Treasury Management Area Manager

Treasury Management Area Manager

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General Function:

This is a key leadership position responsible for coordinating the success of the Treasury Management team for a defined region. The general responsibilities include: successful attainment of plan related to TMP&L. Sales management. Generation of revenue (with a sense of urgency) from the sales of treasury management solutions. Recruiting new talent (both inside and outside of the organization). Development of a professional and highly consultative team.

Coordination of TM solutions education for employees in defined region, and ensuring the timely implementation of TM solutions sold.

Responsible and accountable for risk by openly exchanging ideas and opinions, elevating concerns, and personally following policies and procedures as defined. Accountable for always doing the right thing for customers and colleagues, and ensures that actions and behaviors drive a positive customer experience. While operating within the Bank's risk appetite, achieves results by consistently identifying, assessing, managing, monitoring, and reporting risks of all types.

Essential Duties and Responsibilities:

• Attainment of plan related to TM P&L.
• Work with senior management of the region to establish group and individual sales goals to ensure correlation with affiliate financial plan.
• Work with senior management of the region to assign individual Treasury Management Officer (TMOs) personnel to appropriate Relationship Managers/Team/Groups.
• Identify and implement new revenue opportunities using Working Capital analysis and tools.
• Actively call on top prospects and top customers with TMOs.
• Devise and implement calling strategy for TMOs to meet call quotas.
• Access available resources to generate cross-sell opportunities and price increases.
• Review and discuss weekly reports (closed business, implementation, and pipelines) with team and regional senior/executive management.
• Review P&L/financials (monthly/quarterly) with assigned affiliate, regional, and Bancorp TM management.
• Review and submit all requisite TM incentive pay information in coordination with senior management of the assigned region.
• Provide marketplace feedback and recommendations to product development staff.
• Sales of Treasury Management Solutions (with a sense of urgency).
• Devise and execute plan to achieve revenue growth aligned with overall financial plans for assigned region.
• Assist assigned teams in meeting departmental revenue growth goals (business service charges and deposits).
• Demonstrate proficiency in the proposal and closure of TM solutions process embracing the Working Capital analysis tools and terminology.
• Demonstrate ability to recognize and engage on creative TM solution offerings.
• Demonstrate ability to identify and target prospects.
• Regional sales strategy formation.
• Devise, implement, drive, and monitor a sales strategy unique to the managed market area.
• Develop, implement, drive, and monitor unique sales strategies for TM solutions that will achieve or exceed the revenue growth goals for an assigned market area.
• Go beyond traditional boundaries by identifying prospective clients within your area and implement, drive, and monitor the success of unique TM solutions that may have applicability to their unique industry {i.e. CPS, Dynamic Discounting, Commercial Card, Lockbox, etc.}.
• Plan and participate in various industry-related meetings within assigned regions to build personal awareness of the market, competition, and opportunities.
• Organize one client event per market per year that showcases our TM solutions and drives revenue for the affiliate
• Recruiting and top-grading.
• Ensuring each TMO role in assigned regions is staffed with a knowledgeable, highly consultative, dynamic, aggressive, and creative individual focused on solution offerings.
• Joint calling to assess sales skill levels and working capital analysis skills of individual TM sales team members.
• Ensuring that a pipeline of TMO talent in the marketplace is maintained at all times.
• Ensure employees complete specified TM solution training and eLearning.
• Working with & encouraging individual TMOs in assigned markets to obtain CTP designation.
• Consistent periodic review of sales results relative to P&L goals; establish training plans and corrective action plans for those not achieving desired results.
• Relationship group assignment.
• Maintain strong lines of communications with senior leadership and RM teams as a group.
• Review significant and impactful opportunities with senior leadership and RMs teams.
• Inform RMs of new solutions and their development schedules.
• Become familiar with nuances of business specialty groups.
• Customer service.
• Ensure assigned teams provide the timely resolution of customer issues and questions.
• Ensure TMOs are engaging/using the appropriate service support centers.
• Develop knowledge of…