Sr Treasury Management Sales Officer - Middle Market Banking

South State Bank•Richmond, VA

7d•Hybrid

About The Position

The SouthState story is one of steady growth, deep community roots, and an unwavering commitment to helping our customers move forward. Since our beginnings in the 1930s to becoming a trusted financial partner across the South and beyond - we are known for combining personal relationships with forward-thinking solutions. We are committed to helping our team members find their success while maintaining the integrity of our values: building trust, fostering lasting relationships and pursuing excellence. At SouthState, individual contributions are recognized, potential is cultivated and team members are inspired to achieve their greater purpose. Your future begins here!

Requirements

Bachelor's degree in business, finance, accounting, marketing, technology, or a related field; or equivalent experience.
10+ years of Treasury Management sales, commercial payments, commercial banking, or related client-facing experience, with demonstrated success serving complex Middle Market, Corporate, or specialty-industry relationships.
Experience leading consultative sales cycles, developing new business, expanding existing relationships, and working across cross-functional teams is required.
Advanced knowledge of Treasury Management products and services, commercial payments, receivables, liquidity management, information reporting, fraud mitigation, digital channels, account analysis, pricing, implementation, ERP and accounting system integration, data transmission, and applicable treasury and payments compliance requirements.
Knowledge of ACH rules and regulations and relevant banking regulations is expected.
Proven ability to lead complex client discovery, translate business and technical requirements into practical solutions, communicate with executive and functional stakeholders, develop persuasive proposals and presentations, negotiate effectively, manage a complex pipeline, and coordinate multiple detailed assignments with a high degree of accuracy.
Excellent written, oral, analytical, organizational, presentation, and relationship-building skills are required.

Nice To Haves

Graduate degree preferred.
Corporate and Investment Banking treasury sales experience is preferred.
Certified Treasury Professional (CTP), Certified Cash Manager (CCM), or another relevant treasury/payments certification is preferred.

Responsibilities

Own and execute the Treasury Management sales strategy for an assigned Middle Market portfolio, market, or coverage area, with accountability for new business development, relationship expansion, client retention, revenue, and deposit growth.
Partner proactively with Middle Market Relationship Managers, market leaders, and other lines of business to identify opportunities, develop account plans, generate qualified leads, conduct joint calls, and advance opportunities through the sales process.
Lead polished, professional, needs-based discovery conversations with client leadership and functional stakeholders, including treasury, finance, accounting, operations, accounts payable, accounts receivable, technology, and risk teams.
Evaluate current-state payment flows, receivables processes, liquidity and account structures, reporting needs, fraud controls, service-delivery requirements, and client technology environments to identify operating challenges and strategic opportunities.
Design and position holistic Treasury Management solutions across payables, receivables, liquidity management, information reporting, fraud prevention, digital banking, data transmission, ERP connectivity, commercial card, merchant services, and other relevant payment solutions.
Lead client presentations, demonstrations, proposals, pricing discussions, and negotiations; clearly articulate the business value, operational impact, implementation considerations, and risk controls associated with recommended solutions.
Develop and execute engagement plans for strategic Middle Market clients and prospects, including pre-call planning, stakeholder mapping, competitive strategy, solution design, pricing approach, and defined next steps.
Conduct regularly scheduled client reviews with key Treasury Management clients to gather feedback on existing services, review and update user permissions and account access, introduce relevant new products and services, and understand the client's goals, priorities, and anticipated needs for the future.
Manage a disciplined sales pipeline, maintain accurate opportunity data and calling activity, provide reliable forecasting, and follow through on commitments and next steps.
Coordinate with Product Management, Support and Implementation, Operations, Risk, Credit, Legal, and other partners to validate solution feasibility, address client requirements, and support a smooth implementation handoff and post-sale transition.
Review Requests for Proposals and Requests for Information; lead or coordinate pricing, solution development, written responses, and formal presentations in partnership with bankers and subject-matter experts.
Maintain strong knowledge of Treasury Management products, services, pricing, account analysis, service setup requirements, implementation processes, client digital platforms, file formats, data transmission methods, and related operational procedures.
Maintain awareness of competitor capabilities, industry trends, regulatory considerations, payment innovation, fraud threats, and market expectations that influence Middle Market client needs and buying decisions.
Gather and communicate feedback from clients, prospects, bankers, implementation teams, and support partners regarding product gaps, service opportunities, market trends, and enhancements to the Bank's Treasury Management offering.
Provide Treasury Management sales, product, discovery, and process training to Middle Market bankers and other internal partners as needed.
Build and maintain a strong external network across industries served, including clients, prospects, centers of influence, and industry associations, to support lead generation and market visibility.
Represent Treasury Management at client events, industry conferences, and market activities; travel throughout the assigned coverage area and elsewhere as business needs require.
Assist with annual client and operational exposure reviews and other special projects as assigned.
Accept other duties and responsibilities as assigned.