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Senior Private Banker

M&T Bank

This is a Full-time position in Palm Beach County, FL posted January 15, 2020.

Overview: Serves as wealth management advisor to clients and is primarily responsible for driving loan and deposit sales (net interest income) by providing banking solutions to high net worth individuals and families with assets under management exceeding $3 million and/or net worth exceeding $5 million, excluding personal residence.

Primary Responsibilities: Understand and identify credit needs (Advisory Lending, Securities Based Lending, and Retail Lending) and deposit needs (liquidity events, cash management) of current and potential Private Banking clients and offer banking solutions as part of an integrated Wealth Management client team.

Proactively contact existing Private Banking customers and prospects.

Acquire, retain and expand existing Private Banking relationships.

Seek to maximize depth and profitability of the customer relationship.

Work closely with internal partners in Wealth and Commercial Lending to ensure an integrated approach in meeting client needs.

Understand and identify credit and investment needs of high net worth clients and offer customized solutions.

Follow market trends and developments in Wealth Management to increase the Bank’s business in established and developing markets.

Actively solicit new business by expanding wallet share of existing clients and trying to secure new Bank relationships.

Maximize the Department’s profitability through the maintenance of a high quality loan portfolio.

Participate in civic and cultural organizations.

Understand and adhere to the Company’s risk and regulatory standards, policies and controls in accordance with the Company’s Risk Appetite.

Identify risk-related issues needing escalation to management.

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.

Responsible for establishing and maintaining federal registration requirements outlined in the SAFE Act.

Complete other related duties as assigned.

Scope of Responsibilities: This position requires extensive external (clients, prospects) and internal (Bank and Wealth Management colleagues) networks to fully complete responsibilities.

The position offers a wide range of banking services, including advisory lending (complex, structured loans, including aircraft, yacht, investor real estate, trust and estate planning solutions, art, restricted stock, concentrated stock, rule 144, partnership interests, unsecured), securities-based lending (loan secured by marketable securities held at the firm), and retail banking (residential mortgage, home equity line, credit card, deposit and money movement).

The position leads the credit process, including deal structuring, term sheets, cash flow and balance sheet analysis, credit approval memos and presentations to Credit Officers and Loan Committees, loan documentation, and portfolio management.

The position interacts with Associate Private Bankers who provide sales, portfolio management, and client service support and Private Banking Client Service Specialists responsible for day-to-day client support.

Further, the position interacts with clients as part of an integrated wealth management team, which includes a relationship manager responsible for the overall coordination of the relationship and teammates who are experts in investment management and planning.

Private Bankers also have working knowledge of investment management and planning, as the banking solutions they provide depend on understanding a client’s holistic wealth management needs, both current and future.

Private Bankers are responsible for identifying wealth management fee business and collaborating with the client relationship team to ensure clients with whom we lead with credit become broader wealth management clients within 12-18 months.

Client segments include business owners/entrepreneurs and inherited wealth.

Education and Experience Required: Bachelor’s degree and a minimum of 5 years’ private banking lending or commercial lending experience, or in lieu of a degree, a combined minimum of 9 years’ higher education and/or work experience, including a minimum of 5 years’ private banking lending or commercial lending experience Minimum 5 years sales experience, including proven track record of sales achievement Extensive client contact and experience in managing high net worth client relationships.

Excellent listening skills Excellent communication skills Excellent interpersonal skills Experience interacting with all levels of personnel using diplomacy Strong presentation skills Strong planning skills Strong follow-up skills Working knowledge of pertinent spreadsheet and word processing software Private Banking or Commercial credit skills Experience working well in a team environment Education and Experience Preferred: MBA (Master’s degree in Business Administration), CFP (Certified Financial Planner), CPA (Certified Public Accountant) or similar designations