Responsible for sales strategy including development, implementation, and execution for assigned Global Capital Markets (GCM) product lines and meeting individual and team assigned sales goals, concentrating on the largest and most complex deals.
Primary Responsibilities:Complete needs analysis for current and potential Global Capital Markets clients and communicate viable solutions based on those needs.
Prospect for new clients and influencers to develop new business opportunities for GCM while promoting all trust services. Ensure continuing development of relationships with clients, influencers and prospects through calling activity.
Complete and maintain calling activity logs via contact management system to provide a record of activity.
Navigate complex deals and sensitive client relationship matters in conjunction with other appropriate GCM and banking partners.
Assist with sales coaching of less experienced sales personnel to improve overall team performance.
Lead preparation and development of effective sales promotional materials for client meetings, leveraging marketing and other internal resources as appropriate.
Remain current on market developments and trends while providing guidance to less experienced sales personnel. Recognize market trends and implement new product ideas as market conditions dictate.
Identify and recommend to management sales and/or administration, talent to augment our capacity and capabilities, including helping create highly functioning sales partnerships where more resources are needed to maximize coverage and results.
Understand and adhere to the Company’s risk and regulatory standards, policies and controls in accordance with the Company’s Risk Appetite. Identify risk-related issues needing escalation to management.
Promote an environment that supports belonging 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.
Complete other related duties as assigned.
Scope of Responsibilities:This position may lead sales partnerships consisting of 2 or more Client Development Officers working together to achieve one sales goal for the group. This requires handling day-to-day coordination of sales calling by the partnership members to guard against underutilization of sales resources or inadequate market coverage. In a sense, the people in this position may serve as a player/coach, since they remain primarily front-line Client Development Officers with sales calling responsibilities. This position also handles the more delicate, difficult and significant client relationship problems when they develop. This requires establishing a thorough understanding of the issues from both GCM’s and the clients’ perspectives, and leading the discussions with a high degree of professionalism.
Supervisory/Managerial Responsibilities:Not Applicable
Education and Experience Required:Bachelor's degree and a minimum of 7 years’ professional work, sales, and/or leadership experience, or in lieu of a degree, a combined minimum of 11 years’ higher education and/or work experience, including a minimum of 7 years’ professional work, sales and/or leadership experience
Strong verbal and written communication skills
Prior experience conducting and understanding individual needs analysis of clients
Education and Experience Preferred:
Minimum of 10 years’ professional work, sales, and/or leadership experience
Corporate Trust sales or administration experience
Institutional sales experience in other related financial services businesses
Advanced degree
Certified Corporate Trust Specialist (CCTS) certification
Physical Requirements:M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $143,874.91 - $239,791.52 Annual (USD). The successful candidate’s particular combination of knowledge, skills, and experience will inform their specific compensation.Location:Annapolis, Maryland, United States of America