The Treasury Sales Officer is responsible for effectively selling the Bank's depository and treasury solutions services to existing and prospective Community & Business Banking clients, either in conjunction with Relationship Managers or on an individual basis, achieving deposit and fee income goals and solidifying customer retention efforts by providing a superior level of relationship management and customer service.
This position contacts prospective customers in order to develop new treasury business. Manages relationships with existing customers to ensure proper servicing of accounts and to expand existing business. Prepares sales presentations, explains services offered, and recommends services which would benefit clients. Identifies opportunities to cross-sell other products and services. Meets or exceeds set deposit goals. Ensures the proper installation of treasury solutions services.
Must be a team player, have the ability to work under pressure, have a professional image and be able to resolve problems and conflicts. Must possess strong and advanced business communications skills such as advanced writing, listening, delivering sales proposals, and have basic office and mathematics skills, and customer service skills. Possession of professional skills such as report writing, basic statistics, effective presentation skills and creative skills are required.
The physical demands described are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is frequently required to sit; use hands or fingers to handle or feel objects, tools or controls, reach with hands and arms, and talk or hear. The employee is occasionally required to walk. The employee must occasionally lift and /or move up to 25 pounds. Specific vision abilities required by this job include close vision, peripheral vision, depth perception and the ability to focus.
There is minimum discomfort from noise in this area. Detailed instructions and procedures to be followed in a potentially hazardous condition (i.e. robbery) are provided to minimize the risk.
Achieve/exceed key objectives and goals in, business development, client retention, deposit growth, portfolio quality, and fee income, cross sales, referrals, client satisfaction, and knowledge of comprehensive treasury management solutions. Proven track record for developing new sales, closing sales and achieving annual objectives for treasury management sales goals, fee income generation, cross sales and referrals.
Call on new and existing commercial clients to develop and close treasury management sales business. Proactively review assigned client base and identifies deposit and treasury management services solutions and cross-sale opportunities based on customer needs and completes the sale. Refers and engages business partners (i.e. commercial lending, branches, wealth and insurance, etc.), as appropriate.
Develop treasury solutions sales proposals and pricing pro formas for prospective and existing clients to further develop and strengthen business relationships.
Conduct annual treasury management reviews for top tier business clients.
Maintain up to date and thorough knowledge of treasury management sales programs, products and services, as well as applicable federal and state regulatory and compliance requirements.
Serve as the subject matter expert for treasury management products and services, delivers internal treasury management presentations, and actively participates in sales meetings, joint call planning and prospect development, in partnership with region's commercial lending and branch calling officers.
Partner with commercial lenders and branch calling officers in pre-proposal discussions to fully understand client needs and shape preferred solutions.
Actively participate in joint client and prospect calls and presentations with commercial lenders and branch sales officers to further business development and sales efforts; leads treasury management discussions with clients and prospects, identifying and assessing client needs and challenges and communicating features/benefits of Bank programs, treasury management products and services.
Prepare contracts and implementation documentation, in accordance with all account opening, account ownership verification and treasury management services set-up processes; reviews and checks documents for completeness, accuracy and conformance with applicable rules/regulations and procedural requirements.
Directly responsible for managing and retention of client's operating business by ensuring client satisfaction.
Provides an exceptional level of quality service for internal and external customers.
Ability to assess customer needs and understand customer requirements, translating into sales deliverables across a wide array of treasury management products and technologies.
Proven ability to develop and maintain open, professional, positive and productive relationships; demonstrate cooperative behavior with management, business partners, customers and co-workers, and work effectively as a team member.
Strong functional and technical knowledge of existing and developing treasury management services, documentation and internet technologies.
Strong working knowledge of all products, services and programs; with demonstrated sales and business development skills.
Strong ability to maintain and manage personal composure when confronted with a difficult situation and/or customer, with the ability to provide information, data, advice and solutions, as well as gain trust and respect.
Excellent listening, verbal, written and business communication skills, delivered in person, via phone or email, including effective questioning strategies, negotiations skills, presentation techniques and training delivery skills; with the ability to read, write, speak and understand English well.
Demonstrated organizational and time management skills with the ability to effectively multitask, complete assignments and meet deadlines in a timely manner.
Ability to work independently, under limited direction/supervision, exercising independent judgment, referencing available resources, and demonstrating a high level of accuracy and attention to detail.
Unquestionable integrity and demonstrated ability to maintain confidentiality in handling sensitive and confidential information required.
Maintains in-depth knowledge and ensures compliance with applicable regulatory requirements, and follows all Bank policies, procedures and guidelines.
Advanced PC experience using MS Office products (Word, Excel, Outlook, Adobe), with the ability to adapt to learn and support new products and technologies quickly.
Perform all other duties as assigned.
Bachelor's degree, or equivalent work experience,
Minimum of five years of prior treasury sales or equivalent experience,
Eight or more years of sales experience in the commercial banking industry,
Strong understanding of treasury products including more complex offerings such as Payments, Integrated Receivables (lockbox), Commercial Card and Escrow Management,
Working knowledge of working capital concepts, relationship pricing and deal flow management, and
History of meeting and exceeding deposit and revenue goals and the ability to call independently.
CTP or other financial industry certifications preferred,
Strong knowledge of treasury products,
Expert sales and new business development skills,
Excellent customer service/relations skills, and
Excellent presentation, verbal and written communication skills.