Overview:

Works directly with President of Family Wealth, Eastern Region to serve the unique needs of Wilmington Trust’s ultra-high net worth (UHNW) clientele and is responsible for managing Wilmington Trust’s largest and most complicated client relationships. Serves as critical element in developing and growing (utilizing of a wide range of Wilmington Trust products and services) new and existing relationships and accountable for client growth and retention. Is primary client contact, responsible for daily management of specific client teams for these large relationships and ensures that the Wilmington Trust team is proactive and responsive to these important relationships. Develops and executes customized wealth plans for UHNW clients and families that leverage the full breadth of the organization’s capabilities. Ensures proper delivery of Wilmington Trust’s UHNW client experience across relationships, customized to accommodate individual client preferences. Researches trusts & estates, tax and divorce legal issues, reviews and analyzes estate plans.

Primary Responsibilities:

• Cultivate, retain and expand complex relationships with a base of clients, serving as primary contact for clients.

• As the primary point of contact/relationship manager, manage all aspects of the relationship in a manner focused on high overall satisfaction and retention; communicate regularly with clients and responsible for the overall management of team of experts (private bankers, investment advisors, commercial banker, business banker, etc.) supporting the client as well as retention of the relationship.

• Maintain Wilmington Trust’s service level standards across all client-to-client team interactions, consistent with a world-class experience.

• Maintain strong partnerships with clients’ internal team members and external advisors to drive coordinated execution of the wealth plan.

• Maintain a thorough understanding of Wilmington Trust’s products and solutions and how to utilize them to address client needs.

• Make appropriate recommendations that best meet the individual needs of the client; remain current on and articulate industry standards in area of expertise.

• Foster a deep level of customer intimacy via regular day-to-day interactions as well as attendance at specific events selected to optimize the client relationship.

• Coordinate appropriate level of executive engagement across relationships to contribute to the retention of UHNW clients.

• Work closely with internal team members (Private Client Advisors, Private Banking and Fiduciary) to support further growth of the organization’s UHNW client segment, identify new business opportunities, expand current relationships and introduce additional value-add solutions, including credit, planning, fiduciary, family office services, etc.

• Coordinate activities with other areas of the organization to address client needs to develop and grow the business.

• Maintain high-level knowledge of trust, planning, investment, credit and insurance disciplines.

• Conduct legal research, assist in drafting professional presentations and articles on trusts & estates planning, tax and matrimonial/divorce law issues

• Review, interpret and summarize estate planning related documents.

• Provide and maintain appropriate levels of controls to minimize possible losses.

• Remain current on industry trends and represent the organization at all appropriate events.

• Maintain a comprehensive knowledge of various Bank resources to facilitate client service delivery and expand client relationships.

• 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 needing escalation to management.

• Promote an environment that supports diversity 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.

• Complete other related duties as assigned.

Scope of Responsibilities:

This position serves as the core point of contact for UHNW clients comprising the top 5 – 10% of all client relationships within the business, with primary goals of retaining and expanding client relationships.

Supervisory/Managerial Responsibilities:

Not Applicable

Education and Experience Required:

Bachelor’s degree and a minimum of 7 years’ relevant 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’ relevant experience

Deep expertise in planning, investments, banking, and fiduciary

Prior experience managing complex UHNW client relationships

Strong communications skills

Strong interpersonal skills

Strong influencing skills

Education and Experience Preferred:

Juris Doctorate -highly preferred

Minimum of 10 years’ relevant experience

Certified Financial Planner (CFP®), Certified Trust & Financial Advisor (CTFA), Certified Public Accountant (CPA) and/or Chartered Financial Analyst (CFA) certification

Demonstrated in-depth product knowledge

Excellent sales skills

Excellent relationship management skills

M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The salary pay range for this position is $159,570.18 - $265,950.31 Annual (USD), plus other compensation components, including bonus. The successful candidate’s particular combination of knowledge, skills, and experience will inform their specific compensation package

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M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $159,570.18 - $265,950.31 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

M&T Bank Corporation is an Equal Opportunity/Affirmative Action Employer, including disabilities and veterans.