Treasury Management Sales Leader in Knoxville, TN at First Tennessee Bank

Date Posted: 8/30/2019

Job Snapshot

Job Description

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 wit 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 overall TM sales strategy and in concert with efforts from Product, 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 on in ensuring excellent client experience while complying with Bank risk policies and procedures.

This positions setting, monitoring and managing the metrics associates with such goals, and taking corrective action when 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 strong bench of internal 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 individual vs team calling; and build inspection/tracking mechanisms to ensure execution of 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 understandings of the Treasury industry, the competitive landscape of Financial Institutions and the role of TM as part of the Bank’s operation and technology groups and the role of the product management and onboarding and service teams.
Requirements Job Requirements

• 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 expectations within the team that they understand client needs in terms of daily operation, 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 ours systems and processes to actually meet client needs
• Ensure 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 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 and Business Enablement and Operation 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 the 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, Economics, 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 divers 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 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 proficient 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

Note: This position can be located in Knoxville or Chattanooga

Schedule: Monday - Friday 8:00am-5:00pm

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  • 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