Commercial Merchant Sales Consultant II

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.

Salary

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

Company Culture & Values

Great companies have an enduring sense of purpose. At M&T, our purpose is a simple one: make a difference in people’s lives and uplift the communities we serve. M&T Bank Corporation is a financial holding company headquartered in Buffalo, New York. M&T’s affiliates offer advice, guidance, expertise and solutions across the entire financial spectrum, combining M&T Bank’s traditional banking services with the wealth management and institutional capabilities offered by Wilmington Trust. M&T Bank has a network of over 1,000 branches and 2,200 ATMs that span 12 states from Maine to Virginia and Washington, D.C. For more than 165 years, M&T has strived to take an active role in our communities and build long-lasting relationships with our customers. We are a bank for communities—combining the capabilities of a large bank with the care of a locally focused institution. As an employer of choice, we are proud to offer competitive benefits ranging from medical and retirement to forty hours of paid volunteer time, each year. Our core values – integrity, ownership, collaboration, curiosity, and candor – drive the work we do. We seek to further build upon our record of success by bringing in top talent and fresh skill sets while continuing to support the growth and development of all our team members. View M&T’s Human Capital Report to learn more.

Equal Employment Opportunity Statement

M&T Bank is unwavering when it comes to providing equal employment opportunities to all employees and applicants without regard to race, color, national origin, religion, ethnicity, sex, gender identity, age, disability, citizenship, pregnancy, veteran status, military status, marital status, sexual orientation, genetic information or any other characteristic protected under applicable federal, state or local laws.

M&T Bank Corporation has policies and procedures in place to promote a drug free workplace.

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