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2018 EXECUTIVE ASSOCIATE

Full-Time Positions
Executive Associate Corporate Track

Job Function Division/Department Location Pg.


Finance Capital Planning (CCAR) Buffalo, NY 3
Finance Financial Planning & Analysis Baltimore or Buffalo 4
Marketing Digital Marketing Baltimore or Buffalo 5
Marketing Marketing Strategy & Analytics Baltimore or Buffalo 6
Marketing Marketing Wealth & Institutional Services Wilmington or Baltimore 7
Product Management Commercial Product Management Buffalo, NY 8
Product Management Digital Banking Buffalo, NY 9
Risk Management Commercial Risk Management Buffalo, NY 10
Risk Management Treasury Risk Management Oversight Buffalo, NY 11
*Strategy & Analytics Centralized Modeling Buffalo, NY 12
Strategy & Analytics Commercial Planning & Analytics Buffalo, NY 13
Strategy & Analytics Enterprise Data Office Buffalo, NY 14
Strategy & Analytics Retail Deposits & Strategy Buffalo, NY 15
Strategy & Operations Bankwide Transformation Buffalo, NY 16
Strategy & Operations Business Banking Strategy & Planning Buffalo, NY 17
Strategy & Operations Corporate Procurement Buffalo, NY 18
*Strategy & Operations Human Resources Strategy & Operations Buffalo, NY 19
Technology Strategy Commercial, Credit & Treasury Technology Buffalo, NY 20
Technology Strategy Technology Strategy & Planning Buffalo, NY 21
Wealth Services Asset Management Wilmington, DE 22
Wealth Services Family Wealth Office Wilmington, DE 23
*Wealth Services Fiduciary Innovation & Wealth Strategies Wilmington, DE 24
Wealth Services Private Banking Boston or NYC 25
Wealth Services Retirement Services Buffalo, NY 26
Wealth Services Wealth Advisory Associate Private Client Advisor Philadelphia, PA 27
Wealth Services Wealth Advisory Strategic Project Analyst Baltimore or Buffalo 28

*This position has been filled or is no longer available updated 11/29/17

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2018 EXECUTIVE ASSOCIATE
Full-Time Positions
Executive Associate Relationship Management Track

Job Function Division/Department Location Page


Relationship Management Baltimore Commercial Real Estate Baltimore, MD 29
*Relationship Management Baltimore Middle Market Lending Baltimore, MD 30
Relationship Management Binghamton Middle Market Lending Binghamton, NY 31
*Relationship Management Chesapeake Middle Market Lending Annapolis, MD 32
*Relationship Management Greater Washington Middle Market Lending Rockville, MD 33
Relationship Management Healthcare/Not For Profit/Franchise Banking Baltimore, MD 34
Relationship Management Long Island Commercial Real Estate Melville, NY 35
Relationship Management Long Island Middle Market Lending Melville, NY 36
Relationship Management New Jersey Healthcare Banking Paramus, NJ 37
Relationship Management New Jersey Middle Market Lending Paramus, NJ 38
Relationship Management NYC Middle Market Lending New York, NY 39
*Relationship Management Philadelphia Middle Market Lending Philadelphia, PA 40
Relationship Management Rochester Middle Market Lending Rochester, NY 41
Relationship Management Western NY Middle Market Lending Buffalo, NY 42

*This position has been filled or is no longer available updated 11/29/17

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CAPITAL PLANNING (CCAR) Back to Top
Division: Risk Management & Regulatory Affairs
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Capital Planning team plays a critical role in developing the bi-annual CCAR (Comprehensive Capital Adequacy Review) submissions
for the Federal Reserves Stress Tests. The Stress Tests have been designed by the Fed to assess the Capital Adequacy of financial
institutions, under different economic stress scenarios. Loss estimates from Credit, Market, Interest Rate, Operations, Reputational and
Other identified risks are determined based on the Banks existing portfolio and new originations over the forecast horizon, using a
combination of Quantitative models and Qualitative judgment. The Loss Estimates are matched against Capital sources, and required
Capital adequacy measures are evaluated for the estimated losses under different economic scenarios. The Capital Forecasting &
Analysis team is responsible for consolidating all the risk and resource estimates to produce capital forecasts to be used for the bi-
annual CCAR submission. The teams responsibilities entail review of risk and resource forecast submitted by various business units,
preparing presentations and forecast for senior management and risk governance committees, conducting capital related research and
analysis based on industry and peer banks data, and keeping up-to-date with regulatory developments affecting capital adequacy and
planning process.

DUTIES / RESPONSIBILITIES:
The Executive Associate hired into Capital Planning will support the ongoing assessment, design, and continuous development of the
Banks capital adequacy planning process. The EA will manage cross functional teams to coordinate activity in support of regulatory
submissions. Responsibilities may include:
Direct the day-to-day capital adequacy process and projects relating to developing and enhancing the Banks Internal Capital
Adequacy Assessment Process (ICAAP) program
Conduct ongoing assessment of the capital adequacy process and determine key areas of focus for improvement
Manage process enhancement queue, update regularly with input from ICAAP assessment process, Internal Audit, regulators
Manage daily tracking of open issues and remediation plan, and develop regular reporting to share with senior management
and the Board
Follow regulatory and industry developments for changes affecting the capital adequacy and planning process
Lead various components and support overall management of the submission process
Lead various components and support written submission describing ICAAP processes
Lead various components of policy, process, and procedure design and documentation, and document and assess key controls
on an ongoing basis
Manage communication process with 80+ participants in the submission process

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Basic knowledge of financial principles and regulatory and compliance agencies/issues related to the banking industry
Strong people management skills and prior project management experience
Able to convey complex issues in a clear and concise manner, ability to comfortably address various levels of management
Process improvement, experience facilitating change, designing and implementing effective controls
Designing governance, policies, processes, and procedures to support complex and evolving regulation
Audit, Consulting experience a plus

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FINANCIAL PLANNING & ANALYSIS Back to Top
Division: Finance
Location: Baltimore, MD or Buffalo, NY

DEPARTMENT DESCRIPTION:
The Financial Planning & Analysis (FP&A) teams goal is to provide executive management and business segments with financial analysis
and advice to better enable profitable business decisions. The team regularly interacts with the CEO, CFO, COO and CRO in an advisory
capacity to shape strategic direction of the bank. FP&A safeguards the interests of the Banks shareholders by delivering objective
financial analysis and serving as a strategic advisor that supports the Banks ultimate goal of maximizing shareholder value.

There are three distinct groups, detailed below, that make up FP&A:
Profitability Group serves as a partner to senior and executive management to drive informed management and improvement
of businesses, products, and customers and accountability for performance through the lens of profitability and return analysis.
Business Line Finance partners with senior and executive business leaders to help them profitably grow their businesses by
helping to 1) shape strategy and set direction, 2) identify and mitigate risks in a manner consistent with the corporate risk appetite
statement, 3) measure and report results including business drivers of variances and plans to correct course and 4) align incentives
plans with performance.
Corporate Planning and Analysis is responsible for the financial budgeting, planning, and forecasting activities of the
corporation, including the operating and capital plan (CCAR and DFAST submissions). The team also collaborates with senior and
executive leadership across the organization to set strategy and direction designed to improve profitability and growth within the banks
defined risk appetite.

DUTIES / RESPONSIBILITIES:
Financial Planning & Analysis offers EAs a diverse set of challenging opportunities intended to provide exposure to multiple areas of the
divisions core functions, preparing them for additional responsibility within the division and bank. Responsibilities include:
Develop and refine multi-period financial models to assess business, product and customer profitability
Advise business partners of financial considerations to facilitate informed decisions and improved financial performance
Conduct benchmarking exercises with M&T Banks peers to assess financial performance and develop best practices
Develop cash flow analyses and assess potential portfolio acquisitions and sales
Coordinate the bank's annual operating and capital plan and development of monthly and annual earnings forecasts
Develop or use forecasting models to generate capital forecast for CCAR submissions and other organizational needs
Develop strong partnerships with managers across business areas to gain an understanding of underlying drivers, risks or
opportunities that may affect operating results or the capital forecast
Initiate improvements to reporting and forecasting capabilities in order to generate meaningful financial data to better serve
senior management team and facilitate decision-making

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Concentration in Finance or Accounting preferred
Prior experience in a Finance role, regardless of industry
Demonstrated understanding / practical application of complex financial concepts
Demonstrated ability to convey complex issues in a clear and concise manner, and the ability to comfortably address various
levels of management

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DIGITAL MARKETING Back to Top
Division: Marketing & Communications
Location: Baltimore, MD or Buffalo, NY

DEPARTMENT DESCRIPTION:
The Marketing group is looking for a Marketing Strategy professional who can assist in leading the Bank's various digital marketing
campaigns. The Executive Associate (EA) hired for this role will participate in all aspects of the campaign execution, including working
with outside creative/copy vendors, liaise with and provide direction to internal departments (Retail Banking, Business Banking, Digital
Banking and Investments & Commercial Banking), and manage budgets and projected timelines. The EA will be involved in setting a
strategic vision, developing digital campaigns to support strategy, and negotiate and build relationships with various product teams and
vendors. This strategist will collaborate with relevant partners such as Marketing senior management, the Product Management and
Consumer Insights groups, and others, as well as various marketing agencies to create effective digital marketing programs.

