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2018 SUMMER EXECUTIVE ASSOCIATE

Internship Positions

Executive Associate Corporate Track

Job Function Division/Department Location Page


Finance Capital Planning (CCAR) Buffalo, NY 2
Finance Financial Planning & Analysis Buffalo, NY 3
Marketing Digital Marketing Buffalo, NY 4
Marketing Marketing Strategy & Analytics Buffalo, NY 5
Marketing Marketing Segments & Services Buffalo, NY 6
Product Management Digital Banking Buffalo, NY 7
Strategy & Analytics Commercial Planning & Analytics Buffalo, NY 8
Strategy & Analytics Retail Deposits Buffalo, NY 9
Strategy & Operations Business Banking Strategy & Planning Buffalo, NY 10
Strategy & Operations Human Resources Strategy & Operations Buffalo, NY 11
Wealth Services Asset Management Wilmington, DE 12
Wealth Services Wealth Advisory Services New York, NY 13

Executive Associate Relationship Management Track

Job Function Division/Department Location Page


Relationship Management Baltimore Commercial Real Estate Baltimore, MD 14
Relationship Management Baltimore Middle Market Lending Baltimore, MD 15
Relationship Management Central NJ Middle Market Lending Iselin, NJ 16
Relationship Management Chesapeake Middle Market Lending Annapolis, MD 17
Relationship Management Greater Washington Middle Market Lending Rockville, MD 18
Relationship Management NYC Commercial Real Estate New York, NY 19
Relationship Management NYC Middle Market Lending New York, NY 20

*This position has been filled or is no longer available updated 9/21/2017

1
CAPITAL PLANNING (CCAR) Back to Top
Division: Risk Management & Regulatory Affairs
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Capital Planning team plays a critical role in developing the bi-annual CCAR (Comprehensive Capital Adequacy Review) submissions
for the Federal Reserves Stress Tests. The Stress Tests have been designed by the Fed to assess the Capital Adequacy of financial
institutions, under different economic stress scenarios. Loss estimates from Credit, Market, Interest Rate, Operations, Reputational and
Other identified risks are determined based on the Banks existing portfolio and new originations over the forecast horizon, using a
combination of Quantitative models and Qualitative judgment. The Loss Estimates are matched against Capital sources, and required
Capital adequacy measures are evaluated for the estimated losses under different economic scenarios. The Capital Forecasting &
Analysis team is responsible for consolidating all the risk and resource estimates to produce capital forecasts to be used for the bi-
annual CCAR submission. The teams responsibilities entail review of risk and resource forecast submitted by various business units,
preparing presentations and forecast for senior management and risk governance committees, conducting capital related research and
analysis based on industry and peer banks data, and keeping up-to-date with regulatory developments affecting capital adequacy and
planning process.

DUTIES / RESPONSIBILITIES:
The Executive Associate hired into Capital Planning will support the ongoing assessment, design, and continuous development of the
Banks capital adequacy planning process. The EA will manage cross functional teams to coordinate activity in support of regulatory
submissions. Responsibilities may include:
Direct the day-to-day capital adequacy process and projects relating to developing and enhancing the Banks Internal Capital
Adequacy Assessment Process (ICAAP) program
Conduct ongoing assessment of the capital adequacy process and determine key areas of focus for improvement
Manage process enhancement queue, update regularly with input from ICAAP assessment process, Internal Audit, regulators
Manage daily tracking of open issues and remediation plan, and develop regular reporting to share with senior management
and the Board
Follow regulatory and industry developments for changes affecting the capital adequacy and planning process
Lead various components and support overall management of the submission process
Lead various components and support written submission describing ICAAP processes
Lead various components of policy, process, and procedure design and documentation, and document and assess key controls
on an ongoing basis
Manage communication process with 80+ participants in the submission process

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Basic knowledge of financial principles and regulatory and compliance agencies/issues related to the banking industry
Strong people management skills and prior project management experience
Able to convey complex issues in a clear and concise manner, ability to comfortably address various levels of management
Process improvement, experience facilitating change, designing and implementing effective controls
Designing governance, policies, processes, and procedures to support complex and evolving regulation
Audit, Consulting experience a plus

2
FINANCIAL PLANNING & ANALYSIS Back to Top
Division: Finance
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Financial Planning & Analysis (FP&A) teams goal is to provide executive management and business segments with financial analysis
and advice to better enable profitable business decisions. The team regularly interacts with the CEO, CFO, COO and CRO in an advisory
capacity to shape strategic direction of the bank. FP&A safeguards the interests of the Banks shareholders by delivering objective
financial analysis and serving as a strategic advisor that supports the Banks ultimate goal of maximizing shareholder value.

