Lead Custom Credit Advisor

Overview:

Serves as credit and lending expert to High Net Worth (HNW) and Ultra-High Net Worth (UHNW) clients and is primarily responsible for sourcing, negotiating, structuring, and closing complex custom (advisory/tailored) credit, including but not limited to, custom residential mortgages and real estate related transactions, marketable securities, concentrated stock, real estate, fine art, yachts, aircraft, hedge fund interests, and General Partner lines. Partners with an integrated Wealth Management team to present Wilmington Trust (WT) credit solutions to high net worth and ultra-high net worth clients and advise on implementation on how to best structure the facility that works for the client and the Bank. Manages the most complex borrowing relationships by presenting WT credit solutions to high new worth and ultra-high net worth clients and advising on implementation.  Provides advice and guidance to less experienced Advisors on complex transactions for UHNW clients.

Primary Responsibilities:

• Serve as credit and lending subject matter expert and provide advice and guidance to clients and prospects based on their individual needs as part of the integrated Wealth Management team. Source, negotiate, structure and close custom (advisory/tailored) credit transactions. Manage deal pipeline to achieve client goals, ensure optimal execution and drive business. Develop and structure client strategies using leverage to complement business, investment, tax, estate, and legacy plans. Utilize expertise to develop customized solutions to meet unique borrowing and lending needs of HNW and UHNW clients.  
• Originate credit leads from prospects and existing clients and lead credit marketing initiatives for the local market in support of their Wealth Advisors.  Source new business by leveraging and expanding internal and external network. Participate in civic and cultural organizations to support networking efforts.
• Maximize depth and profitability of the client relationship. Partner with Wealth Advisors to uncover needs and deliver sophisticated and innovative solutions to client and prospect financings or restructurings.
• Manage the development of credit approval memos and restructure memos that recommend the appropriate structure and pricing to ensure all interested parties are on the same page. Manage underwriters to implement changes to debt structure/risk ratings in response to changes in the macro-economic environment.
• Work closely with internal partners in Wealth Management and Commercial Bank to source customized credit solutions for UHNW and HNW clients. Utilize working knowledge of investment management solutions and planning concepts associated with HNW and UHNW clients to identify opportunities and effectively structure requests.
• Follow market trends and developments in Wealth Management and Commercial to increase the Bank’s business in established and developing markets.
• Maximize the Department’s profitability by maintaining a high-quality loan portfolio. Lead the Associates on deal analysis, due diligence, and credit presentation, including oversight/management including but not limited to, annual reviews, covenant monitoring, maturing loans, delinquencies, and appropriate risk ratings. Guide the Associate to effectively execute the overall outcome of these responsibilities.
• Serve as subject matter expert (SME) on the most complex transactions for UHNW clients and share related knowledge and provide advice and guidance to team members.
• Partner with Closing and Compliance team to ensure accuracy and compliance around all loan closings.
• 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. Monitor portfolio risk and proactively work to improve portfolio quality and prevent loss.
• 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 establishing and maintaining federal registration requirements outlined in the SAFE Act.
• Complete other related duties as assigned.

Scope of Responsibilities:

This position requires the building and maintaining of extensive external (clients, prospects) and internal (Commercial and Wealth Management colleagues) networks to fully complete responsibilities. The position requires deep expertise in custom credit (complex structured loans, including aircraft, yacht, investor real estate, trust and estate planning solutions, art, restricted stock, concentrated stock, rule 144, partnership interests, unsecured), residential mortgage and HELOC (home equity line of credit) structures. The position leads the credit process, including deal structuring, provision of term sheets, cash flow and balance sheet analysis, credit approval memos and presentations to Credit Officers and Loan Committees, loan documentation, and portfolio management. The position interacts with a team that provides sales, portfolio management and client service support. Further, the position interacts with clients as part of a Wealth Management team. The position may identify Wealth Management business and collaborate with the client relationship team to ensure clients with whom we lead with credit become broader Wealth Management clients within 12 - 18 months. High net worth and ultra-high net worth client segments include business owners/entrepreneurs and inherited wealth.

Education and Experience Required:

• Bachelor’s degree and a minimum of 7 years’ custom credit, lending, and/or Commercial lending 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’ customer credit, lending and/or Commercial lending experience
• Deep expertise structuring and advising on custom (advisory/ tailored) credit
• Demonstrated success in structuring highly creative and the most complex credit transactions
• Completion of formal credit training program or similar work experience
• High level of fluency of wealth management including, but not limited to, investment management, trusts, and financial planning
• Expert knowledge of, and proven success with, complex credit products and concepts including, but not limited to residential real estate loans, concentrated collateral loans, unsecured lending, marketable secured lending, aircraft finance, and art lending
• Experience monitoring and assessing what is needed to close a transaction and maintain client satisfaction 
• Excellent influencing skills
• Excellent negotiation skills
• Experience presenting information in a clear, concise, and polished manner
• Demonstrated experience interacting with a unique and wide range of internal and external networks
• Excellent diplomacy skills
• Excellent interpersonal skills
• Experience working in team environment

Education and Experience Preferred:

• MBA (Master’s degree in Business Administration)
• CFP (Certified Financial Planner) and/or CPA (Certified Public Accountant) certification
• Strong background in institutional lending, derivatives, and experience in one or all of single stock, Private Equity and Hedge fund lending, margin, and 144 restricted stock knowledge
• Knowledge of capital markets and macro interest rate environment
• Knowledge of account maintenance, loan closing, credit administration and compliance procedures
• Ability to communicate sophisticated credit concepts to all levels of clients and prospects
• Sales experience including profiling, overcoming objections, negotiation, team selling approach, closing the sale, and asking for referrals.

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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 $130,795.52 - $217,992.53 Annual (USD). The successful candidate’s particular combination of knowledge, skills, and experience will inform their specific compensation.

Location

Buffalo, New York, United States of America