Overview:

The Commercial Division sales team provides top-tier service and banking products to the largest clients of M&T Bank. Our 21 sales businesses maintain separate areas of expertise but collaborate to ensure we collectively meet the full spectrum of our customers’ varied needs. Within the division, our imbedded Incentive Compensation (IC) team serves as a consulting partner for business leaders charged with driving behaviors and outcomes that produce a high-performing, profitable, and compliant sales team. 

 

The Lead Commercial Segment Support Analyst serves an integral role in ensuring a fair, accurate, transparent, and motivating incentive compensation program within the division. Key markers of success include flawless execution, continuous improvement of processes, customer service, and data-driven decisions. This highly visible role requires a unique combination of analytical ability, strategic thinking, and broad-based communication skills. 

Primary Responsibilities:

• Evaluate, design, execute, and monitor incentive compensation programs for Commercial sales teams, with a focus on building both proactive and reactive solutions as needs are identified. This includes both “primary” annual incentive programs as well as value-enhancing sub-programs (for example, riders for business referrals, cross-selling, lead generation, and the annual Presidents’ Council awards event). 

• Guide senior business leaders to effectively implement IC programs, in service of the broader goal of effective performance management. 

• Design and execute the annual sales goal-setting process. 

• Design ad-hoc and systemic analysis tools that effectively communicate sales results, incentive outcomes, and the interaction between the two.  

• Ensure complete and actionable communication of incentive programs and related insights to management, business partners, and IC plan participants. 

• Continuously build upon a store of enterprise, division, and business-level knowledge, supplemented with an awareness of market trends, to serve as an informed consultant to executive, senior, and mid-level business leaders.  

• Positively reflect the M&T Bank brand by supporting internal diversity, equity, and inclusion initiatives as well as engaging in external service to the local community. 

• Serve as a champion of M&T internal control standards, including design and implementation of risk management best practices in consultation with second-line risk colleagues. 

Managerial/Supervisory Responsibilities:

No direct supervisory authority. The ability to influence and lead within a cross-functional/matrixed work structure is critical.  

Education and Experience Required:

Bachelor's degree and minimum of 4 years' related business line experience, or in lieu of degree, a combined minimum of 8 years' higher education and/or work experience

Previous work leadership experience

M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $71,985.72 - $119,976.20 Annual (USD). The successful candidate’s particular combination of knowledge, skills, and experience will inform their specific compensation.

Location

Buffalo, New York