Custom Credit Advisor
Supports the Custom Credit Advisor team in all aspects of existing and new credit portfolio management, including compliance and monitoring of new and existing clients within the loan portfolio. Provides Custom Credit products for high-net-worth (HNW) and ultra-high net worth (UHNW) clients to meet client needs. Seeks opportunities to solicit new business by expanding wallet share of existing clients and assists in attracting and developing new relationships. Supports the client experience throughout the lifecycle of the relationship from prospecting efforts to payoff. Products supported include, but are not limited to, HNW mortgage and home equity products, Customized Advisory Credit, and Structured and Secured-Based Lines of Credit.
Primary Responsibilities
- Partner with Custom Credit team to support and complete annual loan reviews, covenant monitoring, maturing loans, modifications, delinquencies, and all other aspects of loan portfolio management typically of a more complex nature and as dictated by the specific loan portfolio to ensure adherence to all risk and compliance policies and support the client experience throughout the lifecycle of the relationship from prospecting efforts through payoff.
- Determine what is needed to support loan requests of a more complex nature and based on the client composition, the credit they are looking for and the collateral securing the deal. Ensure key supporting documentation is included in the credit package, necessary KYC (Know Your Customer) and due diligence is completed and accurate keying of loan data in relevant systems.
- Accompany the Custom Credit Advisor on calls with prospects and clients to identify cross-sell opportunities to expand relationships.
- Work with Custom Credit team, including all levels of management, and Credit Administration to prepare and facilitate annual loan reviews and renewals, including tracking receipt of financial statements, compliance of covenants and scheduling presentation of analyses at various loan committees.
- Serve as subject matter expert in credit and accounting systems required for underwriting and loan processing.
- Work closely with Closing & Compliance team to ensure client awareness of closing timelines as well as to meet and exceed client closing expectations and resolve any documentation deficiencies.
- Identify warning signs of declining creditworthiness or significant changes in borrower/borrowing structure and work with Custom Credit Advisors to ensure early intervention to minimize losses.
- Support Custom Credit Advisors in ensuring new and ongoing credit facilities are documented and closed according to the approval document.
- Assist Custom Credit Advisors in preparing cash-flow and collateral schedules, covenant sensitivity calculations, financial models, and guarantor statement analysis.
- Respond to client questions and needs in a timely and professional manner to build, manage, and maintain strong relationships to contribute to retention and expansion of relationships.
- Identify and act on opportunities to solicit new loan and deposit opportunities from clients. Apply sound, independent judgment and take ownership over operational problems obtained from clients, Custom Credit Advisors or other internal businesses to resolve routine to complex issues of Wealth clients, with the goal of exceeding their expectations and contributing to the retention and expansion of client relationships.
- Remain current on products and services, internal policies and procedures and external developments, including regulations, which may affect the client and the Bank.
- Assist in daily client and portfolio management of the office to ensure a superior client experience and maintain loan portfolio credit quality.
- 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 or compliance deficiencies and escalate to management immediately.
- Promote an environment that supports belonging 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 meeting and maintaining registration requirements under the Federal SAFE Act.
- Complete other related duties as assigned.
Scope of Responsibilities
The position supports the Custom Credit Advisors as they structure Custom Credit to the needs of wealthy individuals, families, and business owners. Custom Credit is one of four integrated services offered within Wilmington Trust Advisory the others are trust estate planning, investment management and family office/governance services. Custom Credit clients are defined as high net worth (net worth greater than $5 mm, excluding personal residence, and liquidity typically greater than $3 mm). Clients often have existing relationships with Commercial Banking and/or Wilmington Trust, however, Custom Credit also targets prospects for the development of new client relationships. This position is critical to Custom Credit, due to having daily interaction with the Bank's wealthiest and most influential clients. These clients often have direct access to senior bank executives and other influencers within the community. Providing this clientele with superior, individualized service requires the position to have a comprehensive knowledge of all aspects of the Bank, along with a general knowledge of its many products and services.
Education and Experience Required
Bachelor's degree and a minimum of 2 years' experience in a relevant business development and/or credit and/or customer service role, or in lieu of a degree, a combined minimum of 6 years' higher education and/or work experience, including a minimum of 2 years' experience in a relevant business development and/or credit and/or customer service role
Notary public or pass the notary exam within 6 months of starting the position
Strong customer service skills
Strong interpersonal skills
Strong verbal and written communication skills
Strong organizational skills
Knowledge of consumer and commercial banking products and services
Proficiency with personal computers as well as pertinent word processing, spreadsheet and presentation software
Education and Experience Preferred
Minimum of 4 years' experience in relevant business development and/or credit and/or customer service role
Minimum of 5 years' private banking, wealth management, commercial banking and credit experience
General understanding of credit underwriting and investments
Exposure to and knowledge of the Bank's retail and commercial banking systems
Knowledge of Private Banking products and services
Ability to work independently and in a team-based environment
Ability to share knowledge and experience with less experienced team members
M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $85,428.49 - $142,380.82 Annual (USD). The successful candidate's particular combination of knowledge, skills, and experience will inform their specific compensation.
Location: New York, New York, United States of America