DUTIES / RESPONSIBILITIES:
The EA hired into Digital Marketing will be an integral member of team. Essential responsibilities include:
Perform industry and competitive analysis to develop digital marketing strategies
Keep abreast of best practices in the Industry and implement within digital marketing campaigns
Work with the product marketing team to design/drive digital marketing strategies to achieve product goals
Work closely with the digital ad agency to analyze, execute and optimize campaigns to reduce cost of customer acquisition and
cross-selling additional products to existing customers
Manage multiple projects and priorities with a sense of urgency and attention to detail
Negotiate and manage vendor relationships keeping banks and customers interests at the forefront
Analyze performance of marketing campaigns to evaluate return on marketing investments (ROI)
Benchmark performance within the Industry with an eye towards consistently improving M&T Banks online performance
Perform statistical analyses (Ex: A/B, Multivariate, Regression, etc.) for testing and learning
Gather business requirements from product marketing teams and analyze performance of email marketing
Develop online marketing strategy for branding, acquisition, cross-sell and customer retention through search engine
marketing, online display and social media outlets (Facebook, Twitter, Blogs, forums)
Work with product teams to strategize, design and optimize micro-sites, landing pages and content on web-sites with an eye
towards enhancing user experience and customer satisfaction
Synthesize data from disparate data sources and develop insights for presentations to senior executives
Evaluate and critique creative work to ensure brand consistency, quality of execution and incorporation of web best practices
Ensure adherence to compliance and privacy regulations and policies

BASIC QUALIFICATIONS:
MBA candidate attending an M&T Bank target business school
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Experience in Digital Marketing/Advertising and/or online ad agency and/or management consulting experience desired
Experience in developing web sites or technology background
Experience in web analytics
Proven project management experience with attention to detail, time management and budget management
Strong Excel and PowerPoint skills
Solid statistical background
Strong web and email copy writing skills

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MARKETING STRATEGY & ANALYTICS Back to Top
Division: Marketing & Communications
Location: Baltimore, MD or Buffalo, NY

DEPARTMENT DESCRIPTION:
The Marketing Strategy & Analytics team provides in-depth strategic consulting and decision support analysis of M&T Banks
consumer and business banking customer base, for all product lines, in order to:
Develop and implement marketing strategies, including campaigns, to attract, retain and nurture M&Ts customer base
Understand customer behavior and shape strategy for product enhancements through data analysis
Design and monitor sales, cross sell, and retention metrics
Track and measure marketing campaigns while providing insights about customer profitability and depth of customer
relationships

DUTIES / RESPONSIBILITIES:
The Executive Associate hired into the Strategy & Analytics team will be an integral member of the team, and must be able to
understand how tactical marketing activity and materials fit into the overall M&T Bank marketing and growth strategy. Responsibilities
may include:
Shape strategic decisions related to advertising, direct marketing and positioning through segmentation, targeting, channel and
promotion optimization
Collaborate with product managers and internal marketing partners, including marketing managers, channel managers, and
brand/advertising, to identify opportunities to increase market share
Actively participate in developing marketing strategies through the targeting and optimization of direct marketing and digital
campaigns, branch-based sales/marketing programs, and current customer relationship management activities
Deliver actionable insights by conducting independent analysis and directing analytic vendors
Synthesize vast amounts of data into key insights and present recommended actions to business partners and senior
management
Partner with cross-functional teams within and outside marketing to track and understand trends in customer behavior and the
competitive environment
Develop analytical test and learn plans and businesses cases to support new and existing marketing programs
Manage multiple projects and priorities with a sense of urgency and attention to detail

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Marketing and/or management consulting experience with financial services, consumer packaged goods, and/or marketing
services companies a plus
Proven ability to draw actionable insights from analysis of customer data
Familiarity with analytical frameworks decision trees, regression, segmentation
Strong orientation to analytical rigor, problem solving and consultative role
Strong critical thinking skills ability to understand business plans and objectives of business groups as they relate to database
marketing activities
Project management experience and ability to manage multiple tasks and deadlines
SAS and Tableau knowledge a plus; interest in learning and using data management, analytics, and visualization software
Ability to collaborate or work independently, initiate action, and accept challenging assignments

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MARKETING WEALTH & INSTITUTIONAL SERVICES Back to Top
Division: Marketing & Communications
Location: Wilmington, DE or Baltimore, MD

DEPARTMENT DESCRIPTION:
The Marketing team is looking for an energetic team member to help drive the success of strategic marketing initiatives for the Wealth
& Institutional Services Division. The successful Executive Associate must be able to understand how tactical marketing activity and
materials fit into the overall M&T Bank/Wilmington Trust marketing strategy. Based on that understanding, he/she will be dedicated to
working with both internal and external partners to coordinate marketing research, strategy, execution and measurements of the lines
marketing initiatives.

DUTIES / RESPONSIBILITIES:
The Executive Associate hired into this role will be an integral member of team dedicated to coordinating marketing research, strategy,
execution and measurement for the Wealth & Institutional Services Division. Responsibilities include:
Leverage industry resources, third-party research and internal partners to fully understand partners business plan, objectives,
progress against plan and product strategy to provide valuable input into marketing strategic planning process
Analyze past sales and marketing efforts and results to recommend optimization of marketing programs and specific activities
going forward
Closely work with various marketing functions, product groups and vendor partners to create systematic test and learn
framework
Prepare presentations or outlines for senior management of related marketing activity and resulting impact
Work with internal and external vendor partners to execute marketing activity including, but not limited to print advertising,
radio, direct mail, in-branch materials, web content and direct email
Work with internal partners and external vendor partners to recommend changes to related marketing collateral to maximize
effectiveness in the sales process while maintaining financial and operational efficiencies
Work with internal partners to prepare, produce and implement sales and marketing support materials
Execute internal communications plans to support related marketing activity
Create system to effective track time line, budget and reporting for all related activity that aligns with existing strategic
planning processes
Create repository of inventory, usage and history of all related marketing collateral
Perform other related assignments as requested by management

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Proven project management experience with great attention to detail and time management
Proven ability to draw actionable insights from analysis of customer data
Ability to question inefficiencies and contribute ideas to improve existing processes
Marketing and/or management consulting experience with consumer packaged goods, financial services and/or marketing
services companies a plus
Strong orientation to analytical rigor, problem solving and consultative role
Strong critical thinking skills ability to understand business plans and objectives of business groups as they relate to database
marketing activities

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COMMERCIAL PRODUCT MANAGEMENT Back to Top
Division: Commercial Payment Solutions
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Commercial Product Management group is responsible for developing & managing a complex suite of banking products
that help commercial customers to effectively manage their working capital. The Bank's portfolio of products and services help
customers to speed collections, manage payments, facilitate cash flow management and mitigate risk.
Next year we will embark on building the business case and begin development of new Real Time payment and Invoice
services; these next-generation services will be transformational to M&T, the financial Industry, and Commercial/Business clients.

DUTIES / RESPONSIBILITIES:
The Executive Associate hired into Commercial Product Management will function in a Payments Product Engineer capacity, working
with department management to lead projects designed alongside Technology partners to build new Real Time payment and Internet
services, enhance revenues, and mitigate risks. These projects often bridge old and new product lines. While quantitative skills are
essential, successful candidates must be able to bring together all business disciplines, including technology, marketing, finance and
operations. Specific tasks will include:
Responsible for taking the lead to define and implement annual new product development plan for the next generation Digital
payment products (e.g., Real Time payments, Invoice payment improvements, Mobile payments, etc.)
Initiate and build new Business Cases that justify Technology spend on new products, and provide consistent leadership with
strategic direction when interacting with senior managers (e.g., Product, Sales, Technology Systems and Operations)
Consult with sales force, vendors, and external clients to obtain feedback and document particular customer needs
Initiate and lead software vendor assessment team to rank vendors that are needed to support new product improvements
Write detailed business requirements for new products that sync-up to client needs
Document new product specifications, new technology feature processes, and internal software system-flows that operate
behind the new or proposed products
Lead key aspects of new product implementation, including cost estimation, publish client requirements, marketing,
communication plan, agreements, and sales campaigns
Work with stakeholders (e.g., Technology) to estimate new product costs, pricing, revenue, profitability, and risk, and publish
the results/findings to senior management
Financial analysis, market research, presentation prep, project management, procedure design, product roll-out/training

