Business Banking Relationship Manager Sales Training Progrm

RMSP: Relationship Manager Sales Training Program

A six-month hybrid program that consists of 2-3 weekly virtual sessions and travel (25%) throughout the footprint once/month, for one week at a time. Comprehensive curriculum covering essential topics and skills related to the Business Banking Relationship Manager role. The training is targeted to ensure that participants will learn commercial-specific job knowledge thoroughly and efficiently, so that trainees are well prepared to reach their goals quickly; Classroom collaboration is a key aspect of the program.

Primary Responsibilities:

• Participate in a combination of structured classroom sessions, web-based, and on-the-job practical training.
• Will learn about the credit culture and commercial underwriting process while developing and refining relationship management skills.
• Exposure to the banks sales culture when supporting commercial customer meetings.
• Will develop call planning and execution skills.
• Adhere to applicable compliance/operational risk controls in accordance with Company or regulatory standards and policies.
• Promote an environment that supports diversity 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.
• 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.
• Complete other related duties as assigned; timely completion of weekly in-program and in-field assignments while also managing networking events, client calls, etc.

Scope of Responsibilities:

• Centralized training and program oversight will be done in Baltimore, MD or another designated location and will include periodic travel to other locations.
• During the program, all trainees will learn about the credit culture and commercial underwriting process while developing and refining relationship management skills.
• Trainees will be exposed to the banks sales culture when supporting commercial customer meetings. Additionally, participants will develop call planning and execution skills.
• Heavy focus on project work, team collaboration, study groups, book clubs, etc.
• RMSP trainees will also receive a significant amount of exposure to senior management throughout the program. (Need to be able to communicate horizontally and vertically)
• The candidate will begin in a support role assisting more senior Relationship Managers in their credit and underwriting process and managing customer relationships within the bank. Eventually, successful trainees will be assigned a portfolio as well as sales goals and expectations.

Education and Experience Required:

• Bachelor's Degree in accounting, finance, economics or related business field and one year of sales-related experience with a demonstrated sales aptitude or in lieu of degree, a combined minimum of 5 years higher education and/or work experience.
• Previous banking and sales experience highly recommended.
• Demonstrated analytical and quantitative skills, with prior knowledge of accounting principles
• Ability and willingness to travel (25%) overnight extensively during program.
• Proficient with MS Office software.

Education and Experience Preferred:

• Masters of Business Administration.
• Previous experience in banking or financial services.
• Experience in credit and/or underwriting
• Demonstrated history of volunteerism including contribution to community/civic organizations and causes.
• An ability to balance priorities and exhibit organizational skills to manage both individual and multiple team priorities.
• Excellent communication and interpersonal skills with the ability to interact with all levels of personnel using tact and diplomacy.
• Ability to quickly master the bank's technology and systems.