Senior Commercial Payment Sales Representative

📋 Description

• • As a Senior Commercial Payment Sales Representative at Manufacturers and Traders Trust Company (M&T Bank), you will be at the forefront of driving revenue growth and expanding market share within your assigned territory or market segment. Your primary mission will be to originate new Treasury Management business and diligently retain existing clients, ensuring M&T Bank remains a trusted partner for businesses seeking sophisticated financial solutions.
• • You will cultivate and nurture robust business partnerships with key internal stakeholders, including Retail Regional Managers, Branch Managers, Business Banking Team Leaders, and Business Bankers. This collaborative approach is crucial for identifying and developing sales opportunities with both prospective clients and existing M&T Bank customers.
• • A significant aspect of your role will involve supporting various M&T Partner initiatives. You will be expected to apply strategic thinking and effective sales techniques to retain customer accounts, demonstrating the long-term value M&T Bank provides.
• • You will serve as a knowledgeable point of contact, responding to inquiries regarding the comprehensive Treasury Management product line, ensuring clients and partners have access to accurate and timely information.
• • Your core responsibility will be to promote and sell Treasury Management Services through a relationship-based, consultative sales methodology. This involves understanding client needs deeply and presenting solutions that align with their business objectives.
• • You will master and apply the value of Treasury Management Services to both existing and prospective customers. This includes guiding them through the selection process, ensuring they choose the services that best meet their unique operational and financial requirements, utilizing proven sales techniques such as Payment Cycle Selling and Business First.
• • You will be accountable for achieving assigned annual sales goals and revenue targets, contributing directly to the bank's financial success and strategic objectives.
• • A key function is to establish, develop, and maintain strong relationships with Branch Managers, Business Bankers, and peer regional Treasury Management Consultants. This collaboration is essential for generating new business leads, crafting compelling sales proposals, and successfully selling Treasury Management Services.
• • You will operate with a high degree of autonomy, preparing detailed Treasury Management Services sales presentations and proposals. These will articulate product benefits and M&T Bank’s unique value proposition to both internal partners and external clients.
• • You will conduct ongoing training for your business partners on Treasury Management Services products. This proactive approach aims to enhance their understanding and effectiveness as referral sources, creating a more integrated sales ecosystem.
• • You will manage all sales lead channels effectively, including internal referrals, direct customer inquiries, website leads, and self-sourced leads, ensuring a consistent pipeline of opportunities.
• • A critical skill will be identifying cross-sell opportunities and proactively sourcing sales leads by analyzing data within M&T Bank's existing customer base. You will leverage various internal resources, such as deposit origination reports, small business inventory, audit data, loan origination reports, branch wire information, and cross-sell reports, to uncover potential.
• • You will develop clear, concise, and effectively written proposals, including recommended pricing structures. You will also facilitate price negotiations with customers, operating under general supervision and adhering strictly to bank policies and procedures.
• • Ensuring a smooth client experience, you will provide timely implementation of new accounts by accurately and thoroughly completing all required documentation. You will also play a vital role in expediting the resolution of any customer problems or complaints, ensuring high levels of client satisfaction.
• • Maintaining open lines of communication, you will keep business partners informed about sales activities, pipeline status, and provide updates on Treasury Management Services products and relevant industry trends.