PAST PROJECTS ASSIGNED TO EAs IN THIS DEPARTMENT INCLUDE:


Recommendation and startup of proposal unit
Recommended Treasury Management Implementation team
Revenue enhancement opportunities, market evaluations for new business products
Development of new Technology products

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
BS or Degree in Management Information Systems (MIS) or Engineering or Computer Science
Prior Product Management or Technology development of software or systems
Some experience within a Financial sector
Accounting or finance skills to support financial analysis (e.g., NPV, revenue projections, budget, etc.)
Experience with software development
Marketing, finance, and project management are critical to this position
Written skills are vital: to write Business Requirements for how new products might work, document the value of the Business
Case for new services, persuade, explain, and teach audiences ranging from customers to the sales force to senior management
The successful candidate will have demonstrated the ability to keep a complex assignment well-organized. An eye for
details and excellent follow-through skills are vital in this area, as well as the ability to place specific tasks and projects in a
strategic context

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DIGITAL BANKING Back to Top
Division: Digital Banking
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Digital Banking division is responsible for enhancing the delivery of M&T Bank's products and services to our customers outside of
the branch environment, while focusing on enhancing the overall customer experience. This team manages the strategy and
development of the growing digital channels, online and mobile banking. This includes the bank's public website, Web Banking, Web
Banking for Business, Payment Services, and online account acquisition. The area is also charged with the strategy and development of
the rapidly evolving Mobile Banking channel. The group works with partners spanning all areas of the bank to assist them with
implementing online based solutions that help to further their business goals. The team also develops and analyzes new business
opportunities in the digital channels.

DUTIES / RESPONSIBILITIES:
Digital Banking offers EAs a diverse set of challenging opportunities intended to provide exposure to multiple facets of the divisions
core functions, preparing them for additional responsibility within the division and Bank. Responsibilities include:
Strategic planning designed to drive revenue and improve efficiency of the delivery of the retail and business bank
Conduct industry analysis and track consumer trends in eCommerce to develop customer-centered products and services
Analyzing channel, financial and sales information to develop business trends
Conduct product management related work to promote, price and position products and services
Project Management: Work in cross-functional teams with various business line representatives on projects designed to
increase efficiency and enhance revenue

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Experience in online or mobile channels helpful, Background in technology a plus
Product and/or project management experience
Ability to conduct industry analysis and create a business case
Excellent presentation skills, both to senior management and larger audiences
Proven ability to sell ideas internally, build consensus and drive change

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COMMERCIAL RISK MANAGEMENT Back to Top
Division: Commercial Payment Solutions
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
Commercial Risk Management is a first line of defense team that manages compliance programs, audits and audit recommendations,
operational risk, data governance and credit risk administration for the Commercial Division of M&T Bank.

We support the Commercial business lines including Middle Market Lending, Commercial Real Estate, Commercial Payment Solutions,
and twelve other specialty business lines (e.g. Equipment Leasing, Dealer Commercial Services). The Commercial division employs
approximately 1,500 employees located in over 40 regional offices.

DUTIES / RESPONSIBILITIES:
The Executive Associate hired into this position will be involved with the coordination and development of Commercial Bank risk and
compliance activities. Responsibilities include:
Project Management for various initiatives in accordance with the Enterprise Risk Appetite Statement and Framework.
Projects may consist of Risk Identification & Escalation, Risk Assessments, Risk Mitigation or Risk Monitoring plans. Example
short term projects include assessing Cyber Security controls for a Credit Card processing vendor; or designing and
documenting controls for process moving away from Paper General ledger tickets to an automated electronic workflow
Analyze and recommend improvements to Commercial Risk Management reporting including Continuous Monitoring, Key Risk
Indicators, Emerging Risks analysis, Risk Incident/Loss response and exception reporting Participate in various product and
system projects from the risk aspect. These may include future acquisitions, major customer on-boarding efforts, new product
launches, or new regulatory requirements
Work closely with all constituents (Credit Risk Management, Compliance, Operational Risk, Legal, Central Technology,
Commercial line management, Central Operations) to ensure connectivity and flow to achieve desired output
Perform hands on testing of existing process controls to assure that operations are performing as designed to mitigate risk
Develop & administer risk training programs, using writing and presentations skills to effectively communicate process,
procedures and results in a concise manner

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Audit, Legal or Compliance background
Must be willing to get his/her hands dirty to learn the business
Ability to interact and relate well with staff at every level of the organization
Communication skills are vital: to persuade, explain, and teach audiences ranging from customers to the sales force to senior
management and clerical staff
The successful candidate will have demonstrated the ability to keep a complex assignment well-organized. Focus on details
and follow-through skills are essential, as well as the ability to place specific tasks and projects in a strategic context

10
TREASURY RISK MANAGEMENT OVERSIGHT, RISK ANALYTICS, Back to Top
COUNTERPARTY RISK MANAGEMENT OVERSIGHT, AND RESOLUTION PLANNING (TRACR)
Division: Risk Management & Regulatory Affairs
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Regulatory Affairs & Capital Adequacy (RACA) department comprises four unique groups, including (1) Capital Adequacy, (2) Model
Risk Management, (3) Regulatory Affairs, and (4) Treasury Risk Management Oversight, Risk Analytics, Counterparty Risk Management
Oversight and Resolution Planning, or TRACR for short. Collectively, these groups are responsible for several important functions:
Production of the Federal Reserve-mandated mid-year and year-end stress tests, the Dodd-Frank Act Stress Test (DFAST) and
the Comprehensive Capital Analysis and Review (CCAR)
Independent validation and governance of enterprise-wide models and tools
Management of M&Ts regulatory relationships via both internal and external communications
Oversight of emerging and evolving regulatory issues
Second line-of-defense oversight of the organizations Treasury- and Counterparty-related activities
Formulation/utilization of ad hoc risk analytics to drive data-driven insights
Preparation of the organizations Living Wills (Resolution Plans) as mandated by the Federal Reserve Board and FDIC

DUTIES / RESPONSIBILITIES:
This position reports directly to the manager of TRACR and works across its four main functions to improve the organizations risk
management processes as related to Treasury-related risks (Interest Rate, Liquidity, Market), regulatory data, Counterparty Credit Risk,
and Resolution Planning. An analyst in TRACR will identify opportunities for improvement across its areas of oversight and will work
across the organization to implement creative solutions. Examples of potential responsibilities include:
Contribute to TRACRs ongoing assessment of the organizations Treasury-related risk by inventorying and interpreting the
performance of various key risk indicators (KRIs) and other risk management considerations
Research macro and industry trends for the purposes of critically analyzing the organizations Treasury-related risks
Perform regulatory gap assessments to ensure current organization practices meet regulatory expectations
Analyze current regulatory reporting data and identify opportunities to improve data quality/completeness; actively work with
stakeholders across the organization to successful remediate identified issues
Track the organizations exposures to its trading counterparties, especially during periods of increased volatility (e.g. Brexit),
and make recommendations to the first line regarding the management of such exposures
Create reports and presentations for use by senior managers (Asset Liability Committee, Credit Risk Committee, etc.)
Contribute to the annual submission of the organizations Living Will, a comprehensive document contemplating the failure
and resolution of the entire organization
Participate in group, departmental, or bank-wide projects

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Background in finance, statistics, mathematics, engineering, and/or economics (CFA, CPA,
Experience in analyzing large amounts of data to draw concise, actionable conclusions
Ability to create models and analyze data utilizing advanced analytical tools such as SAS, Python, Tableau, VBA, SQL, etc.
Demonstrated ability to convey complex issues in a clear and concise manner, comfortably address levels of management
Superior attention to detail and process orientation
Ability to work well under pressure and balance multiple priorities
Strong people management, networking, and relationship building skills and project management experience

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CENTRALIZED MODELING Back to Top
Division: Risk Management & Regulatory Affairs
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Centralized Modeling Group is developing an industry-leading, next-generation framework of models and broader quantitative
solutions in partnership with all lines of business and corporate functions at M&T Bank. The successful candidate will drive one or more
of these wide-ranging initiatives through the creative yet rigorous use of quantitative methods, advanced data science and
computational techniques and business acumen, all in close collaboration with members of a seventy-strong modeling team. The
Centralized Modeling team is responsible for models pertaining to M&T Banks:
Commercial Real Estate (CRE) portfolio
Commercial & Industrial (C&I) portfolio
Retail (Mortgage, Home Equity & other Consumer) portfolio
All Fee Income models that are used for financial planning and CCAR

