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Business Banking Sales Support Analyst - 3DIDG in Buffalo, NY at M&T Bank

Date Posted: 5/7/2018

Job Snapshot

Job Description

BASIC FUNCTION:
Manages the planning, development and implementation of initiatives designed to support the sales force in their achievement of divisional business objectives and key priorities. Develop, refine and support the business banking sales process and related strategies designed to increase revenue generation and mitigate risk. Monitor progress of initiatives and ensure proper adjustments are made as required. Work closely with management to ensure short and long term strategic objectives are accomplished.

POSITION RESPONSIBILITIES:
Provide ongoing support for the sales force around ease of doing business initiative as an integral part of the sales process. Assess the effectiveness of the process; recommend and collaborate with internal business partners to implement enhancements, training, coaching tools, and reporting to improve customer experience.
Partner and consult with business unit to implement effective support mechanisms. Seek and cultivate the commitment of line and senior managers to support and promote programs.
Serve as subject matter expert for Business Banking customer experience process, related initiatives and metrics. Review industry trends related to customer experience, evaluate and recommend new or modified programs or processes as a result. Maintain current awareness of relevant internal and external trends.
Assist to develop and refine the business banking sales process to ensure a competitive approach, meet business objectives, and create superior customer experiences.
Assist management in driving business banking sales process adoption and effective utilization through development of training, coaching tools and messaging.
Leverage team resources to develop new or improve regular reporting that provides effective sales tools and drives results.
Serve as project or business lead or subject matter expert for major initiatives or technology projects impacting the business customer and/or sales force or designed to improve sales process execution through more effective tools, ensuring proper execution and integration of the customer experience.
Collaborate with other business lines on customer and sales process initiatives.
Support development and delivery of materials and presentations relating to sales process, training, customer experience or recognition for divisional senior management.
Provide divisional support for leadership development programs such as Precision Leadership and employee engagement initiatives including development and delivery of appropriate training, communication and process coordination.
Evaluate process/program results against established performance measures such as customer satisfaction, business results or activities, and adoption rates to ensure desired end results. Present performance results to management, inclusive of recommendations for program/process adjustments to support achievement of desired results.
Support customer conversion, sales process, relationship management, and employee training efforts during acquisitions.
Work closely with product management, credit, human resources, marketing, retail administration and other groups as required to support initiatives.
Understand and adhere to the Company’s risk and regulatory standards, policies and controls in accordance with the Company’s Risk Appetite. Design, implement, maintain and enhance internal controls to mitigate risk on an ongoing basis. Identify risk-related issues needing escalation to management.
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.
Complete other related duties as assigned.

NATURE AND SCOPE:
Actions and results of this position impact business banking’s long-term operations and financial results and as such, have extensive contact with other bank departments and senior management.
Sales force includes the ~250 business banking relationship managers, team leaders, regional managers and market managers as well as the ~600 branch managers that also are responsible for the acquisition, sales and service to business banking companies.
New business objectives include the acquisition and retention of business banking households, new business revenue generated through commercial lending originations & fees, deposit originations and fee income through the cross sale of Treasury Management, Merchant and Card products and services.
Management of the overall customer experience for BB customers.
The position directly impacts the ability of the sales force to meet their goals and affords an individual a high degree of visibility.
The position acts as liaison between department and other business units on various projects.
The incumbent works independently under very limited supervision as well as a member or a project leader of a project team.
Serves as resource for junior employees.

MINIMUM QUALIFICATIONS REQUIRED:
Bachelors’ degree and a minimum of 5 years financial services sales and/or sales management or relevant work experience. In lieu of a degree, a combined minimum of 9 years’ higher education and/or work experience.
Excellent oral and written communication skills.
Strong analytical ability and creative problem solving skills.
Ability to interact professionally with all levels, including management.
Proficiency with personal computers as well as pertinent software packages.
Strong analytical skills, particularly with trend analysis and development of appropriate
recommendations of a strategic direction.
Strong written and verbal communication, presentation, lateral thinking and interpersonal skills.
Excellent project, process and time management skills.
Sound knowledge of processes in assigned segment.

IDEAL QUALIFICATIONS PREFERRED:
Program Management and/or project management experience.
Three years of proven managerial experience.
Ability to function as a project leader.

About M&T
At M&T, we strive to be the best place our employees ever work, the best bank our customers ever do business with and the best investment our shareholders ever make. So when looking to advance your career, look to M&T. As a top 20 US bank holding company and one of the best performing regional banks in the country, we offer a wide range of performance based career development opportunities for talented professionals. And through our longstanding tradition of careful, conservative and consistent management and a strong commitment to the communities we serve, we continue to grow with a focus on the future.
M&T Bank Corporation is an Equal Opportunity/Affirmative Action Employer.
M&T Bank Corporation does not sponsor individuals for the purpose of obtaining H-1 Visas.
M&T Bank Corporation has policies and procedures in place to promote a drug free workplace.