There are three distinct groups, detailed below, that make up FP&A:
Profitability Group serves as a partner to senior and executive management to drive informed management and improvement
of businesses, products, and customers and accountability for performance through the lens of profitability and return analysis.
Business Line Finance partners with senior and executive business leaders to help them profitably grow their businesses by
helping to 1) shape strategy and set direction, 2) identify and mitigate risks in a manner consistent with the corporate risk appetite
statement, 3) measure and report results including business drivers of variances and plans to correct course and 4) align incentives
plans with performance.
Corporate Planning and Analysis is responsible for the financial budgeting, planning, and forecasting activities of the
corporation, including the operating and capital plan (CCAR and DFAST submissions). The team also collaborates with senior and
executive leadership across the organization to set strategy and direction designed to improve profitability and growth within the banks
defined risk appetite.

DUTIES / RESPONSIBILITIES:
Financial Planning & Analysis offers EAs a diverse set of challenging opportunities intended to provide exposure to multiple areas of the
divisions core functions, preparing them for additional responsibility within the division and bank. Responsibilities include:
Develop and refine multi-period financial models to assess business, product and customer profitability
Advise business partners of financial considerations to facilitate informed decisions and improved financial performance
Conduct benchmarking exercises with M&T Banks peers to assess financial performance and develop best practices
Develop cash flow analyses and assess potential portfolio acquisitions and sales
Coordinate the bank's annual operating and capital plan and development of monthly and annual earnings forecasts
Develop or use forecasting models to generate capital forecast for CCAR submissions and other organizational needs
Develop strong partnerships with managers across business areas to gain an understanding of underlying drivers, risks or
opportunities that may affect operating results or the capital forecast
Initiate improvements to reporting and forecasting capabilities in order to generate meaningful financial data to better serve
senior management team and facilitate decision-making

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Concentration in Finance or Accounting preferred
Prior experience in a Finance role, regardless of industry
Demonstrated understanding / practical application of complex financial concepts
Demonstrated ability to convey complex issues in a clear and concise manner, and the ability to comfortably address various
levels of management

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DIGITAL MARKETING Back to Top
Division: Marketing & Communications
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Marketing group is looking for a Marketing Strategy professional who can assist in leading the Bank's various digital marketing
campaigns. The Executive Associate (EA) hired for this role will participate in all aspects of the campaign execution, including working
with outside creative/copy vendors, liaise with and provide direction to internal departments (Retail Banking, Business Banking, Digital
Banking and Investments & Commercial Banking), and manage budgets and projected timelines. The EA will be involved in setting a
strategic vision, developing digital campaigns to support strategy, and negotiate and build relationships with various product teams and
vendors. This strategist will collaborate with relevant partners such as Marketing senior management, the Product Management and
Consumer Insights groups, and others, as well as various marketing agencies to create effective digital marketing programs.

DUTIES / RESPONSIBILITIES:
The EA hired into Digital Marketing will be an integral member of team. Essential responsibilities include:
Perform industry and competitive analysis to develop digital marketing strategies
Keep abreast of best practices in the Industry and implement within digital marketing campaigns
Work with the product marketing team to design/drive digital marketing strategies to achieve product goals
Work closely with the digital ad agency to analyze, execute and optimize campaigns to reduce cost of customer acquisition and
cross-selling additional products to existing customers
Manage multiple projects and priorities with a sense of urgency and attention to detail
Negotiate and manage vendor relationships keeping banks and customers interests at the forefront
Analyze performance of marketing campaigns to evaluate return on marketing investments (ROI)
Benchmark performance within the Industry with an eye towards consistently improving M&T Banks online performance
Perform statistical analyses (Ex: A/B, Multivariate, Regression, etc.) for testing and learning
Gather business requirements from product marketing teams and analyze performance of email marketing
Develop online marketing strategy for branding, acquisition, cross-sell and customer retention through search engine
marketing, online display and social media outlets (Facebook, Twitter, Blogs, forums)
Work with product teams to strategize, design and optimize micro-sites, landing pages and content on web-sites with an eye
towards enhancing user experience and customer satisfaction
Synthesize data from disparate data sources and develop insights for presentations to senior executives
Evaluate and critique creative work to ensure brand consistency, quality of execution and incorporation of web best practices
Ensure adherence to compliance and privacy regulations and policies