DUTIES / RESPONSIBILITIES:
Support all aspects of the model lifecycle design, development, documentation, testing, implementation, execution - by
addressing business goals in a logical, practical, and efficient manner that balances analytical rigor and pragmatism
Manipulate, analyze, and interpret large, complex, and often incomplete datasets internal to the Bank and from a variety of
industry and academic sources
Understand and adhere to model development best practices and guidelines - general, industry, and internal - as well as
contribute to the enhancement of such guidelines as appropriate
Collaborate with colleagues on all efforts to grow the teams shared repository of models, foundational components, tools,
documents, processes, and other intellectual assets
Engage with a variety of partners within the firm to develop subject matter expertise, thoroughly understand stakeholders
needs, deliver appropriate solutions, and communicate results - as well their strengths and limitations - to both technical and
non-technical audiences

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Background in finance, statistics, mathematics, engineering, and/or economics
Background in MIS is a plus
Ability to create models and analyze data
Familiarity with PC, Python, SAS, Access, Business Objects, SQL, and/or advanced Excel
Demonstrated ability to convey complex issues in a clear and concise manner, comfortably address levels of management
Strong people management, networking, and relationship building skills and project management experience

12
COMMERCIAL PLANNING & ANALYTICS Back to Top
Division: Commercial Payment Solutions
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
Commercial Planning & Analytics leads various strategic initiatives of commercial business lines aimed at enhancing revenue and
increasing the overall efficiency of the bank. This department is also responsible for market research, profitability analysis, client
contact management, goal setting, and incentive compensation for the Commercial bank. Commercial Planning & Analytics collaborates
regularly with Finance and various business units in annual business forecasting and quarterly business reviews.

DUTIES / RESPONSIBILITIES:
For the first year, EAs in Commercial Planning & Analytics work under the guidance of a more senior manager taking on steadily
increasing responsibility and visibility. It is expected that in the future, EAs will have a team reporting to them and take responsibility
for a functional area, or potentially start a career as a Relationship Manager within the Commercial Banks footprint.

EAs in Commercial Planning & Analytics must be detail oriented with excellent project management and communication skills. This
position is high exposure, with frequent interaction with Executive Management and respective business segment leaders.

Responsibilities include:
Development of strategic planning designed to drive revenue and improve efficiency of the commercial bank
Coordinating and leading business initiatives and sub-committees
Providing analysis-ready data to generate business trends and exposure
Analyzing financial and sales information to develop business trends
Organizing various business unit meetings and regulating the quality of material that is presented at the meeting
Project Management: Work in cross-functional teams with various business line representatives on projects designed to
increase efficiency and enhance revenue

PAST PROJECTS ASSIGNED TO EAs IN THIS DEPARTMENT INCLUDE:


Revenue enhancement initiatives
Sales trends analysis
Acquisition integration
Geographic expansion

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Concentration in Finance preferred
Ability to handle multiple projects simultaneously and perform under tight deadlines
Attention to details
Prior experience in managing people preferred
Comfortable dealing with people at all levels
Experience working directly with Executive Management
Strong background in MS Office

13
ENTERPRISE DATA OFFICE Back to Top
Division: Enterprise Data
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Enterprise Data Office (EDO), led by the Chief Data Officer, is a second-year start-up area at M&T Bank. Our goal is to move data
analytics from defense to offense: risk avoidance into profit generation. We are looking for dynamic individuals with business expertise
that are also proficient in analyticstranslators who can spot opportunities, frame a problem, shape a solution, and champion change.

DUTIES / RESPONSIBILITIES:
The Executive Associate (EA) within the EDO has substantial interaction with senior management across the bank as we implement our
data strategy. Responsibilities may include:
Manage complex, critical and highly visible projects at both the divisional and bank-wide level
o Customer 360
o Credit Lifecycle Management
Design and implement complex PC based models to support business decisions, making recommendations to management
based on research and financial analysis
Perform data quality activities including data sampling, exception monitoring, root cause analysis, and remediation planning
Develop and measure KPIs and KRIs for data quality

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Previous experience in engineering/computer science/management information systems and business communication &
presentation
Experience in data quality activities, or experience working within data related fields (Finance, Risk, Marketing)
Working knowledge of data visualization tools (Clickview, Tableau)
Strong analytical and problem solving skills, with great attention to detail

14
RETAIL DEPOSITS & STRATEGY Back to Top
Division: Retail Banking
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
M&Ts Retail Deposits & Strategy team leads the analytics and initiatives that drive the Retail Banks strategy for deposit pricing,
product offerings, and distribution channels in each of the banks markets. This team also analyzes the performance and behaviors of
peer and competitor banks, to ensure that M&T offers the products, solutions, and delivery model to outperform the competition in
each of our markets. The group works closely with strategic partners in Finance, Marketing, Treasury, and the sales force to provide a
compelling value proposition to the customer while delivering strong returns for the bank.

DUTIES / RESPONSIBILITIES:
For the first year, EAs in Retail Deposits & Strategy will focus on projects that impact the strategic direction and competitive positioning
of the Retail Bank. This will likely require leadership of cross-functional teams and presentations to senior and executive management.
There is significant visibility in this role, which is designed to prepare leaders for managerial success in one of the banks key businesses.

Therefore, EAs in Retail Deposits & Strategy must have strong communication and analytical skills, and the ability to synthesize
qualitative and quantitative information to help drive business decisions. EAs in this department must also be highly detail oriented and
able to provide thought leadership to managers across the bank. Responsibilities may include:
Manage new product implementation and existing product modification, including design and development of services, as well
as acting as liaison between all affected departments
Recommend product pricing and manage product risk
Pricing and profitability analysis for products and services
Assess and track competitive product and pricing changes, provide executive summaries, including opportunity/risk analysis
and action plans
Establish marketing objectives, working with internal partners to develop effective sales programs
Enhance forecasting models and analysis of key performance indicators. Monitor and provide variance analysis for key
business drivers and recommend ideas for improvement

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Experience working with and providing recommendations to senior managers and leadership
Strong financial analysis, modeling, and project management skills, and great attention to detail
Concentration in functional areas such as Competitive/Organizational Strategy, Finance, Marketing desirable
Marketing and/or product management experience preferred (but not required)
Strong Excel and PowerPoint skills

15
BANKWIDE TRANSFORMATION Back to Top
Division: Corporate Services
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The purpose of Bankwide Transformation is to solve large scale strategic challenges that cross business lines throughout the Bank. As
an independent team we focus on challenges spanning multiple divisions and approach our work with a strategic enterprise-wide lens.
The team scopes and defines the opportunities, performs root cause analysis, identifies solution options, and supports the delivery of
the solutions with appropriate program governance and leadership. Our work focuses on assessing organizational roles and
responsibilities (people), operational methods (processes), the tools and technology (systems), and the regulatory and risk management
approach (policies) necessary to support the desired future state.

DUTIES / RESPONSIBILITIES:
The Executive Associate (EA) within Bankwide Transformation will have responsibilities that include:
Act as chief of staff to Administrative VP of Process Re-engineering & Robotics
Work with Senior Managers, develop strategic plans to address business problems and opportunities
Lead process improvement projects with a consulting view using lean six sigma tools and techniques.
Evaluate current state and future state needs by interviewing internal clients, defining & prioritizing solution options
Identify opportunities to automate processes using process automation tools such as robotic process automation
Help develop presentations to senior managers as well as communication plans for specific initiatives
Perform other related assignments as requested by management

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Past consulting and/or process re-engineering experience
Experience with robotic process automation (e.g. Blueprism)
Six Sigma Black Belt, Master Black Belt and/or Lean Certifications
Ability to work independently and manage personal schedule
Creative and flexible thinking, and willingness to manage multiple tasks
Experience working directly with Senior Managers
Ability to handle multiple projects simultaneously and perform under tight deadlines
An interest in and knack for process automation tools

16
BUSINESS BANKING STRATEGY & PLANNING Back to Top
Division: Business Banking
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Business Banking sales division focuses on small and mid-sized businesses throughout the M&T Bank community bank footprint.
The sales team is composed of Relationship Managers, Sales Management and key partners. Core non-sales departments include credit
and underwriting, operations and risk, product and project management, analytics and sales strategy and support.

DUTIES / RESPONSIBILITIES:
The Executive Associate position in the Business Banking division will work directly with senior sales and support management on high-
impact strategic initiatives aimed at enhancing revenue and increasing the overall efficiency of the division. EAs in Business Banking
must be detail oriented with excellent analytical, project management and communication skills. This position is high exposure,
frequently interacting with Executive Management and respective business market leaders. Responsibilities include:
Development of strategic plans designed to drive revenue and improve efficiency of the Business Banking division
Leading Business Banking initiatives and sub-committees
Managing cross-functional project teams with various business line representatives
Analyzing financial and sales information to develop business trends

PAST PROJECTS ASSIGNED TO EAs IN THIS DEPARTMENT INCLUDE:


Analysis of Digital Capabilities for next generation delivery of Business Banking products/services
Business Plan for newly acquired geography
Market analysis for expansion into new industry
Development of enhanced prospecting strategy for sales force
Project management of multi-divisional revenue initiatives

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
MBA with concentration in Marketing and/or Finance preferred
Ability to handle multiple projects simultaneously and perform under tight deadlines
Able to convey complex issues in a clear and concise manner and to address various levels of management
Demonstrated problem solving, research and modeling abilities
Strong background in MS Office (Including Excel, PowerPoint and Word)

17
CORPORATE PROCUREMENT Back to Top
Division: Corporate Services
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
M&Ts Procurement Department is constantly striving to ensure the bank is getting the most value for its dollar while mitigating
external risks. As effective Procurement programs are developed, they begin to focus on effectively communicating the improvement
to the bank and meeting the needs of our internal customers.

