Senior Relationship Banker - Wilkens Plaza Branch, Baltimore MD

Overview

Identifies customers' needs through the bank’s retail sales process to provide proactive sales solutions through customer outreach for basic and complex customer needs. Specializes in the branch customer experience through all retail and business sales interactions.

• Develop new customer relationships and expand and retain existing relationships by proactively identifying opportunities leveraging the portfolio management process and utilizing the fundamentals of the bank's sales process to achieve personal sales and/or referral goals.
• Play key role in Relationship Management (customer assessments, profiling for sales opportunities, account opening and lead-focused outbound calling).
• Lead the Sales Process (profile/pre‑call planning, outreach, appointment preparation, interaction/appointment, follow‑up).
• Handle Risk Management (audit requirements, fraud prevention, Know Your Customer (KYC) and customer information profile (CIP)).
• Reach out to clients to follow up from previous interactions based on need identified during an appointment/interaction to progress the development plan.
• Develop understanding and knowledge of products and services offered by Business Banking.
• Evaluate financing requests, recommend loan structure, and submit complete loan application packages.
• Research and provide industry knowledge (e.g., vertical IQ).
• Fluently explain processes, services, and products (e.g., interest expense, amortization schedules, how to optimize/educate all types of consumer debt scenarios, Mortgage/HELOC, Business Banking products, TM and Merchant Services products).
• Attend community networking events.
• Build relationships with Centers of Influence for referral opportunities.
• Act as liaison with business partners for retail product solutions (e.g., cross‑selling retail products to business owners).
• Build relationships with non‑branch business partners (e.g., business bankers, mortgage loan originators).
• Perform basic sales duties and may be required to solicit new business banking relationships through outbound prospecting calling activities and develop new banking relationships through a consultative sales approach in some branches.
• Adhere to applicable compliance/operational risk controls in accordance with company or regulatory standards and policies.
• 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 and meet and maintain registration requirements under the Federal SAFE Act.

• Serve as key driver in growing the business through proactive identification of sales opportunities and portfolio management with customers to support branch sales goals.
• Interact with appropriate areas of the bank to ensure customer needs and service issues are resolved timely, accurately and completely.
• Stay current on operational, product, and system changes/enhancements and demonstrate good risk management decisions to assist the branch in managing preventable losses and reducing fraudulent activity.
• Understand sophisticated four types of needs: transactional, savings, retirement and protection.
• Work with more complex business customers.

• High school diploma or equivalent (GED) and a minimum of 3 years proven retail sales, call center, customer service and/or telesales experience OR a high school diploma or equivalent (GED) and minimum of 2 years proven proactive sales experience.
• Strong verbal communication and interpersonal skills.
• Proven ability to demonstrate exceptional customer service.
• Well organized individual with time management and prioritization skills.
• Demonstrated financial services product knowledge.
• Ability to communicate with tact and diplomacy with internal and external customers.
• Proficient with internet user‑level technology.

• Associate’s degree.
• Notary public license.
• Minimum of 3 years financial services sales experience.
• Bi‑lingual based on branch needs.