Senior Commercial Payment Sales Representative

Achieve Merchant Services Sales profitability, growth, and account penetration within assigned territory and/or market segment by effectively originating new Merchant Services Sales business and retaining existing clients.  Build and maintain business partnerships with Retail Regional Managers, Branch Managers, Business Banking Team Leaders, and Business Bankers to develop sales opportunities with prospects and / or existing M&T Bank clients.  Support various M&T Partner initiatives and apply appropriate strategies to retain customer accounts.  Respond to inquiries for information regarding the Merchant Services product line.

• Promote and sell Merchant Services to existing and prospective customers through a relationship-based, consultative approach.
• Demonstrate the value of Merchant Services to existing and prospective customers, ultimately guiding them in selecting the service that best meets their needs using Payment Cycle Selling, Business First or other bank approved selling techniques.
• Fulfill assigned revenue and other assigned annual sales goals and objectives.
• Establish, develop, and maintain relationships with and collaborate with Branch Managers, and Business Bankers, to generate new business, develop sales proposals, and sell Merchant Services.
• Work independently to prepare Merchant Services sales presentations and proposals presenting product benefits and M&T Bank’s value proposition for internal and external customers. Perform on-going training of business partners on Merchant Services products in order to increase their effectiveness as referral sources.
• Manage all sales lead channels effectively by calling on them and providing proposals including internal referrals, direct customer inquiries, web site leads, and self-sourced leads.
• Identify cross sell opportunities and self-source sales leads through data mining within the M&T existing customer base.  Utilize resources including, but not limited to, deposit origination, small business inventory, audit, loan origination, branch wire, and cross-sell reports.
• Develop clear and effectively written proposals including recommended pricing and facilitate price negotiations with customers, working under general supervision and in accordance with bank policies.
• Provide timely implementation of new accounts won by accurate and thorough completion of required documentation.  Expedite the resolution of customer problems or complaints.
• Keep business partners abreast of sales activities and pipeline status as well as Merchant Services product and industry updates.

Bachelor's Degree

OR in lieu of degree 4 years relevant experience.

2 years Banking, Sales and/or Customer Service experience.

Personal computer skills including proficiency in Microsoft Office products.