DUTIES / RESPONSIBILITIES:
The Executive Associate in Corporate Procurement will report directly to the Manager of Corporate Procurement, and will have the
ability to work with Senior Managers across various business units within the Bank on challenging projects. This position is high
exposure and offers extensive opportunities to analyze the operations and expense management of a Top 20 bank. You will work
directly with business unit senior managers to collaborate with their team to drive down expenses and initiate sourcing projects.
Responsibilities include:
Managing the Corporate Payment Policy program which creates a unique revenue stream from supplier management
Identify and execute supplier relationship management initiatives
Analyze expense trends and report to senior managers
Project Management: Work as the lead sourcing analyst for cross functional business unit projects to create opportunities to
cut expenses and/or improve efficiencies
Responsible for managing all technology group sourcing and vendor management initiatives; a group continually adapting to
market trends to improving bank equipment and processes
Work as an integral member of the Procurement management team to identify opportunities of corporate processes to
continuously improve M&Ts efficiency ratio

PAST PROJECTS ASSIGNED TO EAs IN THIS DEPARTMENT INCLUDE:


Support of the banks third-party risk management process, including an analysis of outstanding high priority vendor contracts
Implementation of a Visa Settlement program for a significant portion of the banks $600 million non-salary operating expense
Implementation of enterprise-wide Standard Payment Term program
Management of team responsible for directing projects for specific categories of spend
Coordination of a 5-year maintenance and repair program for the banks 1,000 + properties
Participation in due diligence for acquisition
Various energy reduction projects

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Supply Chain Mgmt and/or Procurement experience preferred
Ability to network, build relationships, and interact professionally with all levels of the organization
Ability to work independently and within a team
Strong background in PowerPoint, Access and Excel
Problem solving abilities, organizational skills, and ability to meet deadlines
Project management skills with the ability to handle multiple tasks in support of various assignments
Attention to detail, follow through and closure

18
HUMAN RESOURCES STRATEGY & OPERATIONS Back to Top
Division: Human Resources
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
M&T Bank strives to be the best company our employees ever work for; and HR oversees all aspects of the M&T employee experience
towards that goal including Talent Acquisition, Compensation & Benefits, Corporate Training & Organizational Development, and
Employee Relations. M&T is taking proactive steps to create a supportive, inclusive culture and work environment in which our
employees can achieve greater success both personally and professionally.

DUTIES / RESPONSIBILITIES:
The Executive Associate hired for HR Strategy & Operations will report to the HR management team. This position provides immediate
responsibility and visibility through challenging projects in change management, HR operations, strategy, marketing and risk
management. The successful candidate will be self-confident and detail oriented with strong analytical skills and the ability to multi-
task. Responsibilities include:
Project work related to top HR initiatives, to include turnover, performance management, HR policies, budgets, HR staff
modeling, etc.
Diversity recruitment strategy research, recommendation, and implementation
Building and managing relationships with core lines of business to strategically align HR as an integral business partner
Partnering with senior management to integrate lines of business during organizational mergers & acquisitions

PAST PROJECTS ASSIGNED TO EAs IN THIS DEPARTMENT INCLUDE:


Managed HR-transformation by conducting division-wide review of M&Ts current HR structure, created recommendations for
future organizational development, and oversaw process of implementation toward changes
Worked with multiple department heads to develop and manage ongoing budgets
Managed introduction of technology vendor for online recruiting system, including implementation
Analyzed existing turnover trends and recommended retention strategies bank-wide and by line of business

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Prior professional experience in Human Resources a plus
Ability to work across and partner with all business lines and all levels of management
Demonstrated ability to effectively multi-task
Strong PC and information systems knowledge required

19
COMMERCIAL, CREDIT & TREASURY TECHNOLOGY Back to Top
Division: Technology
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Commercial, Credit & Treasury Technology group provides technical support and guidance for both new and existing applications.
Team members participate in the process of selecting, designing, developing, testing, implementing, and supporting technology
solutions for the Commercial, Credit & Treasury divisions. Some of the scope and roles that function within this team include:
Line of Business Relationship Management
Provide technical alternatives when appropriate
Support IT/LOB Portfolios, participate in IT/LOB Portfolio Review Meetings when necessary
Project planning and guidance in 3 year roadmap discussions
Vendor Management and Awareness
Manage the technical and contract negotiation aspects of vendor relationships
Keep abreast of product life, industry trends, and additional product and service offerings
Application Development
Leveragability and reuse by other applications or in anticipation of future development
Provide well written and well documented code that will be easy to maintain
Understand and incorporate best practices for high level of security
Develop all technical requirements and specifications
Execute unit testing, and participate in systems testing, integrated testing and client testing
Production Support (Business as Usual)
Responsible for problem identification, ownership of resolution, communication to stakeholders
Responsible for regular application maintenance e.g. table changes, rate changes, form changes, regular reporting, etc.
Supporting Audit, Security, and Compliance standards and initiatives.

DUTIES / RESPONSIBILITIES:
The EA hired for the Commercial, Credit & Treasury Technology team will function in a senior capacity and will be expected to adopt a
leadership role quickly. The Commercial bank is executing many high complexity programs and is using modern technology including
Salesforce.com and mobile apps with biometric severity. The candidate should be ready to become a key player and make a large
positive impact on highly visible programs up to $70MM in size. Responsibilities include:
Perform basic to complex systems analysis, design and programming. Play a key role on complex projects, assisting the client in
addressing problems/issues of any scope. Determines feasible solutions and makes recommendations
Must be able to direct junior resources and coordinate systems development tasks on small to medium scope efforts or on
specific phases of larger projects. May project manage small to medium scope efforts
Participate with systems analysts, operations staff and IT staff in overall system and integrated testing on small/medium scope
efforts or on specific phases of larger projects. Prepare test data and execute detailed test plans, and any required debugging
Recommend new technology, policies or processes to improve deficiencies, and perform other related duties as required,
which may include participating in due diligence, cost/benefit analysis, vendor analysis or business study activities

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Should be highly interested and experienced in technology and how to maximize its competitive value
Must be able to work effectively with clients, IT management and staff personnel
Detail oriented and self-motivated, with excellent problem resolution, organization and time management skills
Asserts ideas and encourages teamwork, and shows strong judgment and excellent project management skills
Understands the purpose and employs work breakdown structure, critical paths and Gantt charts, and other tracking reports

20
TECHNOLOGY STRATEGY & PLANNING Back to Top
Division: Technology
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
Technology Governance and Shared Services (IT G&SS) is responsible for developing and driving M&Ts Technology strategy and
providing tools and frameworks to manage IT budgets, ensure timely delivery of IT projects, and manage IT personnel, hardware, and
software resources effectively. IT G&SS is focused on focused on measuring, controlling, and improving IT and business processes, while
providing transparency into the cost and business value associated with IT projects and processes. IT G&SS is responsible for end-to-end
performance management and governance of M&T Technology. The IT Governance team provides key services that include:
Optimization of business performance
Management and reporting of technology costs, resources and project schedules, data management and time reporting
Governance of banks project management methodology and data surrounding the Technology Investment and BAU Portfolio
Resource Management services including vendor management with key human resource providers on and offshore
Business Requirements Services including elicitation and documentation of requirements for larger project efforts

DUTIES / RESPONSIBILITIES:
The Executive Associate (EA) hired into IT G & SS will be embedded within the Technology Optimization program and be tasked with
supporting and driving initiatives to optimize the value of services delivered to Technology Divisions internal customers. The EA will be
responsible for building business cases for technology initiatives that translate technology opportunities into quantifiable business data
that enable technology executives to effectively steer the bank and drive strategy. The Executive Associate may also have opportunities
to contribute to IT Division wide initiatives and gain insight into the IT budgeting and portfolio planning process. The ideal candidate will
have the ability to utilize a measurement-driven approach and organizational savvy to partner with business and technology units to
enhance bank capabilities, improve the quality of IT service, and Optimize technology delivery costs. Position responsibilities include:
Applying NPV, value chain, and other techniques to build business cases in support of technology executives and initiatives
Designing/Re-designing business process to balance business, technology, and compliance requirements toward efficiencies
Developing project plans, incentive structures and communications to build support for, implement, and track value delivered
by recommended process changes or initiatives
Adding value to business transformation initiatives, working with product groups, and driving business performance
Directing junior resources and coordinate tasks on small to medium scope efforts or on specific phases of larger projects. May
project manage small to medium scope efforts
Recommending new technology, policies or processes to improve deficiencies, and perform other related duties as required,
which may include participating in due diligence, cost/benefit analysis, vendor analysis or business study activities

