DIRECTOR OF TREASURY MANAGEMENT BUSINESS DEVELOPMENT Job at Old National Bank
Overview:
We are currently seeking a Treasury Management Business Development Director. Old National Bank’s Treasury Management (TM) Sales team is strategically managed at the corporate level but aligned with Line of Business (LOB) partners across the Bank’s footprint. The sales team is charged with generating new TM fee income from traditional payables and receivables products, as well as information reporting and Commercial card products. This team is also responsible for growing Commercial Deposits linked to TM services.
The Sales team owns execution of the TM go-to-market strategy, which includes sales proposals and presentations to new and existing clients, advising clients on optimizing cash flow, improving processes and Trade Working Capital, and providing client risk mitigating tools and services, leading to the realization of revenue. The Sales team is the face of TM to clients and LOB partners, working in a highly cohesive fashion with Relationship Managers and LOB teammates to insure a coordinated and effective “team” approach.
The Treasury Management Business Development Director is responsible for developing and implementing the Corporate TM sales strategy as well as the Corporate TM revenue growth strategy, working in concert with the TM Service and Implementation, Operations, TM Product Innovation, and TM Process Innovation teams. The Business Development Director is also responsible to oversee a team of Treasury Management Market Manager (TMMMs) and Treasury Management Consultants (TMCs) strategically and tactically. In addition, the role works closely with Commercial LOB leaders to identify strategic business opportunities and ways to execute them through deeper partnership at the global level. Activities include collaborating with the leaders to establish processes for all facets of treasury management sales activities, including development of new treasury management business, expansion of existing business relationships, and development of the sales role and team members to ensure an excellent client experience while complying with Bank risk policies and procedures. This position requires developing, monitoring, and managing the metrics associated with such goals at the corporate level. Additionally, the Director is responsible for enhancing the client experience through not only the sales and onboarding process, but also through the ongoing sale support efforts of the TMC, taking corrective action where needed.
Responsibilities:
Basic Responsibilities:
Old National is proud to be an equal opportunity employer focused on fostering an inclusive workplace and committed to hiring a workforce comprised of diverse backgrounds, cultures and thinking styles.
As such, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, status as a qualified individual with disability, sexual orientation, gender identity or any other characteristic protected by law.
We do not accept resumes from external staffing agencies or independent recruiters for any of our openings unless we have an agreement signed by the Head of Talent Acquisition, SVP, to fill a specific position
Old National Bank was established in 1834. Today, we are the largest financial services holding company with dual headquarters in Chicago and Evansville, IN. We provide an array of services to our clients which include Community Banking, Investments, and Wealth Management. At Old National, we believe that by helping our team members balance work life with home life, we create a more productive workforce and a stronger company.
We are currently seeking a Treasury Management Business Development Director. Old National Bank’s Treasury Management (TM) Sales team is strategically managed at the corporate level but aligned with Line of Business (LOB) partners across the Bank’s footprint. The sales team is charged with generating new TM fee income from traditional payables and receivables products, as well as information reporting and Commercial card products. This team is also responsible for growing Commercial Deposits linked to TM services.
The Sales team owns execution of the TM go-to-market strategy, which includes sales proposals and presentations to new and existing clients, advising clients on optimizing cash flow, improving processes and Trade Working Capital, and providing client risk mitigating tools and services, leading to the realization of revenue. The Sales team is the face of TM to clients and LOB partners, working in a highly cohesive fashion with Relationship Managers and LOB teammates to insure a coordinated and effective “team” approach.
