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Senior Wealth Relationship Manager in Wilmington, DE at M&T Bank

Date Posted: 11/18/2018

Job Snapshot

Job Description

Senior Relationship Manager

Wealth Advisory Services

Wilmington Trust

Wilmington, DE  



Serves as the primary support contact for Wealth Advisory clients and is responsible for daily management of specific client teams.  The client relationship is determined by the complexity of the investment configuration, structure of trusts, and alternative investments (i.e. fund to fund, real estate).  In this role, the Senior Relationship Manager is critical to developing and completing (utilization of a wide range of WT products and services) relationships and is accountable for client retention.  Senior Relationship Managers are in constant communication with clients by telephone, email, written correspondence and in-person meetings including the PCA who will participate in meetings as specified by the client.   They are responsible for analyzing the client's current use of services and for recommending other services that will benefit this client base. 

Position Responsibilities:

Cultivates and retains complex relationships with a base of clients, serving as primary support contact for services used by clients.

Works closely as part of the Wealth sales team (PCAs, Private Banking and Fiduciary) to identify new business prospects and expand current relationships.  Participates in the development of new solutions to client needs.  Meet with internal partners, pre and post call planning. Acts as an expert resource to partners in the sales process.

Responsible for developing and implementing a strategy for future growth of that client base, identifying and closing revenue opportunities expanding the relationship as well as referring external opportunities. 

Make appropriate recommendations that will best meet the needs of the client, stays current and is able to articulate industry standards in area of expertise.

Coordinates with relationship managers in other areas of the organization addressing the needs of clients in an effort to develop and grow Family Wealth Services.

Serves as a bridge to Family Office services to complete client relationships.   

Demonstrates an in-depth knowledge of corporate policies and procedures. 

Develops and maintains a high level knowledge of trust, planning, investment, credit and insurance disciplines. 

Provides/maintains appropriate levels of controls to minimize possible losses. 

Keeps abreast of industry trends and represents the organization at all appropriate events. 

Develops and maintains a high level of knowledge around family office and financial planning services. 

Day-to-day management of Trust Admin team members ensuring appropriate levels of coaching, and mentoring of staff to support the Wealth sales/service model. 

Maintains a comprehensive knowledge of various bank resources to facilitate client service delivery and expand client relationships.

Provides regular guidance on performance through scheduled feedback and coaching. 

Provides key staff members opportunity for professional development. 

Ensures that the organizational structure and the expertise staff members demonstrate are relevant to the business needs. 

Consistently applies HR policies to staff member situations. 

Minimum Qualifications Required:

Bachelor’s degree and a minimum of 8 years relevant experience managing medium to large ($10-25M) accounts independently or related experience, or in lieu of a degree, a combined minimum of 12 years’ higher education and/or work experience, including a minimum of 8 years relevant experience managing medium to large ($10-25M) accounts independently or related experience.

Preferred Qualifications:

Demonstrated in-depth product knowledge and excellent sales and relationship management skills.  

Proven ability to effectively manage staff toward business goals and to provide career development that promotes a succession plan in the organization.  

Securities licensing, CFP, CTFA, CPA designation, MBA and/or CFA desired.

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.