Description
Consults with and supports business clients in order to provide the right treasury management solutions for their unique needs. Using strong relationship-building skills, develops trust and confidence through product knowledge and by demonstrating the benefits of accelerating the collection of receivables, managing disbursements, combating check fraud, utilizing excess cash, accessing information, and simplifying their banking. Manages a typical portfolio of treasury management clients with annual fee income of $1.0 million or greater. Generates year-over-year growth in treasury management fee income and deposit balances, and meets annual goals established by management. Assumes a leadership role and acts as a mentor to Treasury Management Consultant.
Essential Job Responsibilities
1. Acts as primary Treasury Management representative to assigned accounts. Manage TMC portfolio report to help identify top clients, growth opportunities and drive incremental revenue to the Bank by limiting ECRs, fees and waiver exceptions.
2. Protects NIM by managing exception rates to ensure profitability is maintained in a fluctuating interest rate environment.
3. Generates year-over-year growth in treasury management fee income and deposit balances, and meets annual goals established by management. Fee revenue includes new Treasury Management revenue, price lifts, merchant revenue and corporate card / p-card production.
4. Identifies cross-sell opportunities for existing and potential clients to meet needs and deepen relationships.
5. Responsible for uncovering loan only clients without treasury management to develop an action plan to move their full operating business to FCB.
6. Manages individual market business plan to track sales performance against assigned objectives on a consistent basis; discusses the performance during Quarterly Strategy Meetings with leadership.
7. Manages deal flow rate through pipeline and calling activities timely in the CRM tool. Develop strategies to move “no-decision” opportunities
8. Stays informed of roadmap objectives to create and manage lead list in the CMR tool.
9. Consults with business clients in order to provide the right treasury management solutions for their unique needs through:
a. In depth discussions to uncover and solve for pain points
b. Analysis of cash flow needs using working capital strategies
c. Leveraging business intelligence tools and Call Prep doc to perform strategic reviews
10. Negotiates with clients to obtain optimal terms and conditions. Seeks additional approvals/exceptions as needed.
11. Leverages strong relationship-building skills, develops trust and confidence through product knowledge and by demonstrating the benefits of accelerating the collection of receivables, managing disbursements, combating check fraud, utilizing excess cash, cash forecasting, day to day cash positioning and streamline internal processes.
12. Assumes a leadership role by acting as a mentor and/or team leader to Treasury Management Consultants and Treasury Management Support Associates.
13. Assists with onboarding and training new hires.
14. Continuously strives to build upon knowledge and skills through stretch assignments and mentorship.
15. Develops and leverages Treasury Management Support Associate to manage day-to-day requests, identify additional opportunities and conduct Service Reviews.
16. Partners with Treasury Management Support Associates to validate the profitability of treasury management relationships by routinely monitoring new sale audits, exception pricing/parameters and waivers.
17. Collaborates with Corporate and Business Bankers, Office Managers, Customer Service and Operations, and leads joint calling efforts.
18. Develops new treasury management opportunities through strong collaborative partnerships across the organization (i.e., Branch Network, Wealth Management, First Commonwealth Insurance Agency).
19. Grows and strengthens Centers of Influence by participating in various community activities, civic and charitable organizations.
20. Collaborates with other bank departments as necessary to ensure all client inquires and/or service issues are addressed and answered.
Bona Fide Occupational Qualifications
1. A Bachelor's degree in Business or Finance related field, and/or equivalent experience
2. A minimum of eight (8) years Commercial Banking experience with proven treasury management sales experience.
3. Exceptional leadership and communication skills with the ability to influence others, as well as strong computer and analytical skills are necessary
4. Certified Treasury Professional Certification preferred
5. Must have a valid driver's license and be able to travel locally/regionally
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
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