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Experience in areas such as Business Analyst, Product Management (taking a product to market), Product/Process
Improvement preferably in the technology/financial sector
Strong track record of implementing new or improving existing product to achieve higher levels of customer satisfaction
Detail oriented, self-motivated, and takes ownership of results, asserts ideas, and encourages teamwork
Understands the purpose and employs work breakdown structure, critical paths and Gantt charts, and other tracking reports
Understands and is able to utilize tools for performance measurement and process improvement including Benchmarking,
Activity Based Management, Capacity Management, Target Costing, Balanced Scorecard, Business Intelligence, Lean / Six
Sigma, Value Chain, Business Process Re-engineering, Just In Time
Extensive Experience with Excel, PowerPoint, along with CA PPM and Tableau (ideally)

21
ASSET MANAGEMENT Back to Top
Division: Wealth & Institutional Services
Location: Wilmington, DE

DEPARTMENT DESCRIPTION:
With roots dating back to the founding of Wilmington Trust Company by T. Coleman duPont in 1903, Wilmington Trust has been serving
successful individual and institutional clients for generations. We bring a unique blend of knowledge, experience, and resources to
every client relationship that we serve, offering the highest caliber of service from a team of nationally recognized experts. The Wealth
Advisory division serves clients in all 50 states and 35 other countries, and is one of the largest personal trust providers in the United
States. The division provides expert tax planning and wealth transfer strategies, as well as investment management, private banking,
family governance, and family office services. We are proud to be part of the M&T corporate family, one of the most financially sound
and successful companies in the U.S. financial services industry.

DUTIES / RESPONSIBILITIES:
The Asset Management department is looking for a well-rounded candidate interested in investment management. The Executive
Associate hired will need to develop a strong knowledge of the state of the industry and a deep understanding of capital markets. In
addition to their primary role working directly in investment management, the EA will work with Wilmington Trust investment advisors
and other client-facing team members to serve clients and prospective clients. The hired Executive Associates background, interests,
and strengths in combination with our business needs will jointly determine how the candidate best fits within the Asset Management
organization (teams listed below). Irrespective of team, in order to effectively and consistently deliver our industrial strength
investment process to clients, we in Asset Management function as one cohesive team. An effective Executive Associate able to build a
strong reputation within the organization, will be broadly exposed to, and expected to contribute to, all of the underlying teams that
are crucial to the success of our investment process, including:
Economics and Capital Markets Forecast
Asset Allocation
Investment Strategy
Manager Research
Equity Research
Fixed Income Research
Investment Product and Platform Management
Portfolio Construction
Institutional Business

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
CFA, progress toward obtaining CFA designation
Investment management experience
Proficiency with common industry tools, including Bloomberg, FactSet, Morningstar Direct, etc
Highly analytical, solutions-driven skill set
Motivated self-starter, comfortable working with senior management

22
FAMILY WEALTH OFFICE Back to Top
Division: Wealth & Institutional Services
Location: Wilmington, DE

DEPARTMENT DESCRIPTION:
With roots dating back to the founding of Wilmington Trust Company by T. Coleman duPont in 1903, Wilmington Trust has been serving
successful individual and institutional clients for generations. We bring a unique blend of knowledge, experience, and resources to
every client relationship that we serve, offering the highest caliber of service from a team of nationally recognized experts. The Wealth
Advisory division serves clients in all 50 states and 35 other countries, and is one of the largest personal trust providers in the United
States. This team provides expert tax planning and wealth transfer strategies, as well as investment management, private banking,
family governance, and family office services. We are proud to be part of the M&T corporate family, one of the most financially sound
and successful companies in the U.S. financial services industry.

DUTIES / RESPONSIBILITIES:
At Wilmington Trust, we believe managing wealth is a long-term proposition. In fact, many of our client relationships span generations.
We'll work diligently to develop a customized wealth and investment strategy. The Executive Associate hired into this Wealth Advisory
team should be focused on a career path towards business development, and will develop skills and experience around our integrated
approach to wealth planning and trust services, investment management, family governance and education and private banking. Initial
responsibilities include:
Assist in the development of wealth business by shadowing the sales team to understand the services
Assist in the preparation, including analysis and recommendations, for meetings, collateral, material and presentations
Perform analytical and ad hoc work on the profitability models
Identify operational efficiencies, with an eye toward integrating legacy Wilmington Trust and legacy M&T clients, systems and
processes

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Superior Excel/Database skills
Quick learner, with ability to operate independently
Critical thinker with ability to analyze large amounts of data, draw conclusions and make recommendations
Career path focused on business development
Ability to create deep, credible relationships with centers of influence and potential and current clients
Legal background a plus

23
FIDUCIARY INNOVATION & WEALTH STRATEGIES Back to Top
Division: Wealth & Institutional Services
Location: Wilmington, DE

DEPARTMENT DESCRIPTION:
With roots dating back to the founding of Wilmington Trust Company by T. Coleman duPont in 1903, Wilmington Trust has been serving
successful individual and institutional clients for generations. We bring a unique blend of knowledge, experience, and resources to
every client relationship that we serve, offering the highest caliber of service from a team of nationally recognized experts. The Wealth
Advisory division serves clients in all 50 states and 35 other countries, and is one of the largest personal trust providers in the United
States. This team provides expert tax planning and wealth transfer strategies, as well as investment management, private banking,
family governance, and family office services. We are proud to be part of the M&T corporate family, one of the most financially sound
and successful companies in the U.S. financial services industry.

The Fiduciary Innovation & Wealth Strategies group operates in an oversight capacity for the entire fiduciary/trust business, including
the strategy around product, supervisory and business development, in support of the Asset Management group. The team is
responsible for providing strategic and holistic wealth planning advice to clients and ensuring firm is on the forefront of providing
premier fiduciary related services to high net worth families.

DUTIES / RESPONSIBILITIES:
The Executive Associate (EA) joining this team will act as a chief of staff to the senior manager, learning and influencing the fiduciary
business holistically. This role is a unique opportunity for someone to learn both the content and the business aspects of wealth
advisory services; exposure to high net worth trust and advisory services and financial planning strategies. Responsibilities may include:
Support division senior manager to ensure group is executing on priorities and initiatives
Study industry trends in order to develop and implement strategic initiatives to enhance value proposition to clients and to
increase profitability of division
Provide product and pricing recommendations in support of the fiduciary/trust business
Organize and integrate technology and operations in support of Trust subject matter experts to facilitate business initiatives
Enhance strategic wealth assessment tools
Stay abreast of legal changes in wealth/investment management industry
Identify and oversee process improvement projects

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Wealth/Investment industry experience a plus
Self-motivated, ability to work in ambiguity and to take ownership
Outstanding attention to detail
JD/MBA or awareness of legal changes in wealth/investment management field
Ability to provide strategic direction around fiduciary products and solution enhancement (pricing models)
Project management & operations experience with investment technology platforms

24
PRIVATE BANKING Back to Top
Division: Wealth & Institutional Services
Location: Boston, MA or New York, NY

DEPARTMENT DESCRIPTION:
Designed with the high net worth client's convenience in mind, our premier Private Banking services offer a professional and convenient
way to handle all financial matters. Relationships are managed by a Private Banker who provides strategic advice, personalized service,
and access to a complete range of banking and custom credit solutions, including:
Deposit Products - including checking and money market products
Construction / Permanent Mortgages - securing competitive rates for permanent homes and vacation properties through an
expedited approval process
Custom Credit Solutions - structured to fit unique personal financing needs
Liquid, Secured Lines of Credit - helping our client's take advantage of new opportunities
Marine Financing - obtaining the right financing for boat purchases
Home Equity Lines of Credit - competitively priced, with no closing costs
Jumbo Mortgages - making it possible to pursue premier properties

Our Private Banking teams are located in our regional office locations and are always available to meet at their client's convenience. In
addition to providing support for their lending and banking needs, the Private Banker can coordinate a full range of expanded services
through our Wealth Advisory team, including investment management, planning, trust, family governance, and family office services.

