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Commercial Payments Regional Sales Manager in Buffalo, NY at M&T Bank

Date Posted: 11/15/2018

Job Snapshot

Job Description

Title: Commercial Payments Regional Sales Manager

Basic Function:

Responsible for assigned markets that span multiple businesses and product lines. Drives Commercial Card sales results through effective sales management routines and strong partnerships with SBUs supported. Manages group of consultants. May lead projects within division and bank-wide.

Essential Position Responsibilities:

• Provide ongoing support to sales representatives with issues in sales management.

• Develop individual performance plans for team members and review progress on a monthly basis to ensure individual success.

• Work with sales representatives, line and product management to set goals. Discuss strategies, progress and results in order to achieve both sales and regional goals.

• Develop and execute strategic business plans, sales campaigns and RFP involvement for target clients and prospects.

• Manage FTE resources strategically and against regional opportunities.

• Provide day-to-day pipeline management for sales representatives including guidance on pricing, proposals, selling techniques and skills.

• Responsible for administrative duties including fee waivers, pricing, proposal review, T&E approval, goal establishment and incentive pay coordination.

• Decision fee waivers and other pricing considerations.

• Required participation in divisional and bankwide cross functional committees.

• Expectation of a leadership role for divisional committees, opportunity for leadership role in bank wide committees.

• Coordinate department projects including annual sales conference, assist in new product development and merger activities.

• Provide direct support to Regional SBU managers, Business Banking Market Managers, and Regional Presidents.

• Manage within a prescribed expense budget.

• Work in conjunction with the Bank’s Product Management and Commercial Marketing groups to identify potential product development needs, share competitive information and position treasury management sales strategies and marketing materials.

• Exercise usual managerial authority with respect to staffing, performance management, employee development, salary recommendations and terminations.

Supervisory Responsibility:

• Will manage a team of consultants responsible for a range of business lines.

Minimum Qualifications Required:

• Bachelors degree, or in lieu of a degree a minimum of four (4) years work experience

• A minimum of seven years of Commercial Card sales experience.

• A minimum two years supervisory experience.

Ideal Qualifications Preferred:

• MBA.

• Strong sales aptitude, with the ability to work with clients at the executive level.

• Strong interpersonal skills.

• Excellent verbal and written communication skills, with the ability to function professionally at different levels (i.e. clients, management, peers) using diplomacy.

• Ability to successfully interact with Senior and Executive Bank management a must.

• Strong analytical skills and the ability to work independently.

• Detailed knowledge of products benefits and services.

• Ability to travel when necessary, within territory and throughout footprint.

• We encourage candidates with relevant military experience to apply.

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.