Treasury Management Services Sales Consultant

Job Summary

The Treasury Management Sales Consultant is responsible for developing and executing the Bank’s Treasury Management sales strategy. The TM Sales Consultant is responsible for supporting banking partners in pursuit of new and existing business, including the expansion of business relationships, developing sales plans for existing clients and new business prospects.  The TM Sales Consultant collaborates with internal partners from various business lines and is at the forefront of representing treasury management adoption. The TM Sales Consultant supports banking partners in business development of new prospects and existing clients to promote all Treasury Management suite of products by meeting with clients, prospects, and bankers.  The TM Sales Consultant supports collaboration with the banking partners to support sales goals through periodic in person meetings, reviewing existing portfolios, providing sales consultation, providing support on client’s sales calls and overseeing the sales journey through delivery of services.

Essential Duties 

• Pursue and achieve the Bank’s business goals and strategic plan, and ensures the efficient and effective operation of TM Sales for the Bank, including in person meetings and business development activities.
• Support and lead large-scale client onboarding projects in a solutions focused end-to-end client experience to include all treasury management products to include (lockbox, Merchant Services, Corp Card)
• Partner with product partner experts in delivery of product presentation in person or virtual when needed in showcasing complex treasury products.

• Supports consultative sales conversations with new and existing clients to define the solutions to meet their goals and business objectives.
• Develop sales plans to identify the expansion and cross-sell opportunities of existing clients in conjunction with the banking partners by preparing sales calls in person with presentations as requested.
• Provides support on sales meetings for existing and prospective commercial clients at the request of Branch/Relationship Managers to develop new TM business.
• Promotes TM products to all areas of the Bank to help sell and support commercial clients to meet treasury management needs.
• Assist with the creation and presentment of proposals (e.g., RFP’s), sales proformas, preparing client presentations and providing technical expertise to internal and external clients.
• Collaborates with appropriate groups to ensure seamless onboarding in support of new/existing clients and services.
• Educate internal partners by holding periodic training meetings to continue to promote FMB’s product capabilities.
• Provide market feedback to TM Sales Manager in the development of new product solutions and the enhancement of existing product and services.
• Assist internal partners in organizing and conducting annual relationship reviews with Relationship/Branch Manager to ensure TM products and services are meeting client’s needs (e.g., pricing review, future state of business).
• Responsible for tracking all sales efforts through CRM, including sales calls, pending client follow-up and won sales opportunities.
• Perform other duties/projects as assigned by Management.
• Demonstrates personal initiative and is a positive example for others to emulate.
• Maintain knowledge of the latest in application/hardware/software technology related to the electronic banking channel.

Complies with all State and Federal Banking regulatory requirements, including but not limited to: BSA, Anti-Money Laundering OFAC, CIP, Financial Elder Abuse Reporting, Sexual Harassment, Information Security and privacy requirements.  Acts as the control point for the office to ensure that all CIP, BSA, OFAC requirements, procedures and timeframes are met.

Required Knowledge

• Regulation CC
• Regulation D
• Regulation DD
• Regulation E (EFT) Overview 
• Bank Secrecy Act
• Privacy Act
• FFIEC
• FDIC Insurance 

Basic Knowledge, Skills and Abilities

• Proficient in MS Office; Word, Excel, PowerPoint
• Knowledge and understanding of bank payment systems, treasury management solutions and competitive practices
• Proficient in Treasury Management products/services
• Highly motivated and self-driven individual who can think strategically, operate independently and take accountability for the function
• Ability to motivate, influence and collaborate with others both internally and externally
• Experience with effectively managing commercial account relationships and consulting client best practices and operations to identify deficiencies to develop and facilitate the implementation of effective solutions.
• Analytical, problem solving, excellent customer service, organizational and interpersonal skills. Excellent written and verbal communication skills required to lead, develop and present effective sales proposals with the propensity to learn new technologies and skills quickly
• Travel, as required to be in market majority of the time
• Demonstrates a commitment to Client Relationship Building in all areas of job performance
• Respectfully communicates with Management and Co-workers

Officer Title Eligibility

For qualified positions, the Bank may designate an Officer Title to an employee who seeks and/or meets defined competencies for an eligible position. This position qualifies for the officer title(s) Assistant Vice President, Vice President.

Equipment Operated 

• Desktop/Laptop Computers 
• 10 Key Machines
• Standard Office Equipment (copiers, fax machines) 

Physical Requirements & Work Environment 

• Requires sitting for prolong periods of time
• Requires lifting up to 5lb
• Office setting w/controlled temperature 

Education & Experience 

• Bachelor’s Degree or equivalent preferred but not required
• Preferred candidate must have five (5) years of relevant Treasury Management product knowledge, operations, and sales training 

As a part of the Bank’s internal control systems, employees holding sensitive positions are required to be absent from their duties for a minimum of two consecutive weeks each year.  This position has been deemed to meet the test for a sensitive position, and therefore you will be required to meet the minimum absence requirement every year.

This job description is not intended to be all-inclusive, and employees will be required to perform additional related work duties as assigned by their immediate supervisor and/or management.

Farmers and Merchants Bank of Long Beach reserves the right to revise or change job duties and responsibilities as the need arises.  This job description does not constitute a written or implied contract of employment.