Treasury Management Regional Sales Leader

First Horizon National Corp. Coral Gables , FL 33134

Posted 2 months ago

Business Overview

First Tennessee Bank Treasury Management (TM) Sales team is strategically aligned with Line of Business (LOB) partners across the Bank's footprint. The sales team is charged with generating new TM fee income from traditional payables and receivables products and Commercial card products. This team is also responsible for growing Commercial Deposits linked to TM services.

The Sales team owns execution of TM go-to-market strategy, which includes sales pitches to new clients, advising clients on optimizing cash flow and processes and the subsequent realization of sold revenue. The Sales teams are the face of TM to LOB partners and work in a highly cohesive fashion with Relationship Managers and LOB support teammates to insure a coordinated and effective "team" approach.

Position Overview:

The Regional Sales Leaders strategically and tactically oversee the team of Treasury Sales Officers and Sales Analysts within individual markets. The TMSL is responsible for developing TM revenue growth strategies for their markets in concert with the overall TM sales strategy and in concert with efforts from Product, On Boarding, Business Enablement and Risk. In addition the role works closely with market LOB leaders to identify strategic opportunities and ways to execute thru deeper partnership. Activities include establishing processes for all facets of treasury management sales activities, including development of new treasury management business, expansion of existing business relationships and the sales role in insuring excellent client experience while complying with Bank risk policies and procedures. This position requires setting, monitoring and managing the metrics associated with such goals, and taking corrective action where needed.

The TMSL will focus on many disciplines and strategies that the sales team will execute:

  • Develop strong revenue growth plans, supported by inspection routines and strategies for portfolio growth and revenue retention with direct report leaders, product partners and business partners.

  • Be aware of talent in their TM region and network and recruit aggressively and focus on developing current teammates and build a solid bench of internal and external sales talent.

  • Ability to effectively communicate and influence other key leaders within the Bank, specifically be able to lead LOB partners on key TM strategic needs, initiatives, changes, tactical plans and needed partnerships and dependencies pertinent to TM.

  • Build structure and expectations of how Sales team will generate and build deep pipelines, tactics and expectations of closing pipeline quickly and effectively.

  • Set expectations of executing quality client calls while meeting target call volume. Develop appropriate strategies for individual vs team calling; and build inspection/tracking mechanisms to ensure execution excellence and consistency.

  • Drive the teams to build and execute client and portfolio growth plans. Develop necessary routines of updating reporting and compliance items.

  • To be successful in the role, the TMSL must have a deep understanding of the Treasury industry, the competitive landscape of Financial Institutions and the role of TM as part of the Bank's operational and technology groups and the role of the product management and on boarding and service teams.

RequirementsBasic Responsibilities:

  • Manage Sales staff and insure productivity of their teams

  • Ability to act as Senior Manager and Senior Sales person with key clients as needed; share message of sales execution in the market

  • Monitor sales productivity trends to proactively change course and focus on new initiatives as needed

  • Emphasize and drive a culture of continuous improvement

  • Ensure expectations within the team that they understand client needs in terms of daily operations, cash application, cash conversion and working capital outcomes

  • Ensure the team works on selling capabilities that are feasible and within the scope and ability of our systems and processes to actually meet client needs

  • Ensure a focus on the implementation of services by the sales organization and commitment to creating a consistent top client experience and synchronization between "what was sold", "what client expects" and "what client experiences"

  • Advise management on forecast development and deliver revenue performance that is in line with forecast

  • Work closely as a senior partner with Product Management, Technology, Business Enablement and Operations teams

  • Work closely with Commercial Card Lead on the overall commercial card sales strategy

  • Provide training and education around success stories from all areas of the team to establish and reinforce best-practices

  • Execute on all facets of reporting needed by the Treasury Management Sales Head as well as other Senior Managers

  • Monitor significant client issues, uphold and emphasize proper escalation processes and "own" the outcomes of issues around significant clients

  • Mitigate business risks while being accountable for issues when they arise

  • Develop and execute onboarding and enrollment strategies that instill discipline and consistency and foster continuous improvement

  • Serve as subject matter expert and liaison to product management, technology, training, and other team members

  • Ensure adherence to company policy and procedures, especially with regards to legal, risk and compliance policies

  • Maintain a client-centric and "one-team" approach among the regional TM team and the Wholesale Bank as a whole; not just a solo focus on the sales team performance.

  • Perform additional duties as assigned.