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Experience in Digital Marketing/Advertising and/or online ad agency and/or management consulting experience desired
Experience in developing web sites or technology background
Experience in web analytics
Proven project management experience with attention to detail, time management and budget management
Strong Excel and PowerPoint skills
Solid statistical background
Strong web and email copy writing skills

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MARKETING STRATEGY & ANALYTICS Back to Top
Division: Marketing & Communications
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Marketing Strategy & Analytics team provides in-depth strategic consulting and decision support analysis of M&T Banks
consumer and business banking customer base, for all product lines, in order to:
Develop and implement marketing strategies, including campaigns, to attract, retain and nurture M&Ts customer base
Understand customer behavior and shape strategy for product enhancements through data analysis
Design and monitor sales, cross sell, and retention metrics
Track and measure marketing campaigns while providing insights about customer profitability and depth of customer
relationships

DUTIES / RESPONSIBILITIES:
The Executive Associate hired into the Strategy & Analytics team will be an integral member of the team, and must be able to
understand how tactical marketing activity and materials fit into the overall M&T Bank marketing and growth strategy. Responsibilities
may include:
Shape strategic decisions related to advertising, direct marketing and positioning through segmentation, targeting, channel and
promotion optimization
Collaborate with product managers and internal marketing partners, including marketing managers, channel managers, and
brand/advertising, to identify opportunities to increase market share
Actively participate in developing marketing strategies through the targeting and optimization of direct marketing and digital
campaigns, branch-based sales/marketing programs, and current customer relationship management activities
Deliver actionable insights by conducting independent analysis and directing analytic vendors
Synthesize vast amounts of data into key insights and present recommended actions to business partners and senior
management
Partner with cross-functional teams within and outside marketing to track and understand trends in customer behavior and the
competitive environment
Develop analytical test and learn plans and businesses cases to support new and existing marketing programs
Manage multiple projects and priorities with a sense of urgency and attention to detail

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Marketing and/or management consulting experience with financial services, consumer packaged goods, and/or marketing
services companies a plus
Proven ability to draw actionable insights from analysis of customer data
Familiarity with analytical frameworks decision trees, regression, segmentation
Strong orientation to analytical rigor, problem solving and consultative role
Strong critical thinking skills ability to understand business plans and objectives of business groups as they relate to database
marketing activities
Project management experience and ability to manage multiple tasks and deadlines
SAS and Tableau knowledge a plus; interest in learning and using data management, analytics, and visualization software
Ability to collaborate or work independently, initiate action, and accept challenging assignments

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MARKETING SEGMENTS & SERVICES Back to Top
Division: Marketing & Communications
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Marketing team is looking for an energetic team member to help drive the success of strategic marketing initiatives for various bank
business lines. The successful Executive Associate must be able to understand how tactical marketing activity and materials fit into the
overall M&T Bank marketing strategy. Based on that understanding, he/she will be dedicated to working with both internal and
external partners to coordinate marketing research, strategy, execution and measurements of the lines marketing initiatives.

DUTIES / RESPONSIBILITIES:
The Executive Associate hired into the Marketing Segments & Services group will be an integral member of team dedicated to
coordinating marketing research, strategy, execution and measurement for the business line(s). Responsibilities include:
Leverage industry resources, third-party research and internal partners to fully understand partners business plan, objectives,
progress against plan and product strategy to provide valuable input into marketing strategic planning process
Analyze past sales and marketing efforts and results to recommend optimization of marketing programs and specific activities
going forward
Closely work with various marketing functions, product groups and vendor partners to create systematic test and learn
framework
Prepare presentations or outlines for senior management of related marketing activity and resulting impact
Work with internal and external vendor partners to execute marketing activity including, but not limited to print advertising,
radio, direct mail, in-branch materials, web content and direct email
Work with internal partners and external vendor partners to recommend changes to related marketing collateral to maximize
effectiveness in the sales process while maintaining financial and operational efficiencies
Work with internal partners to prepare, produce and implement sales and marketing support materials
Execute internal communications plans to support related marketing activity
Create system to effective track time line, budget and reporting for all related activity that aligns with existing strategic
planning processes
Create repository of inventory, usage and history of all related marketing collateral
Perform other related assignments as requested by management

