Among sales representatives, wholesale and manufacturing, technical and scientific products, AI is already used for some of the tasks. Measured exposure for sales representatives, wholesale and manufacturing, technical and scientific products: 27% (some).

Share of this job’s tasks that AI is already used for at work, from real usage. It is not a forecast of job loss, and a low number means no use seen yet. Source: Anthropic Economic Index.

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About the job

Overview:

Responsible for developing new business, expanding existing client relationships, and providing strategic consultation to the Bank's Commercial Merchant Services clients, including high-value and complex commercial relationships. Works with larger, more sophisticated organizations that require customized payment acceptance, integrated payment, ecommerce, and business-to-business payment solutions.

Serves as a trusted advisor to clients and prospects by identifying opportunities to improve payment efficiency, reduce processing costs, enhance cash flow, and optimize the overall payment experience. Represents the department on division and cross-functional committees and collaborates closely with Relationship Managers, Treasury Management Consultants, Product Partners, and Executive-level client stakeholders.

Considered a subject matter expert in Merchant Services, payment acceptance technologies, card-present and card-not-present solutions, integrated payment platforms, and industry trends. Relied upon by management to establish best practices, drive sales performance, and mentor less experienced sales professionals.

Primary Responsibilities:

Meet with existing commercial clients to deepen relationships, identify additional revenue opportunities, and ensure successful delivery and servicing of Merchant Services solutions.

Develop new business opportunities through a consultative sales approach focused on merchant acquiring, payment acceptance, ecommerce, integrated receivables, business-to-business payments, and emerging payment technologies.

Manage all phases of the sales process, including lead generation, prospect qualification, discovery, solution design, proposal development, pricing analysis, contract negotiation, implementation support, and ongoing relationship management.

Analyze client payment processing environments, business operations, merchant statements, and cost structures to identify opportunities for optimization and recommend customized payment solutions.

Prepare and deliver sales presentations, executive business reviews, and proposals for both internal and external audiences, demonstrating the value of Merchant Services products and industry-specific payment strategies.

Partner with Relationship Managers, Treasury Management Consultants, and other line-of-business partners to identify opportunities, develop joint calling strategies, and increase merchant services penetration within the commercial banking portfolio.

Serve as a payment industry expert by providing consultative guidance on card acceptance, interchange optimization, integrated payment solutions, payment security, fraud mitigation, and emerging market trends.

Review and analyze merchant pricing structures and competitive offerings, making strategic recommendations that align client needs with profitability objectives.

Assist Regional Sales Management in executing market strategies, achieving sales goals, and driving revenue growth across assigned territories and industry verticals.

Participate in the development and execution of strategic business plans, sales campaigns, and targeted growth initiatives designed to increase Merchant Services revenue and market share.

Collaborate with product, implementation, underwriting, risk, operations, and service teams to ensure a seamless client experience throughout the sales and onboarding process.

Provide training, coaching, and mentorship to less experienced Merchant Services sales professionals and banking partners.

Scope of Responsibilities:

This position reports to the Commercial Merchant Sales Regional Manager and is responsible for contributing to the development, expansion, and retention of the Bank's Merchant Services business. The role supports strategic planning initiatives, revenue growth objectives, and market expansion efforts.

Works closely with Relationship Managers, Treasury Management Consultants, Commercial Banking leadership, Product Management, and Executive-level client decision-makers. Serves as a subject matter expert in Merchant Services, payment acceptance solutions, ecommerce technologies, integrated payment platforms, and industry best practices. Provides leadership and strategic direction in support of the Bank's commercial payments and merchant acquiring strategy.

Education and Experience Required:

Bachelor’s degree and 5 years Commercial Payment Sales experience or comparable banking experience, OR in lieu of a degree, 4 years relevant work experience

Education and Experience Preferred:

Certified Payments Professional (CPP), Certified Treasury Professional (CTP), or equivalent payments industry certification preferred.

Experience selling Merchant Services solutions to middle-market and large commercial clients.

Strong knowledge of payment processing, merchant acquiring, interchange pricing, ecommerce solutions, integrated payments, and commercial banking products.

Demonstrated success in consultative sales, relationship management, and cross-functional business development within commercial banking environments.

M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $119,500.00 - $199,100.00 Annual (USD). The successful candidate’s particular combination of knowledge, skills, and experience will inform their specific compensation.

Location Boston, Massachusetts, United States of America