Commercial Merchant Sales Consultant II

Primary Responsibilities

• Meet with existing commercial clients to deepen relationships, identify additional revenue opportunities, and ensure successful delivery and servicing of Merchant Services solutions.
• Develop new business opportunities through a consultative sales approach focused on merchant acquiring, payment acceptance, ecommerce, integrated receivables, business-to-business payments, and emerging payment technologies.
• Manage all phases of the sales process, including lead generation, prospect qualification, discovery, solution design, proposal development, pricing analysis, contract negotiation, implementation support, and ongoing relationship management.
• Analyze client payment processing environments, business operations, merchant statements, and cost structures to identify opportunities for optimization and recommend customized payment solutions.
• Prepare and deliver sales presentations, executive business reviews, and proposals for both internal and external audiences, demonstrating the value of Merchant Services products and industry-specific payment strategies.
• Partner with Relationship Managers, Treasury Management Consultants, and other line-of-business partners to identify opportunities, develop joint calling strategies, and increase merchant services penetration within the commercial banking portfolio.
• Serve as a payment industry expert by providing consultative guidance on card acceptance, interchange optimization, integrated payment solutions, payment security, fraud mitigation, and emerging market trends.
• Review and analyze merchant pricing structures and competitive offerings, making strategic recommendations that align client needs with profitability objectives.
• Aid in the execution of market strategies, achieving sales goals, and driving revenue growth across assigned territories and industry verticals.
• Collaborate with product, implementation, underwriting, risk, operations, and service teams to ensure a seamless client experience throughout the sales and onboarding process.
• Provide training, coaching, and mentorship to less experienced Merchant Services sales professionals and banking partners.

Scope of Responsibilities

• This position reports to the Commercial Merchant Sales Regional Manager and is responsible for contributing to the development, expansion, and retention of the Bank's Merchant Services business.
• The role supports strategic planning initiatives, revenue growth objectives, and market expansion efforts.
• Works closely with Relationship Managers, Treasury Management Consultants, Commercial Banking leadership, Product Management, and Executive-level client decision-makers.
• Serves as a subject matter expert in Merchant Services, payment acceptance solutions, ecommerce technologies, integrated payment platforms, and industry best practices.
• Provides leadership and strategic direction in support of the Bank's commercial payments and merchant acquiring strategy.

Education and Experience Required

• Bachelor’s degree and 5 years Commercial Payment Sales experience or comparable banking experience, OR in lieu of a degree, 4 years relevant work experience.

Education and Experience Preferred

• Certified Payments Professional (CPP), Certified Treasury Professional (CTP), or equivalent payments industry certification preferred.
• Experience selling Merchant Services solutions to middle-market and large commercial clients.
• Strong knowledge of payment processing, merchant acquiring, interchange pricing, ecommerce solutions, integrated payments, and commercial banking products.
• Demonstrated success in consultative sales, relationship management, and cross-functional business development within commercial banking environments.

Pay Range

M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $119,500.00 - $199,100.00 Annual (USD).