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Proven project management experience with great attention to detail and time management
Proven ability to draw actionable insights from analysis of customer data
Ability to question inefficiencies and contribute ideas to improve existing processes
Marketing and/or management consulting experience with consumer packaged goods, financial services and/or marketing
services companies
Strong orientation to analytical rigor, problem solving and consultative role
Strong critical thinking skills ability to understand business plans and objectives of business groups as they relate to database
marketing activities

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DIGITAL BANKING Back to Top
Division: Digital Banking
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Digital Banking division is responsible for enhancing the delivery of M&T Bank's products and services to our customers outside of
the branch environment, while focusing on enhancing the overall customer experience. This team manages the strategy and
development of the growing digital channels, online and mobile banking. This includes the bank's public website, Web Banking, Web
Banking for Business, Payment Services, and online account acquisition. The area is also charged with the strategy and development of
the rapidly evolving Mobile Banking channel. The group works with partners spanning all areas of the bank to assist them with
implementing online based solutions that help to further their business goals. The team also develops and analyzes new business
opportunities in the digital channels.

DUTIES / RESPONSIBILITIES:
Digital Banking offers EAs a diverse set of challenging opportunities intended to provide exposure to multiple facets of the divisions
core functions, preparing them for additional responsibility within the division and Bank. Responsibilities include:
Strategic planning designed to drive revenue and improve efficiency of the delivery of the retail and business bank
Conduct industry analysis and track consumer trends in eCommerce to develop customer-centered products and services
Analyzing channel, financial and sales information to develop business trends
Conduct product management related work to promote, price and position products and services
Project Management: Work in cross-functional teams with various business line representatives on projects designed to
increase efficiency and enhance revenue

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Experience in the payment space, online or mobile channels helpful, Background in technology a plus
Product and/or project management experience
Ability to conduct industry analysis and create a business case
Excellent presentation skills, both to senior management and larger audiences
Proven ability to sell ideas internally, build consensus and drive change

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COMMERCIAL PLANNING & ANALYTICS Back to Top
Division: Commercial Payment Solutions
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
Commercial Planning & Analytics leads various strategic initiatives of commercial business lines aimed at enhancing revenue and
increasing the overall efficiency of the bank. This department is also responsible for market research, profitability analysis, client
contact management, goal setting, and incentive compensation for the Commercial bank. Commercial Planning & Analytics collaborates
regularly with Finance and various business units in annual business forecasting and quarterly business reviews.

DUTIES / RESPONSIBILITIES:
For the first year, EAs in Commercial Planning & Analytics work under the guidance of a more senior manager taking on steadily
increasing responsibility and visibility. It is expected that in the future, EAs will have a team reporting to them and take responsibility
for a functional area, or potentially start a career as a Relationship Manager within the Commercial Banks footprint.

EAs in Commercial Planning & Analytics must be detail oriented with excellent project management and communication skills. This
position is high exposure, with frequent interaction with Executive Management and respective business segment leaders.

Responsibilities include:
Development of strategic planning designed to drive revenue and improve efficiency of the commercial bank
Coordinating and leading business initiatives and sub-committees
Providing analysis-ready data to generate business trends and exposure
Analyzing financial and sales information to develop business trends
Organizing various business unit meetings and regulating the quality of material that is presented at the meeting
Project Management: Work in cross-functional teams with various business line representatives on projects designed to
increase efficiency and enhance revenue

PAST PROJECTS ASSIGNED TO EAs IN THIS DEPARTMENT INCLUDE:


Revenue enhancement initiatives
Sales trends analysis
Acquisition integration
Geographic expansion

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Concentration in Finance preferred
Ability to handle multiple projects simultaneously and perform under tight deadlines
Attention to details
Prior experience in managing people preferred
Comfortable dealing with people at all levels
Experience working directly with Executive Management
Strong background in MS Office

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RETAIL DEPOSITS Back to Top
Division: Retail Banking
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
M&Ts Retail Deposits team exists to help the Retail Bank pursue its Value Proposition Understanding Whats Important to our
clients. In line with M&Ts relationship banking strategy, we work to bundle solutions that take into account our clients specific needs
and financial goals, acknowledging the variance in those needs surrounding different stages of life, income brackets, geography, and
other variables. Moreover, the group works closely with sales support functions such as Marketing, Incentives, and Training to ensure
their consensus and alignment with our customer-centric structure.

