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Commercial Relationship Management Trainee in Buffalo, NY at M&T Bank

Date Posted: 12/1/2018

Job Snapshot

Job Description

Division: Commercial Banking
Location: Buffalo, NY
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise known as the “Middle Market”.  Relationship Managers (RMs) are responsible for managing the Bank’s high profile commercial banking relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.  In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.
The Relationship Management Development Program (RMDP) is designed to prepare individuals to become successful Relationship Managers.  The twelve (12) month program will begin in August 2019.  RMDP includes a combination of simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit analysis designed to further skill development.  Participants will learn about the Bank’s unique credit culture and the commercial loan underwriting process, while developing sales and relationship management skills.
Case studies will allow participants to:
  • Obtain knowledge of the bank’s credit underwriting and portfolio management practices
  • Improve strategic selling skills for interacting with customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
  • Meet or exceed quality and production standards set during two rotations with Loan Analysis for:
    • Guarantor assessments, Middle Market annual reviews and/or Commercial Real Estate property level reviews
  • Support Relationship Managers in assigned region through assistance with:
    • Credit analysis and underwriting
    • Portfolio management/monitoring of new and existing customers within regional loan portfolio
    • Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to effectively assist in credit memos, annual reviews, renewals, and prospect conversions
After graduation from the program, RMDPs will assume portfolio manager responsibilities, including managing commercial clients.  At a future point, the RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic RM skills and attributes.  Responsibilities will then include:
  • Managing and building a portfolio of commercial loans and developing relationships with the business owners
  • Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
  • Making recommendations to management of the Bank, as well as proposals to the company management
  • Cross-selling bank products and prospecting activities, including networking with centers of influence
  • Participating in civic/cultural organizations, and promoting and enhancing M&T Bank’s visibility in the local market


  • Bachelor's Degree in accounting, finance, economics or related business field, or MBA Degree
  • Minimum of one year of professional work experience with demonstrated leadership skills
  • Ability to balance priorities and exhibit organizational skills to manage both individual and multiple team priorities
  • Excellent written and verbal communication skills
  • Demonstrated analytical and quantitative skills, with prior knowledge of accounting principles
  • Ability and willingness to travel overnight extensively during training program
  • Must be proficient with MS Office software and able to quickly master the bank's technology and systems 


  • Masters of Business Administration, previous experience in banking or financial services
  • Ability to network and build relationships within our organization to solve problems/complete projects
  • High degree of professional maturity, comfortable in social situations at all level
  • Demonstrated history of volunteerism including contribution to community/civic organizations/causes
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.