PRIMARY PURPOSE OF JOB
The Treasury Management Manager is responsible for selling or refining the breadth of transaction services solutions to new and existing clients; soliciting new core commercial deposits; acting as relationship manager on all deposit/treasury management matters for customers as well as monitoring market conditions and trends to keep Southern Bank competitive.
EXPECTATIONS OF ALL SOUTHERN BANK TEAM MEMBERS
- Southern Bank team members are a family, rooted in the communities we serve and working together to be the best in our industry, utilizing innovative ideas and strong products. The Southern Bank Patch illustrates these ideals.
- Ensures the confidentiality of customer non-public personal information and secures information systems to comply with bank regulations.
ESSENTIAL FUNCTIONS AND PERFORMANCE AREAS
Sales
- Proactively coordinate and identify new prospects and calling plans by partnering with Branch Retail Managers and effectively evaluating client portfolios to achieve sales goals;
- Cross-sells treasury management products to existing customers. Responsible for expanding relationships for all treasury services to gain maximum client share of wallet;
- Maximize customer opportunity by building total relationship and cross-sell to other lines of business. Accountable for generating fee and margin revenue, new investment balances, cross-sell to other Treasury Solutions products and new DDA balances;
- Act as a trusted advisor to clients; understand their needs and recommend solutions to meet those needs;
- Makes cold calls to prospective customers via phone or in person, if needed, generates prospect lists, and cultivates referral sources;
- Attend joint meeting with clients and BRMs, Market team members, Community Bank Presidents and loan officers primarily via phone focusing on business banking sales segment;
- Act as the advocate across footprint to support and drive the value of Cash Management to existing and new to bank clients;
- Works closely with commercial lenders to ensure commercial deposits are gathered and treasury management products are sold to new commercial loan customers;
- Lead the cultivation and maintenance of a strong sales pipeline for treasury solutions;
- Develops and executes sales presentations for customers/prospects. This includes formal written and oral presentations in response to requests for proposals as well as in the regular course of business; and,
- Entertains clients at networking events, lunches, dinners, or other events as needed, which may require after hour attendance.
Operations
- Ensures the proper on-boarding on new treasury management customers with the help of the Treasury Management Specialists;
- Ensures that all departmental documents and activities are performed in compliance with applicable laws, regulations, policies, and procedures as applicable to this position, including completion of required compliance training.
- Tracks all sales-related activities as well as what is required by management;
- Obtains necessary documentation, account opening, and onboard for all Treasury Management products and cash management services;
- Creates and coordinates execution of all agreements in relation to all Treasury Management products and cash management services. Assists with training internal customers on all Treasury Management products;
- Schedules installation and training with external customers for all Treasury Management products via telephone, webinar, or onsite sessions; and,
- Assists with maintaining implementation procedures and Treasury Management product guides
Training
- Attend meetings and training as required to continue development and to enhance knowledge of cash management products, processes, and technologies; and,
- Aids in providing training and continuing education to lenders and retail associates to ensure they are current on treasury management products.
KNOWLEDGE, SKILLS AND ABILITIES
- Strong leadership and relationship building skills;
- Ability to effectively solve problems, present solutions and resolve conflicts;
- Strong interpersonal, verbal and written communication skills;
- Creative, analytical and takes initiative, along with a strong attention to detail;
- Ability to work on competing priorities in a fast paced environment with competing priorities;
- Experience with annual sales planning, forecasting, and competitive benchmarking;
- Experience creating, analyzing and delivering sales funnel performance reports;
- Self-starter and highly motivated;
- Excellent written and oral communication;
- MS Office programs; and,
- Ability to learn various banking systems in a quick and proficient manner.
EDUCATION, TRAINING AND EXPERIENCE REQUIREMENTS
- High School Diploma or equivalent;
- 1-3 years of applicable customer-facing experience; and,
- Bachelor's Degree in a business-related field preferred.
CORE COMPETENCIES
Family & Trust: Southern Bank team members build relationships based on trust and mutual respect, maintain an inclusive and honest environment and uphold integrity and transparency in all interactions.
Rooted & Service: Southern Bank team members are committed to serving customers, communities and teams with purpose, professionalism, and respect, while effectively communicating and actively listening to meet their needs.
Innovation & Strength: Southern Bank team members foster collaboration and continuous improvement, encourage visionary thinking, and strive for excellence to drive the organization forward.
Self-Motivated: Demonstrating a willingness to commit to ones work and to invest ones time, talent, and best efforts in accomplishing organizational goals.
Building Customer Loyalty: Effectively meeting customer needs; building productive customer relationships; taking responsibility for customer satisfaction and loyalty.
Sales Ability/Persuasiveness: Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.