Senior Manager - Sales & Marketing-Business Start-Up

This role is four days onsite, with the flexibility to work from home one day per week

Builds and manages a sales and marketing process and strategy that support a successful launch and rapid growth of a new venture, focusing on the acquisition of new customers through direct sales and digital channels as appropriate.  Works with internal Bank partners and sales teams to support the success of the start-up.          

• Manage sales and marketing activities supporting an assigned business start-up.  Maintain a deep understanding of target segments and associated behaviors, e.g. segment specific financial service needs to support these efforts. 
• Advise new customers on key start-up considerations such as proper bank products, operations, cash flow management, HR and payroll needs, vendor selection such as CPA’s and IP attorneys.
• Maintain monthly sales calls with venture backed companies, incubators, accelerators and University partners.
• Work with internal partners to develop compelling sales strategies and processes that further support start-up product sales, while managing marketing and brand risk.
• Prospect for potential customers using various direct methods such as networking and lead generation tools.  Qualify prospects against company criteria for ideal customers.       Consult with prospects about business challenges and requirements, as well as the range of options and cost benefits of each.  Based on identified customer needs, establish relationships with new customers to sell the product to meet these needs.  Create and implement attractive value propositions for customers and ensure service offering stay competitive and relevant to customers’ needs.
• Use new digital marketing tools and techniques as appropriate to expand the top of the funnel and acquire new customers.
• Balance implementing cutting edge sales and marketing tools and processes to increase efficiency, reduce cost of customer acquisition, and hit targets with use of internal systems to reduce friction for sales force.
• Drive the entire sales cycle from initial customer engagement to closed sales.
• Maintain a high level of relevant general and industry knowledge specific to the product to better connect with prospects.
• Make presentations to senior managers and decision-makers.
• Work with product developers where required to address customer requirements.
• Provide feedback to management on market trends, competitive threats, unmet needs and opportunities to deliver greater value to customers by extending company offerings.  Provide feedback to management on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation.
• Maintain relevant data on prospects and customers in the appropriate system.  Provide reports on sales activity on a regular basis.
• Exercise usual authority of a manager concerning staffing, performance appraisals, promotions, salary recommendations, performance management and terminations.
• Understand and adhere to the Company’s risk and regulatory standards, policies and controls in accordance with the Company’s Risk Appetite.  Design, implement, maintain and enhance internal controls to mitigate risk on an ongoing basis.  Identify risk-related issues needing escalation to management.
• 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.
• Keep IBC Landing page up to date.
• Lead quarterly sales meetings with Wilmington Trust and Fund Banking.
• Complete other related duties as assigned.

The position provides management oversight of an assigned sales and marketing team within a start-up company.  The position implements strategic initiatives for the product and delivers results on the key components of the position, while ensuring regulatory compliance and adherence to Bank standards.  The position is required to adapt to and initiate change within areas of responsibility.

No. of Staff – varies by start-up

Bachelor’s degree and a minimum of 7 years’ sales and/or marketing experience, or in lieu of a degree, a combined minimum of 11 years’ higher education and/or work experience, including a minimum of 7 years’ sales and/or marketing experience

Minimum of 2 years’ managerial and/or work leadership experience

Demonstrated success in consultative/solution-based selling in a business-to-business environment within a relevant industry

Prior experience hiring, building, and growing a sales team

Strong financial services product knowledge

Excellent verbal and written communication skills

Self-motivated

Strong organizational skills

Strong interpersonal skills

Experience working with clients, management and peers

Master’s degree in Business Administration (MBA) or other advanced degree STEM (Science, Technology, Engineering, Math) degree preferred

Minimum of 10 years’ sales and/or marketing experience

Minimum of 4 years’ sales management experience

Actively involved in the Venture of Start-up ecosystem in assigned market

Knowledge of Bank policies and procedures

Knowledge of overall Bank strategic vision and mission with ability to link to start-up company mission

#LI-JB3 #Hybrid