Job Requirements:

  • Bachelor's degree in business related field (Finance, Economic, Accounting or equivalent experience). Master's degree in Accounting and or CTP certification a plus

  • 5 or more years of proven successful leadership overseeing and leading teams within Treasury Management, electronic payments, and/or Purchasing Card industries

  • 7 or more years of total Banking and or Treasury Management experience

  • Proven experience as a change agent leader and in improving the results and quality of teams managed

  • Proven ability to develop and drive new business in Commercial and Middle Market segments

  • Strategic market development skills, and excellent strategic sales skills

  • Strong management acumen with the ability to effectively lead a diverse sales team to new performance levels

  • Proven ability as a top notch recruiter of talent with a constant focus on developing deep bench and internal/external next gen prospects and own recruiting for Sales and be the face of TM in the markets

  • Ability to function effectively under pressure, in a fast-paced and complex environment as an individual contributor and leader

  • Excellent verbal and written communication skills and excellent interpersonal, communication and presentation skills.

  • Considerable tact, diplomacy and people skills.

  • Solid experience within electronic payment products and in leveraging Commercial Card products to drive results

  • Must be a highly motivated leader and be able to motivate her/his peers and influence partners in other areas to achieve goals

  • Should have proven success and experience around customer service and customer experience measures and initiatives

  • Must possess proficiency in Microsoft Office products (i.e., Windows, Excel, PowerPoint), and have working knowledge and/or underlying skills of Spreadsheets, white board sales, etc.

  • Travel is frequent with two to three weeks per month requiring presence in various markets

#LI-KK1

  • All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, gender stereo typing, and age. First Tennessee is an EO employer M/F/Vets/Disabled.

  • Please view Equal Employment Opportunity Posters provided by OFCCP her

See if you are a match!

See how well your resume matches up to this job - upload your resume now.

Find your dream job anywhere
with the LiveCareer app.
Download the
LiveCareer app and find
your dream job anywhere
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
MRetail Sales Leader

T-Mobile

Posted 1 week ago

VIEW JOBS 11/1/2018 12:00:00 AM 2019-01-30T00:00 Job Description Wanted: Boldness, Leadership, Enthusiasm. It's time to do something you love, work with a purpose, and take on a challenge like never before. Meet Metro by T-Mobile, a leading provider of unlimited 4G wireless services. Together with T-Mobile, we serve tens of millions of customers, and we're just getting started. When you join our team, you can make an incredible difference to your customers, and your co-workers. We're looking for boldness, enthusiasm, and a whole lot of passion. In exchange, we offer real career growth opportunities in a place where awesome work is rewarded. Responsibilities Retail Sales Leader Ready to put your leadership skills to the test? In this unique position, you're not just a sales expert. You're also a resource for your team, assisting with the administration and management of your store as you ensure that every customer experience is the best it can be. It takes confidence and a can-do-anything attitude. If that sounds like you, read on: * You're a pro at responding to sales and customer issues, whenever they arise * When the Store Manager is unavailable, you're in charge, coordinating and monitoring everything related to sales * You're ready at the drop of a hat to step in and help your sales team meet customer needs, whether it's speaking to the benefits of Metro by T-Mobile services, or spearheading a custom-fit solution for a particular customer * We'll also depend on you to help train and develop our sales team Qualifications Think you've got what it takes to help lead our team? It's not a role for just anyone—it's for challengers and high achievers like you. Here are a few things we're looking for: * At least two years of previous retail sales experience make all the difference in this role * A background in wireless communications is strongly encouraged * You're tech savvy and know how to help others learn and develop * Great communication comes naturally to you * A high school degree or GED is essential, and while it's not required, a college degree is a big plus * Our team will have your back at every turn, and it's important that you share that same level of commitment to them--that means having the availability to work typical retail hours, including weekends and holidays as needed If you've read this far and feel you're ready to make the move into this leadership role, then it's time to talk rewards for all your outstanding work. We offer: * Competitive base pay plus outstanding commission potential * Benefits for part-time and full-time associates * Medical, dental and vision benefits * Matching 401(k) * Generous paid time-off programs * Phone service discounts * Education reimbursement * Serious growth potential for your career This is the opportunity to do something special, and be part of a company revolutionizing the wireless industry. And we couldn't do it without the talent and leadership abilities of someone like you. So, what do you say? Isn't it time you explored what could be the career move of a lifetime? We invite you to apply today! Minimum Qualifications At least 18 years of ageLegally authorized to work in the United StatesHigh School Diploma or GED T-Mobile Coral Gables FL

Treasury Management Regional Sales Leader

First Horizon National Corp.