Description
As a member of the Corporate Banking management team, the Treasury Management Regional Sales Leader leads the Treasury Management Sales Officers across their assigned region. They will manage team's sales activities, revenue generation, and relationship building while exceeding client service expectations. Successfully sells commercial depository services and Treasury Management (TM) products in order to meet or exceed company-defined deposit growth, revenue and penetration goals. Develops trust and confidence through product knowledge and by demonstrating the benefits of Treasury Management solutions and how they simplify banking. Manages and grows a portfolio of mid-to-large-sized customer relationships and recommends solutions to optimize their TM operation. Monitors market conditions/trends and makes product and pricing recommendations to remain competitive. Strengthens relationships with key accounts and Centers of Influence in order to expand upon existing relationships and develop new business opportunities.
Essential Job Responsibilities
1. Works closely with Treasury Management Group Manager to establish goals to deliver on the financial plan and strategic objectives of established by Executive and Regional Leadership.
2. Strong collaboration with fellow Regional Treasury Management Leadership, TM Sales Support and Inside Sales Leadership, Cash Management Operations, Regional Presidents and Executive Leadership to execute on the long-term strategic direction of the Treasury Management program.
3. Develops and drives strategies related to sales growth, client retention, product enhancements training and development for their region.
4. Acts as primary Treasury Management representative to assigned accounts.
5. Consults with and supports business clients and team in order to provide the right treasury management solutions for their unique needs through:
a. In depth discussion to uncover pain points
b. Analysis of cash flow needs
c. Performing relationship reviews
d. Cross-selling additional products
6. Cultivates new business from existing and potential clients and cross-sells in order to meet client needs and deepen relationships.
7. Uses strong relationship-building skills to develop trust and confidence using product knowledge and by demonstrating the benefits of accelerating the collection of receivables, managing disbursements, combatting check fraud, utilizing excess cash, accessing information and simplifying banking.
8. Manages a typical portfolio of treasury management clients with annual fee income of $1.0 million or greater.
9. Generates year-over-year growth in treasury management fee income and deposit balances and meets annual goals for their region as established..
10. Oversees, develops and supports a team of Treasury Management Officers that successfully consult with and support business clients in order to provide the right treasury management solutions for their unique needs.
11. Coaches team to produce desired results in new business development, client retention, depository growth and revenue generation.
Guides team in the areas of:
a. Developing sales and prospecting plans
b. Identifying opportunities with targeted prospect base
c. Analyzing client cash flow needs
d. Developing and delivering proposals and relationship reviews
12. Develops client trust and confidence through product knowledge and demonstrating the benefits of accelerating the collection of receivables, managing disbursements, combating check fraud, utilizing excess cash, accessing information and simplifying banking.
13. Negotiates with clients to obtain optimal terms and conditions. Seeks additional approvals / exceptions as needed.
14. Develops new treasury management opportunities through strong collaborative partnerships across the organization (i.e., Corporate Banking, Financial Solutions, Wealth Management and First Commonwealth Insurance Agency).
15. Continuously strives to expand knowledge and enhance sales and relationship management skills.
16. Monitors team performance versus objectives on a regular basis; discusses the performance with manager on a frequent basis.
17. Maintains a thorough knowledge of the features and benefits of all treasury management products and services.
18. Assists team and clients in obtaining specialized services from other bank departments as necessary; provides help to clients with specific inquiries or service issues.
Bona Fide Occupational Qualifications
1. A Bachelor's degree in Business or Finance related field, and/or equivalent experience.
2. A minimum of five (5) years of Commercial Banking Treasury Management sales with proven leadership experience required.
3. Strong leadership and communication skills with the ability to influence others, as well as strong computer and analytical skills are necessary.
4. Certified Treasury Professional Certification preferred.
5. Must have a valid driver's license and be able to travel locally/regionally.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
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