Overview:

Responsible for prospecting and originating Small Business Administration (SBA) loans which meet certain criteria established by Bank’s credit policy and philosophies as well as SBA policies with targeted focus between $250,000 and $5,000,000. Self-originate new business, structure loans, manage risk and credit decisions, in partnership with the Bank’s SBA group. Work with centers of influence (COIs) and industry connections to build relationships with new and existing Business Banking customers. The SBA Loan Officer will demonstrate the capacity to work independently with clients and prospects and to negotiate the various and complex terms and conditions of all types of SBA loans; and they will be responsible for facilitating the closure of those transactions. The SBA Loan Officer will be accountable for the attainment of annual loan production goals, which will be subject to change per annual review practices.

Primary Responsibilities:

• Develop new banking relationships with a focus on opportunities that have a high proclivity for SBA lending leveraging lead channels not used by traditional Relationship Managers (RMs). Prospect new business where the opportunities commonly requiring a SBA guaranty such as high-risk industries, businesses with lack of collateral for financing needs, and businesses in operation less than two years. Utilize effective business development and selling techniques to maximize sales opportunities.

• Network with centers of influence including accountants, SBA brokers, and attorneys, including but not limited to regional CDC’s, SBDCs, and volunteer arms of the SBA

• Develop partnerships with industry professionals and foster relationships with local business development organizations. Participate in civic and cultural organizations within your geographic proximity.

• Communicate frequently with prospects and loan applicants using a variety of technologies including LinkedIn, video conferencing and other provided solutions.

• Actively solicit targeted franchises for opportunities to secure SBA 7(a) referrals.

• Actively solicit bank correspondent relationships to secure SBA 7(a) referrals.

• Loan Production of $10MM plus.

• Achieve calling goals established and outlined by your manager.

• Utilize prescribed selling techniques to maximize sales opportunities.

• Manage SBA 7(a) loan requests from application to settlement while adhering to SBA lending criteria.

• Ensure SBA eligibility requirements are met and that the proposed structure conforms to SBA Standard Operating Procedure (SOP) guidelines. Negotiate, structure, and gain approval on loans using the Bank’s established credit policy and procedures. This includes structuring the loan for sale on the secondary market, if applicable.

• Effectively negotiate with underwriters and clients to maximize revenue and minimize risk.

• Seeks opportunities to build relationships, working within the prescribed framework of the Bank's policies and procedures to offer flexible and competitive banking solutions, including business loans and lines of credit.

• Partner with internal sales teams to cross sell all client needs including Treasury Management, Merchant Services and all affiliated banking solutions and engage the appropriate bank partner for sales interactions.

• Prepares proposed credit outlines for submission to underwriting, including recommendations for loan pricing and terms.

• Effectively negotiate with underwriters and clients to maximize revenue and minimize risk.

• Actively participate in business banking sales events. Work closely with internal contacts to service clients.

• Maintain an up-to-date knowledge of SBA lending requirements and all SBA Operations updates.

• Engage Doc Prep or approved SBA closing attorney and identify any “pre-close” items as soon as possible to avoid impacts to closing turn times.

Supervisor/Managerial Responsibilities:

May or may not have supervisory or mentoring responsibilities.

Education and Experience Required:

Bachelor’s degree and three years of relevant work experience, or in lieu of a degree, a combination of 7 years higher education and relevant work experience

Strong interpersonal and presentation skills required.

3 + years' experience working with SBA.

Preferred Experience:

Targeted industry contracts (COIs) with a track record of referrals

Ability to network through social media sites such as LinkedIn

Knowledge of personal computers and the software utilized by the department

Ability to read and analyze financial statements and tax returns.

Strong knowledge of SBA products and rules/regulations.

Cross selling ability to identify sales opportunities for additional products.

Strong credit skills necessary to evaluate loan requests.

#LI-SM1

#LI-hybrid

#LI-business banker

#LI-business development officer

#LI-business banking relationship manager

#LI-business banking senior relationship manager

#LI-actively recruiting

M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $81,071.55 - $135,119.25 (USD). The successful candidate’s particular combination of knowledge, skills, and experience will inform their specific compensation.

Location

Boston, Massachusetts, United States of America