The Retail Deposits team is responsible for the management of multiple product lines and/or the services for a major market segment
to include the design, development, implementation and marketing.

DUTIES / RESPONSIBILITIES:
The Executive Associate (EA) within Retail Deposits will have responsibilities that include:
Recommend product pricing and understand cost structure, as well as understand and manage product risk
Responsible for all product financials, including revenue planning and profitability
Utilize strong data management skills including the ability to analyze large data sets including millions of records to support
hypothesis, develop root cause analysis across products, channel, and geography and to package analysis into actionable steps
and executive summaries
Design new business intelligence forecasting and reporting to support executive dashboard and key performance indicators.
Monitor and provide variance analysis for all key drivers and recommend steps for improvement. Monitor accuracy of
forecasting tools and continuously update to improve overall forecasting abilities
Monitor and assess competitive product and pricing changes in relation to product set and provide executive summaries
including opportunity/risk analysis and action plans
Ensure products comply with legal/regulatory requirements
Maintain product scorecard for weekly and monthly executive updates to provide production and portfolio updates addressing
including balances, margins, fees, and macroeconomic/regulatory implications by product and geography.
Manage all aspects of new product implementation and existing product modification, including design and development of
services, as well as acting as liaison between all affected departments
Establish marketing objectives, working with internal partners to develop effective sales programs

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Strong financial analysis skills, including discounted cash flow and calculating profitability
Strong developmental and research ability
Marketing and/or product management experience preferred
Strong Excel, Access and PowerPoint skills, and knowledge of Essbase and SAS preferred

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BUSINESS BANKING STRATEGY & PLANNING Back to Top
Division: Business Banking
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Business Banking sales division focuses on small and mid-sized businesses throughout the M&T Bank community bank footprint.
The sales team is composed of Relationship Managers, Sales Management and key partners. Core non-sales departments include credit
and underwriting, operations and risk, product and project management, analytics and sales strategy and support.

DUTIES / RESPONSIBILITIES:
The Executive Associate position in the Business Banking division will work directly with senior sales and support management on high-
impact strategic initiatives aimed at enhancing revenue and increasing the overall efficiency of the division. EAs in Business Banking
must be detail oriented with excellent analytical, project management and communication skills. This position is high exposure,
frequently interacting with Executive Management and respective business market leaders. Responsibilities include:
Development of strategic plans designed to drive revenue and improve efficiency of the Business Banking division
Leading Business Banking initiatives and sub-committees
Managing cross-functional project teams with various business line representatives
Analyzing financial and sales information to develop business trends

PAST PROJECTS ASSIGNED TO EAs IN THIS DEPARTMENT INCLUDE:


Analysis of Digital Capabilities for next generation delivery of Business Banking products/services
Business Plan for newly acquired geography
Market analysis for expansion into new industry
Development of enhanced prospecting strategy for sales force
Project management of multi-divisional revenue initiatives

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
MBA with concentration in Marketing and/or Finance preferred
Ability to handle multiple projects simultaneously and perform under tight deadlines
Able to convey complex issues in a clear and concise manner and to address various levels of management
Demonstrated problem solving, research and modeling abilities
Strong background in MS Office (Including Excel, PowerPoint and Word)

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HUMAN RESOURCES STRATEGY & OPERATIONS Back to Top
Division: Human Resources
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
M&T Bank strives to be the best company our employees ever work for; and HR oversees all aspects of the M&T employee experience
towards that goal including Talent Acquisition, Compensation & Benefits, Corporate Training & Organizational Development, and
Employee Relations. M&T is taking proactive steps to create a supportive, inclusive culture and work environment in which our
employees can achieve greater success both personally and professionally.