DUTIES / RESPONSIBILITIES:
The Executive Associate hired into Private Banking will report to the Head of Private Banking, in a chief of staff type capacity.
Responsibilities may include:
Drive initiatives related to new products and sales initiatives
Assist in the development of new policies and procedures
Develop management presentations
Administer/manage various projects and project control committees
Perform analytical and ad hoc work as needed

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Experience in the financial services industry preferred
Proven product and/or project management skills a plus
Superior Excel/Database skills
Quick learner, with ability to operate independently
Critical thinker with ability to analyze large amounts of data, draw conclusions and make recommendations

25
RETIREMENT SERVICES Back to Top
Division: Wealth & Institutional Services
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
With roots dating back to the founding of Wilmington Trust Company by T. Coleman duPont in 1903, Wilmington Trust has been serving
successful individual and institutional clients for generations. We bring a unique blend of knowledge, experience, and resources to
every client relationship that we serve, offering the highest caliber of service from a team of nationally recognized experts. The
Institutional Retirement Services division administers $35B of client assets and serves in a variety of capacities to improve the
retirement outcomes for our clients employees. We provide trustee, custodian and disbursement services to companies, non-profits
and government organizations for their various retirement plans and we serve as collective investment fund trustee.

DUTIES / RESPONSIBILITIES:
The Executive Associate hired into the Institutional Retirement Services team will lead various strategic initiatives focused on enhancing
our products and services, growing revenue and market share, and optimizing expenses and profitability. Responsibilities will include:
Analyzing current products, distribution channels, vendor relationships and client relationships for opportunities to enhance
business line profitability
Developing management reporting that is both insightful and actionable
Shaping strategic decisions related to advertising, event sponsorship, marketing collateral, client segmentation, and channel
optimization
Collaborating with sales and marketing teams on initiatives to identify opportunities to increase market share
Synthesizing vast amounts of data into key insights and presenting recommendations to business partners and senior
management
Partnering with cross-functional teams to track and understand trends in clients behavior and in the competitive environment,
including the creation of new product lines
Managing multiple projects and priorities with a sense of urgency and attention to detail

BASIC QUALIFICATIONS:
MBA degree required
Outstanding academic credentials
Minimum 2 years of professional work experience
Demonstrated leadership experience
Excellent written and verbal communication skills
Strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Advanced experience working in Excel and PowerPoint
Demonstrated experience managing complex projects
Quick learner, with ability to operate independently
Critical thinker with ability to analyze large amounts of data, draw conclusions and make recommendations
Ability to create deep, credible relationships with employees from across the organization
Background in product management, retirement plan administration or asset management a plus

26
WEALTH ADVISORY ASSOCIATE PRIVATE CLIENT ADVISOR Back to Top
Division: Wealth & Institutional Services
Location: Philadelphia, PA

DEPARTMENT DESCRIPTION:
With roots dating back to the founding of Wilmington Trust Company by T. Coleman duPont in 1903, Wilmington Trust has been serving
successful individual and institutional clients for generations. We bring a unique blend of knowledge, experience, and resources to
every client relationship that we serve, offering the highest caliber of service from a team of nationally recognized experts. The Wealth
Advisory division serves clients in all 50 states and 35 other countries, and is one of the largest personal trust providers in the United
States. This team provides expert tax planning and wealth transfer strategies, as well as investment management, private banking,
family governance, and family office services. We are proud to be part of the M&T corporate family, one of the most financially sound
and successful companies in the U.S. financial services industry.

DUTIES / RESPONSIBILITIES:
The Executive Associate (EA) joining this team will provide comprehensive investment management services to Wealth Advisory
Services clients. The EA must operate effectively within a professional team environment supporting the delivery of an integrated
wealth management offering consistent with the financial goals of clients.

CLIENT SERVICE & RELATIONSHIP MANAGEMENT


Delivers consistent levels of service for all clients.
Maintains appropriate levels of personal interaction with clients.
Actively participates as a member of the client relationship management team. Acts as primary relationship manager where
appropriate.

ACCOUNT MANAGEMENT
Develop Individual Policy Statement (IPS) with and for client including annual review/updates.
Handle Portfolio needs including recommendation letters for advisory and co-trustee accounts, AO coordination or best fit
recommendations, and investment performance reviews.
Conduct and/or participate in investment performance and relationship reviews.
Manages assigned book of accounts including agency, fiduciary and institutional portfolios.
Implements Wilmington Trust's investment methodology in all assigned portfolios.
Implements strategic and tactical investment recommendations in a timely manner.
Trades all types of securities proficiently.
Follows all appropriate policies and procedures.

NEW BUSINESS FOR PROSPECTS OR CLIENTS


Provide expert support, including proposals and presentations, for new business opportunities with prospects.
Identify and develop additional opportunities with existing clients.
Meet with internal partners, pre and post call planning. Act as resource to partners in the latter stage of the sales process to
include: PCAs, Financial Consultant, Relationship Manager and other partners in the sales process for internal and external
meetings.

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Investment experience preferred
Fluent public speaking ability and excellent client facing communication style in 1-on-1 meetings. Must have ability to listen
and accurately interpret client needs
Excellent mentoring and leadership skills, ability to take ownership and self-motivated
Outstanding attention to detail

27
WEALTH ADVISORY STRATEGIC PROJECT ANALYST Back to Top
Division: Wealth & Institutional Services
Location: Baltimore, MD or Buffalo, NY

DEPARTMENT DESCRIPTION:
With roots dating back to the founding of Wilmington Trust Company by T. Coleman duPont in 1903, Wilmington Trust has been serving
successful individual and institutional clients for generations. We bring a unique blend of knowledge, experience, and resources to
every client relationship that we serve, offering the highest caliber of service from a team of nationally recognized experts. The Wealth
Advisory division serves clients in all 50 states and 35 other countries, and is one of the largest personal trust providers in the United
States. This team provides expert tax planning and wealth transfer strategies, as well as investment management, private banking,
family governance, and family office services. We are proud to be part of the M&T corporate family, one of the most financially sound
and successful companies in the U.S. financial services industry.

DUTIES / RESPONSIBILITIES:
The Executive Associate (EA) will be joining the Wealth Management Business & Planning Analytics team. This team oversees all
divisional business administration functions including strategic planning and execution, sales support and analytical support. The EA
must operate effectively within a fast-paced environment supporting the continuous enhancement of both staff and client
experiences. Responsibilities may include:
Synthesize vast amounts of data into key insights and present recommended actions to business partners and senior
management
Analyzing financial and sales information to develop business trends
Work with Senior Managers, develop strategic plans to address business problems and opportunities
Play an integral role in the design, communication and change management element of the strategic efforts
Evaluate current state and future state needs by interviewing internal clients and working with project delivery team
Support implementation planning and execution related tasks
Project Management: Work in cross-functional teams with various business line representatives on projects designed to
increase efficiency and enhance revenue

PAST PROJECTS ASSIGNED TO EAs IN THIS DEPARTMENT INCLUDE:


Revenue enhancement initiatives
Competitive benchmarking
Profitability models
Geographic analysis
Development of enhanced prospecting strategy for sales force

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Experience in the wealth management or asset management industry preferred
Fluent public speaking ability and excellent client facing communication style in 1-on-1 meetings. Must have ability to listen
and accurately interpret client needs
Excellent mentoring and leadership skills, ability to take ownership and self-motivated
Outstanding attention to detail

28
BALTIMORE COMMERCIAL REAL ESTATE Back to Top
Division: Commercial Banking
Location: Baltimore, MD

DEPARTMENT DESCRIPTION:
The Commercial Real Estate division finances income-producing real estate, for virtually every asset type including multifamily, office,
retail, industrial and leisure. Relationship Managers provide high-quality service to their target client constituency based upon
knowledge of each business developed through a consistent calling effort. This objective includes the servicing of existing accounts,
product cross-selling opportunities, and generation of new accounts. Relationship Managers make efforts to obtain a total banking
relationship with a client to include short and long-term loans, demand and time deposit accounts, treasury management services,
short-term investments, and the personal banking of a firm's officers and employees. In addition to providing commercial banking
services, the Relationship Manager coordinates the sale and servicing of trust accounts, personal loans, leases, mortgages, and other
bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2018. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the Baltimore market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set
29
BALTIMORE MIDDLE MARKET LENDING Back to Top
Division: Commercial Banking
Location: Baltimore, MD

DEPARTMENT DESCRIPTION:
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise
known as the Middle Market. Relationship Managers (RMs) are responsible for managing the Banks high profile commercial banking
relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management
services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.
In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital
markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2018. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the Baltimore market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

30
BINGHAMTON MIDDLE MARKET LENDING Back to Top
Division: Commercial Banking
Location: Binghamton, NY

DEPARTMENT DESCRIPTION:
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise
known as the Middle Market. Relationship Managers (RMs) are responsible for managing the Banks high profile commercial banking
relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management
services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.
In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital
markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2018. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the Binghamton market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

31
CHESAPEAKE MIDDLE MARKET LENDING Back to Top
Division: Commercial Banking
Location: Annapolis, MD

DEPARTMENT DESCRIPTION:
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise
known as the Middle Market. Relationship Managers (RMs) are responsible for managing the Banks high profile commercial banking
relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management
services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.
In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital
markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2018. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the Chesapeake market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

