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Senior Dealer Commercial Services Relationship Manager - 3DKNN in Palm Beach Gardens, FL at M&T Bank

Date Posted: 10/18/2018

Job Snapshot

Job Description

Title: Senior Dealer Commercial Services Relationship Manager
Location: Palm Beach Gardens, FL
Basic Function: Responsible for developing and managing a floor plan portfolio of auto, heavy duty truck, boat, and RV dealers or dealer groups with highly complex lending and financial requirements. Establishes and or strengthens relationships with these major large dollar amount dealerships or groups while promoting financial products, services and opportunities intended to improve their profitability with minimal risk to M&T Bank. Adheres to pricing and credit policies while soliciting new business, and servicing existing business.
  • Service dealer customers seeking commercial loans and or deposit relationships with the Bank, interviewing applicants to develop information concerning their businesses and requirements, evaluating credit information and making relationship recommendations.
  • Participate and assess the effectiveness of formal call program(s) targeting new loan and deposit business.
  • Develop and evaluate requests for Floor Plan, commercial real estate, and commercial loan financing for auto, truck, boat, and RV dealers. Also evaluates loan requests from dealer principals and partners.
  • Analyze each applicant s financial condition, cash flow, and credit history in order to make appropriate loan recommendations within lending guidelines.
  • Approve loans up to maximum lending authority; prepares and presents loan requests to senior credit officers and credit committees when appropriate.
  • Keep abreast of the industry, follows market trends and developments etc. and develop or implement strategies that will 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 and receive recommendations on potential customers.
  • Work closely with Sales Managers and Credit Manager to structure and price credits in order to maximize the bank’s return while minimizing risk. Maximizes the Department’s profitability through the maintenance of a high quality loan portfolio.
  • Follow current loans to ensure conformity with terms; maintains current and complete credit file. Has credit authority within established limit.
  • Responsible for assisting Sales Managers and Credit Manager with the renewal of credits.
  • Monitor customer deposit accounts. Monitor Floor Plan audits and Floor Plan 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 experiences dealer commercial services relationship managers.
  • 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.
    Minimum Qualifications Required:
    • 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.
  • Must possess strong credit analysis and commercial lending skills.
  • Strong knowledge of financial statements, tax returns, and credit reports.
    Ideal Qualifications Preferred:
  • Master’s degree.
  • Superior relationship management, sales, and business development skills required.
  • Thorough knowledge of bank/PC software programs utilized by the department.
  • Excellent presentation skills. Strong negotiation skills.
  • Superior organizational, written and verbal communication, and presentation skills.
  • Strong ability to handle conflict without alienating people.
  • Ability to work with peers and gain their cooperation.
  • Must possess the ability to interact professionally with all levels of personnel.
  • Demonstrated leadership skills in prior roles.
  • Self-motivated, well-organized individual.
  • Ability to work under critical time constraints.


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#LI-LP1M&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.