The Treasury Management Business Development Director is responsible for developing and implementing the Corporate TM sales strategy as well as the Corporate TM revenue growth strategy, working in concert with the TM Service and Implementation, Operations, TM Product Innovation, and TM Process Innovation teams. The Business Development Director is also responsible to oversee a team of Treasury Management Market Manager (TMMMs) and Treasury Management Consultants (TMCs) strategically and tactically. In addition, the role works closely with Commercial LOB leaders to identify strategic business opportunities and ways to execute them through deeper partnership at the global level. Activities include collaborating with the leaders to establish processes for all facets of treasury management sales activities, including development of new treasury management business, expansion of existing business relationships, and development of the sales role and team members to ensure an excellent client experience while complying with Bank risk policies and procedures. This position requires developing, monitoring, and managing the metrics associated with such goals at the corporate level. Additionally, the Director is responsible for enhancing the client experience through not only the sales and onboarding process, but also through the ongoing sale support efforts of the TMC, taking corrective action where needed.
Responsibilities:
- Collaborate with senior leadership in all markets to strategize on how TM can help drive revenue, relationship management and business development efforts in conjunction with our commercial and retail business partners
- Lead the charge with TM/RM integration and relationship building to help foster strong LOB partners and Relationship Teams in all markets
- Ability to effectively communicate and influence senior leadership, region leadership, and other key leaders in each market at the corporate level, specifically the ability to define and lead business partners on key TM strategic needs, initiatives, changes, tactical plans and needed partnerships and dependencies pertinent to TM
- Emphasize and drive a culture of ethics, sales, continuous improvement, and a positive client experience for TM across the entire organization
- Provide and manage reporting on sales revenue, portfolio growth, exception pricing, fee waivers and refunds, attrition, realization, etc.
- Ensure expectations within the entire sales team that they understand client needs in terms of daily operations, cash application, cash conversion and working capital outcomes and providing a positive client experience and ease of doing business
- Ensure the MMs work with their teams on selling capabilities that are feasible and within the scope and ability of our systems and processes to meet client needs
- Set expectations of the MMs to build and execute client and portfolio growth plans
- Manage overall structure and expectations of how the sales division will generate and build deep pipelines, tactics, and expectations of closing pipeline quickly and effectively
Basic Responsibilities:
- Manage and insure productivity at the regional level of each Market Manager
- Monitor sales productivity trends to proactively change course and focus on new initiatives at the corporate level as needed
- Ensure a focus on the implementation of services by the commitment to creating a consistent best in class client experience and synchronization between “what was sold”, “what client expects” and “what client experiences” within the MM and TM Analyst Manager teams
- Work closely with Product Development/Innovation Director to review information on competition, trends, and new product offerings in the industry
- Manage significant client issues, uphold, and emphasize proper escalation processes and “own” the outcomes of issues around significant clients that are escalated from the MM
- Mitigate business risks while being accountable for issues when they arise
- Serve as TM subject matter expert and liaison to senior leadership at the corporate level and across all markets/regions
- Ensure adherence to company policy and procedures, especially with regards to legal, risk and compliance policies
- Perform additional duties as requested
Job Requirements:
- Bachelor’s degree in business related field (Finance, Economic, Accounting, or equivalent experience)
- CTP certification
- 5 or more years of proven successful leadership overseeing and leading teams at a regional or corporate level within Treasury Management and/or electronic payments industries
- 7 or more years of Banking and/or Treasury Management experience
- Proven experience as a change agent leader and in improving the results and quality of teams managed
- Proven ability to manage, develop and drive new business in Commercial and Community segments
- Strategic market development skills, and excellent strategic sales skills
- Strong management acumen with the ability to effectively lead diverse regional sales teams to new performance levels
- 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.
- Must be a highly motivated leader and be able to motivate the MMs and their teams, TM Analyst Manager and their team, peers, and influence business partners in other areas to achieve overall corporate goals
- Must possess proficiency in Microsoft Office products (i.e., Windows, Excel, PowerPoint)
- Experience developing and successfully implementing client retention strategies
Old National is proud to be an equal opportunity employer focused on fostering an inclusive workplace and committed to hiring a workforce comprised of diverse backgrounds, cultures and thinking styles.
As such, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, status as a qualified individual with disability, sexual orientation, gender identity or any other characteristic protected by law.
We do not accept resumes from external staffing agencies or independent recruiters for any of our openings unless we have an agreement signed by the Head of Talent Acquisition, SVP, to fill a specific position
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