DUTIES / RESPONSIBILITIES:
The Executive Associate hired for HR Strategy & Operations will report to the HR management team. This position provides immediate
responsibility and visibility through challenging projects in change management, HR operations, strategy, marketing and risk
management. The successful candidate will be self-confident and detail oriented with strong analytical skills and the ability to multi-
task. Responsibilities include:
Project work related to top HR initiatives, to include turnover, performance management, HR policies, budgets, HR staff
modeling, etc.
Diversity recruitment strategy research, recommendation, and implementation
Building and managing relationships with core lines of business to strategically align HR as an integral business partner
Partnering with senior management to integrate lines of business during organizational mergers & acquisitions

PAST PROJECTS ASSIGNED TO EAs IN THIS DEPARTMENT INCLUDE:


Managed HR-transformation by conducting division-wide review of M&Ts current HR structure, created recommendations for
future organizational development, and oversaw process of implementation toward changes
Worked with multiple department heads to develop and manage ongoing budgets
Managed introduction of technology vendor for online recruiting system, including implementation
Analyzed existing turnover trends and recommended retention strategies bank-wide and by line of business

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Prior professional experience in Human Resources a plus
Ability to work across and partner with all business lines and all levels of management
Demonstrated ability to effectively multi-task
Strong PC and information systems knowledge required

11
ASSET MANAGEMENT Back to Top
Division: Wealth & Institutional Services
Location: Wilmington, DE

DEPARTMENT DESCRIPTION:
With roots dating back to the founding of Wilmington Trust Company by T. Coleman duPont in 1903, Wilmington Trust has been serving
successful individual and institutional clients for generations. We bring a unique blend of knowledge, experience, and resources to
every client relationship that we serve, offering the highest caliber of service from a team of nationally recognized experts. The Wealth
Advisory division serves clients in all 50 states and 35 other countries, and is one of the largest personal trust providers in the United
States. The division provides expert tax planning and wealth transfer strategies, as well as investment management, private banking,
family governance, and family office services. We are proud to be part of the M&T corporate family, one of the most financially sound
and successful companies in the U.S. financial services industry.

DUTIES / RESPONSIBILITIES:
The Asset Management department is looking for a well-rounded candidate interested in investment management. The Executive
Associate hired will need to develop a strong knowledge of the state of the industry and a deep understanding of capital markets. In
addition to their primary role working directly in investment management, the EA will work with Wilmington Trust investment advisors
and other client-facing team members to serve clients and prospective clients. The hired Executive Associates background, interests,
and strengths in combination with our business needs will jointly determine how the candidate best fits within the Asset Management
organization (teams listed below). Irrespective of team, in order to effectively and consistently deliver our industrial strength
investment process to clients, we in Asset Management function as one cohesive team. An effective Executive Associate able to build a
strong reputation within the organization, will be broadly exposed to, and expected to contribute to, all of the underlying teams that
are crucial to the success of our investment process, including:
Economics and Capital Markets Forecast
Asset Allocation
Investment Strategy
Manager Research
Equity Research
Fixed Income Research
Investment Product and Platform Management
Portfolio Construction
Institutional Business

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
CFA, progress toward obtaining CFA designation
Investment management experience
Proficiency with common industry tools, including Bloomberg, FactSet, Morningstar Direct, etc
Highly analytical, solutions-driven skill set
Motivated self-starter, comfortable working with senior management

12
WEALTH ADVISORY SERVICES Back to Top
Division: Wealth & Institutional Services
Location: New York, NY

DEPARTMENT DESCRIPTION:
With roots dating back to the founding of Wilmington Trust Company by T. Coleman duPont in 1903, Wilmington Trust has been serving
successful individual and institutional clients for generations. We bring a unique blend of knowledge, experience, and resources to
every client relationship that we serve, offering the highest caliber of service from a team of nationally recognized experts. The Wealth
Advisory division serves clients in all 50 states and 35 other countries, and is one of the largest personal trust providers in the United
States. This team provides expert tax planning and wealth transfer strategies, as well as investment management, private banking,
family governance, and family office services. We are proud to be part of the M&T corporate family, one of the most financially sound
and successful companies in the U.S. financial services industry.

