Treasury Management Cnslt, Sr

Old National Bank•Beachwood, OH

10h•Onsite

About The Position

Old National Bank has been serving clients and communities since 1834. With over $70 billion in total assets, we are a regional powerhouse deeply rooted in the communities we serve. As a trusted partner, we thrive on helping our clients achieve their goals and dreams, and we are committed to social responsibility and investing in our communities through volunteering and charitable giving. We continually seek highly motivated and talented individuals as our people are critical to our success. In return, we offer competitive compensation with our salary and incentive program, in addition to medical, dental, and vision insurance. 401K, continuing education opportunities and an employee assistance program are also included in our benefit suite. Old National also offers a variety of Impact Network Groups led by team members who are passionate about driving engagement, creating awareness of diverse backgrounds and experiences, and building inclusion across the organization. We offer a unique opportunity to join a growing, community and client-focused company that is firmly rooted in its core values.

Requirements

BS/BA degree in Business/Finance preferred or H.S. diploma/GED with equivalent experience.
5-10 years of banking experience preferred with 3-5 years of experience in treasury management sales, service and/or support – Corporate expertise preferred.
2 years of sales/business development experience preferred.
Sufficient and demonstrated knowledge and understanding of bank payment systems, treasury management solutions and competitive practices.
Possesses knowledge and understanding of numerous Treasury Management products in conjunction with ONB’s business model and strategic plan in addition to adhering to established policies, procedures and/or regulations.
CTP Certification preferred or commitment to obtain certification.
Demonstrated willingness to learn, implement feedback and act.
Demonstrated ability to develop strong working relationships with clients and internal partners.
Demonstrated client service experience required (phone and face-to-face); track record of client interactions and proactive solution development.
Ability to work with multiple clients simultaneously, managing time in a fast-paced environment and applicable resources to ensure work is completed efficiently and within established timeframes; manage projects efficiently and effectively.
Strong problem-solving and critical thinking aptitude; thorough and timely follow-up skills with the ability to make independent decisions based on researched conclusions.
Ability to manage matters that may have additional complexity or uncertainty, and adapt to new and different circumstances, including supporting different TM (Sales) Consultants with different work styles.
Proven track record of client interactions and proactive solution development.
Excellent written and oral communication skills; able to communicate effectively with all levels in and outside of the organization.
Demonstrated ability to grow and develop and/or manage (retain) an assigned (or segment) client portfolio.
Ability to work well with others in a collaborative environment as well as the ability to work independently with little supervision or day-to-day guidance.
Fluent with Microsoft Office programs and well as unique Treasury Management software/system knowledge, ONB’s system is preferred.
Position may require the need to travel to other Old National, prospect, new, or existing client or meeting locations.

Nice To Haves

Corporate expertise preferred.
CTP Certification preferred or commitment to obtain certification.
ONB’s system is preferred.

Responsibilities

Achieve Sales Targets: Devise and execute plan to achieve sales goals and drive fee income to the assigned segment and territory. The plan should include a prospect calling strategy and cross-sell strategy depending on the focus – external/new clients or existing portfolio – to current TM clients and new bank relationships.
Perform and lead either new or existing client call preparation, Business Process Reviews, proposal generation, presentations, relationship reviews, client and industry trend analysis, working capital analysis and interpretation, and pricing proforma.
Analyze client financial statements and use industry benchmarks to provide insight regarding the client/prospect Cash Flow/Cash Conversion Cycle to help develop the relationship and/or retention strategy.
Demonstrate proficiency in knowledge of all TM solutions and their benefits to clients/prospects.
Identify new or existing client needs, prepare a thorough proposal and present customized client-focused TM solutions that include working capital analysis (cash flow, benchmarking).
Work jointly with cross-functional team and assist in overall solution development and value proposition.
Persuasively communicate Old National’s value-add proposition to both internal and external clients to influence sales outcomes.
Understand the competition capabilities/gaps and how to position Old National.
Externally focused TMCs should actively manage and maintain a new client or bringing TM to a current client via a sales pipeline; Existing Portfolio TMCs will also do this as well as primarily focus on retaining clients and cross selling.
Review External Facing and/or Existing Portfolio TM sales goals with RMs and other calling (or internal) partners to ensure they are aware of strategies and calling plans.
Attend prospecting, new or existing client calls virtually and in-person as well as client events, board meetings (would present and serve as a resource for the client during the client’s board meetings).
Participate in relevant and related business conferences to ensure up-to-date industry knowledge.
Demonstrates the successful expansion of existing relationships, management of risk, responsiveness to client needs, and independent execution of client calls on assigned portfolio of relationships.
Responsible for increasing and/or maintaining client retention probability.
Participate, coordinate and contribute to deliver an exceptional experience for internal and external clients.
Responsible to submit all forms and information required to set-up and onboard TM products/services.
Completes and responds to customer RFPs.
Coordinates the appropriate implementation resources and assists with the implementation meetings (internal/external).
Foster a spirit of teamwork and cooperation across business lines.
Educate and advise RMs and other calling partners of new TM product initiatives.
Maintain lines of communications with RMs and other calling partners individually and as a group, including new product developments, pipeline and calling strategies.
Partner with RMs and other calling partners to provide recommendations on sales opportunities to include TM sales to new prospects and cross-sell TM opportunities to existing Commercial clients.
Facilitate Treasury Management related communications to new or existing clients and conduct client reviews (minimum annually).
Work closely with assigned TM Analyst to ensure excellent client service on an on-going basis.
Develop an understanding and knowledge of internal resources for accurate response to client issues.
Take ownership and deliver timely resolution of escalated client issues by coordinating with the TM Analyst and TM Support Team.
Communicate recurring or serious product issues to TM Product Manager and recommend viable solutions to improve client experience.
Understand and communicate implementation timeline to align with client expectations and track implementation progress.
Work with TM Analyst to ensure proper account documentation, including accurate pricing and ongoing reporting and audit requirements.
Exhibit proficiency in training clients on various Treasury Management products if needed.
Deliver an excellent client experience and enhance Old National’s brand in the marketplace.
Mentor and serve as subject matter expert amongst other TMCs on the team.
Prospect and self-source client opportunities through all available means including thorough reviews of existing and expanded relationship opportunities, calling efforts, and as needed, client entertainment and/or offsite meetings.
Actively identify and connect business opportunities to internal business units where appropriate including Wealth, Community, Mortgage, Commercial Banking. Strong working knowledge of these lines of business is required in order to provide confident responses and direction to customers.
Maintain up-to-date advanced knowledge of Treasury Management product offerings and processes, changing legislation, and current industry trends and practices and utilizing those as a part of the relationship management process; understands unique factors and trends that influence results and client satisfaction/retention.
Identify, focus and engage in a subject matter area of expertise that provides unique exposure to specific areas of industry (example – Corporate). Leverage this exposure to gain access and opportunity for new business within the existing portfolio and proactively seek information to understand the rationale, implications and impact for changes; solve complex problems and use own strengths and those of team members to meet individual and team goals supporting both internal and external client needs.
Identify and recommend changes to Treasury Management leadership to improve and influence outcomes and optimization.
Remain agile by quickly modifying daily behavior, leveraging resources, and trying new or flexible approaches to effectively recommend and embrace change.