Dealer Commercial Services - Senior Relationship Manager at M&T Bank

Tarrytown, New York, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Banking, Financial Services, AutomotiveIndustries

Requirements

Bachelor’s Degree and minimum of 7 years 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)
Superior relationship management, sales, and business development skills
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 skills

Responsibilities

Develop and manage a portfolio of auto, boat, and RV dealers/dealer groups with highly complex lending and financial requirements
Establish/strengthen relationships with major large dollar amount dealership/dealer groups while promoting financial products, services, and opportunities to improve their profitability with minimal risk to M&T Bank
Adhere to pricing and credit policies while soliciting new business and servicing existing business
Service customers seeking loan and/or deposit relationships, interview applicants to develop information on their businesses and requirements, evaluate credit information, and make 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; prepare and present loan requests to senior credit officers and credit committees when appropriate
Keep abreast of the industry, follow market trends and developments, and develop/implement strategies to increase the Bank’s business in saturated, developing, and emerging markets
Establish and maintain contacts in the professional services community (accountants, attorneys) and within industry organizations (NADA, etc.)
Work with Sales Managers and Credit Managers to gather information, receive recommendations on potential customers, structure and price credits to maximize the bank’s return while minimizing risk
Maximize the Department’s profitability through maintenance of a high quality loan portfolio; follow current loans to ensure conformity with terms; maintain current and complete credit files
Exercise credit authority within established limits; assist Sales Managers and Credit Manager with the renewal of credits
Monitor customer deposit accounts, 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 belonging and reflects the M&T Bank brand
Maintain M&T internal control standards, including timely implementation of internal and external audit points and any issues raised by external regulators
Complete other related duties as assigned
May mentor and/or supervise lower level Relationship Managers

Skills

Key technologies and capabilities for this role

Credit AnalysisCommercial LendingRelationship ManagementFinancial AnalysisLoan StructuringRisk AssessmentCash Flow AnalysisMarket Trend AnalysisDealer Financing

Questions & Answers

Common questions about this position

What is the employment type for this Senior Relationship Manager position?

The position is full-time employment.

What are the main responsibilities of this role?

Responsibilities include developing and managing a portfolio of auto, boat, and RV dealers, evaluating loan requests, analyzing financial conditions, approving loans within authority, monitoring portfolios, and promoting bank products while minimizing risk.

What skills or experience are required for this position?

Key skills include evaluating credit information, analyzing financial conditions and cash flow, credit decision-making within lending guidelines, industry knowledge of auto/boat/RV markets, and providing guidance to less experienced managers.

What is the company culture like at M&T Bank for this role?

The role promotes an environment that supports belonging and reflects the M&T Bank brand, while maintaining internal control standards and audit compliance.

What makes a strong candidate for this Senior Relationship Manager role?

Strong candidates have experience managing complex dealer portfolios, strong credit analysis skills, industry knowledge in auto/boat/RV sectors, ability to build professional networks, and experience structuring credits to maximize returns with minimal risk.

M&T Bank

Full-service banking for individuals and businesses

About M&T Bank

M&T Bank provides a variety of banking services to individuals, small businesses, and larger companies. Their offerings include mortgage assistance, personal and business checking accounts, and mobile banking options. The bank primarily operates in the Northeastern and Mid-Atlantic regions of the United States, emphasizing community engagement and a focus on customer service. M&T Bank's business model is based on traditional banking practices, such as loans, deposits, and investment products, and it generates revenue through interest income and service fees. A key aspect that sets M&T Bank apart from its competitors is its commitment to community involvement, which includes allowing employees to volunteer and supporting local organizations. The recent merger with United Bank, N.A. has further expanded their services and market presence.

Buffalo, New YorkHeadquarters

1993Year Founded

IPOCompany Stage

Financial ServicesIndustries

10,001+Employees

Risks

Competition from fintechs could erode M&T Bank's market share among tech-savvy customers.

Integration challenges from the United Bank merger may disrupt operations.

Decreased prime rate could reduce interest income, impacting profitability.

Differentiation

M&T Bank emphasizes community engagement through its charitable foundation and volunteer programs.

The bank offers a wide range of traditional and digital banking services.

Recent merger with United Bank, N.A. expands M&T's market reach and service offerings.

Upsides

M&T Bank's $1.5 billion senior notes offering strengthens its financial position.

Decreased prime rate may attract more borrowers, increasing loan volume.

Shannon Lazare's appointment as New Jersey Regional President enhances local community engagement.

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