First Horizon National Corp. Coral Gables , FL 33134
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.
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.
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.
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
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.
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