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Treasury Management Regional Sales Leader

at FTN Financial

Posted: 10/12/2019
Job Reference #: *C6465C679EE4CFE0

Job Description

Requisition Number

Post Date

Treasury Management Regional Sales Leader

Part Time?



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 an array of payables, receivables, on line 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 TM Sales Regional Sales Leader will oversee a team of Treasury Sales Officers and Sales Analysts as well as personally drive revenue by managing some level of portfolio and LOB/Market partners. The Team Lead is responsible for creating, supporting and socializing TM revenue growth strategies and tactics for their markets. In addition the role works closely with market LOB leaders to assist in identifying strategic opportunities and ways to execute thru deeper partnership. Activities include supporting established 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 monitoring and managing the metrics associated with such goals, and assisting in taking corrective action where needed.

The Regional Sales Leader will assist in many disciplines and strategies that the sales team will execute:
• Support and socialize revenue growth plans as created by the Regional Sales Manager, by inspection routines and strategies for portfolio growth and revenue retention with direct reports, product partners and business partners.
• Be aware of talent in their TM region and network and assist in recruitment
• Ability to effectively communicate with key leaders within region, specifically be able to support key TM strategic needs, initiatives, changes, tactical plans and needed partnerships and dependencies pertinent to TM.
• Assist Sales team to generate and build deep pipelines, tactics and expectations of closing pipeline quickly and effectively.
• Assist in execution of quality client calls while meeting regional target call volume. Assist in inspection/tracking mechanisms to ensure execution excellence and consistency.
• Assist the team to build and execute client and portfolio growth plans. Develop necessary routines of updating reporting and compliance items.

Basic Responsibilities:

• Manage Sales staff and insure productivity of their teams
• Ability to act as Senior Sales person with key clients as needed; share message of sales execution in the market as needed
• Emphasize a culture of continuous improvement
• Ensure expectations within the team that they understand client needs in terms of daily operations, cash application and cash conversion
• Ensure a focus on the implementation of services by the sales organization and commitment to creating a consistent top client experience
• Work closely as a partner with Product Management, Technology, Business Enablement and Operations teams
• Work closely with Treasury Sales Head and Commercial Card Lead on the execution of market commercial card sales strategy
• Execute on all facets of reporting needed by the Treasury Sales Head as well as other Senior Managers
• Monitor significant client issues, uphold and emphasize proper escalation processes
• Assist in onboarding and enrollment strategies that instill discipline and consistency and foster continuous improvement
• 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.
• Perform additional duties as assigned

• 4 year degree in business related field (Finance, Economic, Accounting or equivalent experience). MBA and or CTP certification a plus
• 2 or more years of proven successful leadership overseeing and leading teams within Commercial Lending, Treasury Management, electronic payments, and/or Purchasing Card industries
• 5 or more years of total Banking and or Treasury Management experience
• Proven ability to develop and drive new business in Commercial and Middle Market segments
• Excellent strategic sales skills
• Strong business acumen with the ability to effectively lead a diverse sales team
• 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
• 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.