32
GREATER WASHINGTON MIDDLE MARKET LENDING Back to Top
Division: Commercial Banking
Location: Rockville, MD or Tysons Corner, VA

DEPARTMENT DESCRIPTION:
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise
known as the Middle Market. Relationship Managers (RMs) are responsible for managing the Banks high profile commercial banking
relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management
services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.
In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital
markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2018. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the Greater Washington market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

33
HEALTHCARE/NOT FOR PROFIT/FRANCHISE BANKING Back to Top
Division: Specialty Lending
Location: Baltimore, MD

DEPARTMENT DESCRIPTION:
The Specialty Lending Verticals at M&T focus on three distinct niche markets and provide products and services specifically designed to
cater to those needs. The Healthcare Banking team works exclusively with health systems and hospitals, senior housing communities,
skilled nursing facilities, physician practices and other healthcare providers. The Not-for-Profit Banking team understands the unique
needs of education institutions, foundations, social service organizations, religious organizations, associations and trade unions.
Franchise Banking evaluates brand performance, operator performance, and industry trends and then assists franchisors and
franchisees with growth and expansion.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to teach participants the Banks
unique credit culture and the commercial loan underwriting process, while developing sales and relationship management skills. The
twelve (12) month program will begin in August 2018. RMDP includes a combination of simulated case studies and on-the-job
responsibilities, with regular rotations between the regional (home office) assignments and credit analysis designed to further skill
development. EA RMDPs may also be assigned to work on specific Commercial Bank initiatives and special projects. Participants will be
exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials, Finance & Accounting Concentration
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in one of the three Vertical markets is preferred
High self-driven sense of motivation, ability to deal with objections and persevere

34
LONG ISLAND COMMERCIAL REAL ESTATE Back to Top
Division: Commercial Banking
Location: Melville, NY

DEPARTMENT DESCRIPTION:
The Commercial Real Estate division finances income-producing real estate, for virtually every asset type including multifamily, office,
retail, industrial and leisure. Relationship Managers provide high-quality service to their target client constituency based upon
knowledge of each business developed through a consistent calling effort. This objective includes the servicing of existing accounts,
product cross-selling opportunities, and generation of new accounts. Relationship Managers make efforts to obtain a total banking
relationship with a client to include short and long-term loans, demand and time deposit accounts, treasury management services,
short-term investments, and the personal banking of a firm's officers and employees. In addition to providing commercial banking
services, the Relationship Manager coordinates the sale and servicing of trust accounts, personal loans, leases, mortgages, and other
bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2018. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the Long Island market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set
35
LONG ISLAND MIDDLE MARKET LENDING Back to Top
Division: Commercial Banking
Location: Melville, NY

DEPARTMENT DESCRIPTION:
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise
known as the Middle Market. Relationship Managers (RMs) are responsible for managing the Banks high profile commercial banking
relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management
services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.
In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital
markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2018. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the Long Island market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

36
NEW JERSEY HEALTHCARE BANKING Back to Top
Division: Commercial Banking
Location: Paramus, NJ or Iselin, NJ

DEPARTMENT DESCRIPTION:
M&T Bank has served the healthcare industry for over 30 years, supported by a team of dedicated professionals in M&Ts Healthcare
Banking Group. Working exclusively with Health Systems and Hospitals, Senior Housing Communities, Skilled Nursing Facilities, Physician
Practices and other healthcare providers, our healthcare specialists can develop solutions tailored to meet an institutions banking
needs. M&T Healthcare Banking Relationship Managers work in concert with M&T Product Specialists to provide the optimal
combination of M&T products and services to best achieve our customers financial goals. Our professional team has provided clients;
Financing Solutions for Infrastructure, Construction and Acquisition Financing, Treasury Management Solutions, HUD and FNMA
Placement, Investment Banking, Insurance, Deposit Services, Card Programs, Investment/Trust Services, Pension Investments

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2018. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the New Jersey market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

37
NEW JERSEY MIDDLE MARKET LENDING Back to Top
Division: Commercial Banking
Location: Paramus, NJ

DEPARTMENT DESCRIPTION:
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise
known as the Middle Market. Relationship Managers (RMs) are responsible for managing the Banks high profile commercial banking
relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management
services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.
In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital
markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2018. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the New Jersey market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

38
NYC MIDDLE MARKET LENDING Back to Top
Division: Commercial Banking
Location: New York, NY

DEPARTMENT DESCRIPTION:
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise
known as the Middle Market. Relationship Managers (RMs) are responsible for managing the Banks high profile commercial banking
relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management
services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.
In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital
markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2018. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the NYC market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

39
PHILADELPHIA MIDDLE MARKET LENDING Back to Top
Division: Commercial Banking
Location: Philadelphia, PA

DEPARTMENT DESCRIPTION:
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise
known as the Middle Market. Relationship Managers (RMs) are responsible for managing the Banks high profile commercial banking
relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management
services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.
In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital
markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2018. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the Philadelphia market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

40
ROCHESTER MIDDLE MARKET LENDING Back to Top
Division: Commercial Banking
Location: Rochester, NY

DEPARTMENT DESCRIPTION:
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise
known as the Middle Market. Relationship Managers (RMs) are responsible for managing the Banks high profile commercial banking
relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management
services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.
In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital
markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2018. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the Rochester market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

41
WESTERN NY MIDDLE MARKET LENDING Back to Top
Division: Commercial Banking
Location: Buffalo, NY

DEPARTMENT DESCRIPTION:
The Commercial Banking division of M&T Bank focuses on mid-sized businesses with $10M-$500M in annual revenues, otherwise
known as the Middle Market. Relationship Managers (RMs) are responsible for managing the Banks high profile commercial banking
relationships by providing a wide range of banking services, including commercial loans, deposit accounts, treasury management
services, short-term investments, interest-rate risk management, and personal banking services for the firm's officers and employees.
In addition to providing commercial banking services, the RM is responsible for coordinating the sale of investment banking and capital
markets solutions, trust accounts, personal loans, leases, mortgages, and other bank services.

RMDP TRAINING:
The Executive Associate (EA) Relationship Management Development Program (RMDP) is designed to prepare individuals to become
successful Relationship Managers. The twelve (12) month program will begin in August 2018. RMDP includes a combination of
simulated case studies and on-the-job responsibilities, with regular rotations between the regional (home office) assignments and credit
analysis designed to further skill development. EA RMDPs may also be assigned work on specific Commercial Bank initiatives and special
projects. Participants will learn about the Banks unique credit culture and the commercial loan underwriting process, while developing
sales and relationship management skills. Participants will be exposed to senior management, as well as all functional areas of the Bank.

DUTIES / RESPONSIBILITIES:
Case studies will allow participants to:
Obtain knowledge of the banks credit underwriting and portfolio management practices
Improve strategic selling skills for interacting with external customers and collaborating with internal business partners
Responsibilities during the on-the-job portion of the program require participants to:
Meet or exceed quality and production standards set during two rotations with Loan Analysis for work on:
o Guarantor assessments, and Middle Market annual reviews and/or Commercial Real Estate property level reviews
Support Relationship Managers in assigned region through assistance with:
o Credit analysis and underwriting
o Portfolio management and monitoring of new and existing customers within the regional loan portfolio
o Attend client/prospect calls to gain a thorough understanding of the client/prospect and their business in order to
effectively assist in credit memos, annual reviews, renewals, and prospect conversions
Provide support on strategic and highly visible Commercial Bank initiatives
After graduation from the program, EA RMDPs will assume portfolio manager responsibilities, including managing commercial clients.
At a future point, the EA RMDP will be given sales goals and expectations, upon successful demonstration of business acumen and basic
RM skills and attributes. Responsibilities will then include:
Managing or building a portfolio of commercial loans and developing a relationship with these business owners
Analyzing financial statements, assessing credit risk, structuring loans and negotiating appropriate loan terms
Making recommendations to management of the Bank, as well as proposals to the company management
Cross-selling bank products and prospecting activities, including networking with centers of influence
Participating in civic and cultural organizations, and promoting and enhancing M&T Banks visibility in the local market

BASIC QUALIFICATIONS:
MBA degree required, outstanding academic credentials
Minimum 2 years of professional work experience, demonstrated leadership
Excellent written and verbal communication skills, strong analytical and quantitative skills
Authorized to work in the U.S. on a full-time, permanent basis without additional sponsorship

IDEAL QUALIFICATIONS:
Familiarity with or experience in the Western NY market preferred
Self-motivated, aptitude for sales and networking, strong interpersonal and problem solving skills
Background in finance and accounting, strong financial skill set

42