Full Job Description
Works in direct and/or joint calls with Commercial Bank Relationship Managers to conduct needs assessment of commercial customers for foreign exchange hedging strategies based on customer-specific corporate risk management objectives. Ensures regulatory understanding and compliance with all applicable regulations.
Conduct needs assessments of current and potential Commercial Banking customers to determine their needs for foreign exchange products and services. Based on identified needs, determine the appropriate Bank products to meet these needs, creating individualized solutions within established parameters.
Develop foreign exchange risk management strategies for less sophisticated corporate customers along with customer-specific market and educational presentations to optimally meet customer and Bank objectives.
Work with Regional Sales management to develop and refine economic analysis of the currency markets based on fundamental and technical research to support foreign exchange hedging activities. Continuously monitor markets for significant market moving events and update customers regarding the impact on their international business to ensure their awareness and subsequent proper response.
Increase top-line revenue through meeting customer risk management objectives by mining foreign exchange cross-sell opportunities through developing close strategic relationships with Commercial Bank Relationship Managers and assist in the relationship planning process to ensure customized solutions are provided under various market and customer-specific scenarios based on customer needs and risk tolerance. Assist Relationship Managers in meeting annual foreign exchange sales goals through customer relationship planning, training and development of customer-specific presentations and joint calling.
Use various news sources to assist in preparing a daily foreign exchange market commentary to send to customers for their insight.
Synthetically create foreign currency loans through the commercial loan area. Execute customer transactions in the spot and forward markets.
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. Complete other related duties as assigned.
NATURE AND SCOPE:
This position is responsible for identifying the individual needs of Commercial Banking customers for foreign exchange hedging solutions and determining the best product to meet these needs. As such the position has direct contact with current and potential customers of a less sophisticated nature, to provide them with strategic advice, economic analysis and trade execution. The position is also responsible for revenue generation of the Regional foreign exchange business, which provides customers with foreign exchange risk management solutions. Key to success in the role is the ability to work with customers to develop strategic foreign exchange hedging solutions to meet customer needs and risk appetite. To support these efforts, the position develops and maintains strong working relationships with the Bank’s Relationship Managers to prospect new customers and expand existing customer relationships. The position trains and educates current and potential customers as well as Relationship Managers on various hedging products utilized to manage foreign exchange risk as well as the dynamics of the markets.
Education and Experience Required:
Bachelor’s degree in Accounting, Finance, Economics or related field and a minimum of 3 years’ financial products sales experience, or in lieu of a degree, a combined minimum of 7 years’ higher education and/or work experience, including a minimum of 3 years’ financial product sales experience
Strong quantitative skills
Strong financial skills
Strong economic skills
Strong analytical skills
Strong presentation skills
Excellent verbal and written communication skills
Knowledge of relevant analytical software packages, including Bloomberg, etc.
Knowledge of product, marketing and credit processes related to Capital Markets businesses
Extensive knowledge of economics and fixed income/derivatives markets
IDEAL QUALIFICATIONS PREFERRED:
Minimum of 2 years’ financial sales experience. Self-motivated. Demonstrated initiative
Baltimore, Maryland, United States of America