DUTIES / RESPONSIBILITIES:
At Wilmington Trust, we believe managing wealth is a long-term proposition. In fact, many of our client relationships span generations.
We'll work diligently to develop a customized wealth and investment strategy. The Executive Associate hired into this Wealth Advisory
team should be focused on a career path towards business development, and will develop skills and experience around our integrated
approach to wealth planning and trust services, investment management, family governance and education and private banking. Initial
responsibilities include:
Assist in the development of wealth business by shadowing the sales team to understand the services
Assist in the preparation, including analysis and recommendations, for meetings, collateral, material and presentations
Perform analytical and ad hoc work on the profitability models
Identify operational efficiencies, with an eye toward integrating legacy Wilmington Trust and legacy M&T clients, systems and
processes

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Superior Excel/Database skills
Quick learner, with ability to operate independently
Critical thinker with ability to analyze large amounts of data, draw conclusions and make recommendations
Career path focused on business development
Ability to create deep, credible relationships with centers of influence and potential and current clients
Legal background a plus

13
BALTIMORE COMMERCIAL REAL ESTATE Back to Top
Division: Commercial Banking
Location: Baltimore, MD

DEPARTMENT DESCRIPTION:
The Commercial Real Estate division finances income-producing real estate, for virtually every asset type including multifamily, office,
retail, industrial and leisure. Relationship Managers provide high-quality service to their target client constituency based upon
knowledge of each business developed through a consistent calling effort. This objective includes the servicing of existing accounts,
product cross-selling opportunities, and generation of new accounts. Relationship Managers make efforts to obtain a total banking
relationship with a client to include short and long-term loans, demand and time deposit accounts, treasury management services,
short-term investments, and the personal banking of a firm's officers and employees. In addition to providing commercial banking
services, the Relationship Manager coordinates the sale and servicing of trust accounts, personal loans, leases, mortgages, and other
bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2019. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the Baltimore market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set
14
BALTIMORE MIDDLE MARKET LENDING Back to Top
Division: Commercial Banking
Location: Baltimore, MD

DEPARTMENT DESCRIPTION:
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise
known as the Middle Market. Relationship Managers (RMs) are responsible for managing the Banks high profile commercial banking
relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management
services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.
In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital
markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2019. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the Baltimore market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

15
CENTRAL NJ MIDDLE MARKET LENDING Back to Top
Division: Commercial Banking
Location: Iselin, NJ

DEPARTMENT DESCRIPTION:
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise
known as the Middle Market. Relationship Managers (RMs) are responsible for managing the Banks high profile commercial banking
relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management
services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.
In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital
markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2019. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the New Jersey market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

16
CHESAPEAKE MIDDLE MARKET LENDING Back to Top
Division: Commercial Banking
Location: Annapolis, MD

DEPARTMENT DESCRIPTION:
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise
known as the Middle Market. Relationship Managers (RMs) are responsible for managing the Banks high profile commercial banking
relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management
services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.
In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital
markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2019. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the Chesapeake market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

17
GREATER WASHINGTON MIDDLE MARKET LENDING Back to Top
Division: Commercial Banking
Location: Rockville, MD

DEPARTMENT DESCRIPTION:
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise
known as the Middle Market. Relationship Managers (RMs) are responsible for managing the Banks high profile commercial banking
relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management
services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.
In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital
markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2019. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the Greater Washington market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

18
NYC COMMERCIAL REAL ESTATE Back to Top
Division: Commercial Banking
Location: New York, NY

DEPARTMENT DESCRIPTION:
The Commercial Real Estate division finances income-producing real estate, for virtually every asset type including multifamily, office,
retail, industrial and leisure. Relationship Managers provide high-quality service to their target client constituency based upon
knowledge of each business developed through a consistent calling effort. This objective includes the servicing of existing accounts,
product cross-selling opportunities, and generation of new accounts. Relationship Managers make efforts to obtain a total banking
relationship with a client to include short and long-term loans, demand and time deposit accounts, treasury management services,
short-term investments, and the personal banking of a firm's officers and employees. In addition to providing commercial banking
services, the Relationship Manager coordinates the sale and servicing of trust accounts, personal loans, leases, mortgages, and other
bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2019. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the Baltimore market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set
19
NYC MIDDLE MARKET LENDING Back to Top
Division: Commercial Banking
Location: New York, NY

DEPARTMENT DESCRIPTION:
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise
known as the Middle Market. Relationship Managers (RMs) are responsible for managing the Banks high profile commercial banking
relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management
services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.
In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital
markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2019. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the NYC market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

20