Treasury Management Sales

POSITION SUMMARY:

This position is responsible for driving new business through the sales of treasury services offered by the F&M. In this highly visible role, the person will be responsible for analyzing new and existing business clients to determine what treasury management products and services would enhance their current business module. This role will work as a liaison between the client, commercial bankers, customer relation bankers, and other service departments that work to support service issues and monitor the on-boarding process. Will work with internal partners to understand clients and prospects business environments, strategies and industries to best determine the financial needs and appropriate treasury management solutions to provide. This can be accomplished through customized sales proposals, conducting cost/benefit analyses, building multiple pricing scenarios and identifying pricing improvements and margin opportunities. Participates in customer calls as appropriate and provides pre and post-sale client support.

OBJECTIVES OF THIS ROLE:

• Partners with commercial bankers to identify treasury management opportunities for new and existing business clients. Works together with the commercial bankers to schedule and conduct sales calls to determine specific treasury management and online banking needs and follows up with proposals
• Demonstrate ability to identify client needs and the ability to present working capital solutions to clients and prospects.
• Complete understanding of all Treasury Management and online banking features, along with processes to create pricing proposals and setup for all new and existing clients.
• Demonstrate ability to understand payment and commerce solutions/processes.
• Maintain open lines of communications with commercial bankers and CRB’s both individually and as a group.

RESPONSIBILITIES:

• Reviews and ensures the completeness, accuracy and adequacy of signed customer agreements, maintenance requests and cancelation forms.
• Understand and comply with requirements of all laws and regulations applicable to the position.
• Expected to develop personal relationships with C-suite and senior management decision makers at client and prospect organizations.
• Understand competitions' capabilities and gaps
• Prepare and deliver periodic client reviews 
• Accountable for the development of a sales pipeline of both new and cross-sell opportunities and appropriately managing those to a win/loss decision.
• Devise and execute a plan to exceed sales goals.
• Understand and communicate implementation timeline to align with client expectations and deliver timely resolution of client issues.
• Review sales goals with commercial bankers and CRB’s and ensure they are advised of calling strategies.
• Educate and advise F&M employees of new TM product development initiatives.
• Partner with Commercial Bankers and CRB’s to provide recommendations on sales opportunities to include sales to new prospects and cross-sell opportunities to new and existing clients.
• Regional and/overnight travel may be required.

 QUALIFICATIONS: EDUCATION and/or EXPERIENCE

• Bachelor’s degree (B.A.) in business, finance or related field or Certified Treasury Professional (CTP) Certification required

 OR

• 5 years of related Treasury Management experience and/or training; or the equivalent combination of education and experience. Educational experience, through in-house training sessions, formal school or financial industry related curriculum, should be applicable to the financial industry.
• CTP certification is strongly encouraged.
• Demonstrated record of consistently exceeding performance goals.

ADDITIONAL REQUIREMENTS: KNOWLEDGE AND SKILLS

• Strong written and oral communication skills. Must be able to effectively communicate with staff, bank clients, auditors, and outside vendors.
• Excellent oral and written skills.
• Collaboration – Ability to work across departments as needed.  
• Excellent organizational and time management skills.
• Possess a strong desire to constantly strive to improve oneself.
• Must have strong client interaction skills and has demonstrated the ability to influence the outcome of a sales process.
• Basic understanding of financial statement analysis.
• Commercial and consumer lending is a plus.
• Requires aptitude of powerful presentations and negotiation skills with internal and external clients.
• Ability to build new and existing client relationships.
• Ability to evaluate client needs.
• Demonstrated knowledge of a wide array of treasury management products and solutions.
• Technical Treasury Management competencies.
• Ability to effectively coach staff members
• Capable of handling customer and teammate contact situations tactfully and professionally.

COMPLIANCE:

• As generally applicable to F&M Bank and commensurate with these job functions, this job role includes accountabilities for following Bank policies and related procedures, as well as regulatory requirements involving federal and state laws, regulations, and related guidance.
• Compliance with Bank Secrecy Act (BSA), including accurate completion of Currency Transaction Reports (CTR) when applicable, Anti-Money Laundering Act (AML), Office of Foreign Asset Control (OFAC) and the USA PATRIOT Act. Adhere to Customer Identification, Customer Due Diligence and reporting of suspicious activities to the BSA Department.

EXEMPT/SALARIED COMPETENCIES:

• Job Knowledge: Understands duties and responsibilities, possesses necessary job knowledge and technical skills, maintains job knowledge current.
• Productivity: Manages a fair workload, volunteers for additional work, prioritizes tasks, develops good work procedures, manages time well, and handles information flow.
• Quality: Is attentive to detail and accuracy, is committed to excellence, looks for improvements continuously, monitors quality levels, finds root cause of quality problems, owns/acts on quality problems.
• Self-Development: Seeks out and accepts feedback, is a proactive learner, takes on tough assignments to improve skills, keeps knowledge and skills up to date, turns mistakes into learning opportunities.
• Adaptability: Ability to plan and organize work in new or changing situations, to apply self in emergencies and to respond to new procedures.