prospecting new business, maintaining relationships, and developing effective sales promotional materials. You’ll also be tasked with identifying market trends and ensuring compliance with risk and regulatory standards.

To qualify for the Senior GCM Client Development Officer I position at M&T Bank, candidates should have a Bachelor's degree along with at least 5 years of professional work experience in sales or leadership. Alternatively, a combined total of 9 years of higher education and experience is also acceptable. Preferred qualifications include a minimum of 7 years in similar roles, particularly in corporate trust sales or institutional sales.

M&T Bank prefers candidates for the Senior GCM Client Development Officer I role to have extensive sales or leadership experience—ideally, at least 7 years in corporate trust administration or other related financial services. An advanced degree or certification as a Certified Corporate Trust Specialist (CCTS) is also highly valued.

The pay range for the Senior GCM Client Development Officer I at M&T Bank is competitively set between $121,698.75 and $202,831.26 annually. Compensation is influenced by qualifications, including proven sales experience and specialized knowledge in finance.

M&T Bank is committed to fostering an inclusive environment that reflects diversity and supports ethical practices. As a Senior GCM Client Development Officer I, you will be expected to promote these values while adhering to the company’s risk management standards, ensuring that any potential risk issues are escalated as necessary.

In answering this question, highlight specific strategies you implemented for relationship building—such as personalized follow-ups, networking at events, or using CRM tools for client engagement. Mention how you researched client needs and tailored your approach to satisfy those needs.

When discussing methodologies for needs analysis, you could elaborate on techniques such as consultative selling, where you ask open-ended questions to gain insights into client pain points and goals. Also, discuss the importance of listening actively and validating client concerns.

Share a specific example that illustrates your sales process from initial contact through closing the deal. Discuss your approach, any challenges faced, and how you addressed them, showcasing your resilience and adaptability in the sales cycle.

Talk about the tools and resources you use to stay informed, such as industry journals, networking with peers, attending relevant conferences, or utilizing market analysis reports. Emphasize the importance of continuous learning and adapting to market shifts.

Explain how you view collaboration as vital, especially in large organizations. Describe instances where you worked with account administration or other departments to ensure a seamless sales process, which ultimately benefited both your clients and your organization.

Emphasize that compliance is a core aspect of your sales strategy. Provide examples of processes you developed or followed to maintain adherence to risk guidelines and regulatory standards, stressing the importance of ethical behavior in maintaining trust with clients.

Discuss your approach to assessing potential clients based on criteria such as revenue potential, strategic importance, and alignment with your company’s offerings. Highlight how data analytics can assist in making informed decisions about where to focus your effort.

Share an anecdote that highlights your creativity in sales. Describe how you identified a need in the market and proposed a solution, detailing the process of implementation and the positive outcomes of your innovation.

Explain a systematic approach where you validate the objection, ask clarifying questions, present your solution, and confirm if you've addressed their concerns. Emphasize the importance of maintaining a positive relationship, even when facing objections.

Discuss the importance of timely and thoughtful follow-up. Describe your typical follow-up strategy, whether that's sending a personalized thank-you email summarizing the discussion or scheduling a follow-up call to address further questions, stressing the need for a human touch.