Treasury Management Cnslt, Sr

Old National Bank•Beachwood, OH

3d•$81,700 - $165,100•Hybrid

About The Position

Old National Bank is seeking a Treasury Management Consultant (TMC) responsible for generating new revenue and developing full-service Treasury Management (TM) relationships with new and existing clients in an assigned commercial banking segment, with a focus on Corporate clients. This role involves partnering with Commercial Relationship Managers and other internal business partners to advise on deposit, TM, risk, and liquidity needs. The TMC will build a book of business by finding new clients, prospecting, growing deposits, and cross-selling ONB products and services. The TMC acts as a trusted advisor, working closely with Commercial clients to understand their business, optimize cash flow, and minimize financial risk. The Senior level will maintain a smaller number of larger and more complex client relationships, have larger TM production and deposit goals, and require 5-10 years of treasury management and prior successful sales/business development experience. They will effectively manage and deepen complex, specialized, and elite (Corporate) client relationships, providing superior client service, conducting regular meetings, acting as a product partner/specialist/liaison, and offering new strategies and solutions. They will also mentor other TMCs, prospect for opportunities, identify business opportunities with internal units, maintain advanced knowledge of TM offerings and industry trends, and recommend improvements to TM leadership.

Requirements

BS/BA degree in Business/Finance preferred or H.S. diploma/GED with equivalent experience.
5-10 years of banking experience preferred.
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.
5-10 years of treasury management and prior successful sales/business development experience.

Nice To Haves

Corporate expertise preferred.
CTP Certification preferred or commitment to obtain certification.

Responsibilities

Generate new revenue and develop full-service Treasury Management (TM) relationships with new and existing clients in an assigned commercial banking segment, focused on Corporate clients.
Partner with Commercial Relationship Managers and other internal business partners to advise on deposit, TM, risk, and other liquidity needs for clients and prospects.
Build a book of business by finding new clients, prospecting new relationships, growing deposits, maintaining and cross-selling ONB products and services to existing clients.
Understand client businesses, optimize cash flow, and minimize financial risk.
Devise and execute plans to achieve sales goals and drive fee income.
Perform and lead 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.
Identify new or existing client needs, prepare proposals, and present customized client-focused TM solutions.
Work jointly with cross-functional teams to assist in overall solution development and value proposition.
Persuasively communicate Old National’s value-add proposition to influence sales outcomes.
Understand competition capabilities/gaps and how to position Old National.
Actively manage and maintain a new client sales pipeline or bring TM to a current client.
Review sales goals with RMs and other calling partners to ensure awareness of strategies and calling plans.
Attend prospecting, client calls, client events, and board meetings.
Participate in relevant business conferences to ensure up-to-date industry knowledge.
Demonstrate successful expansion of existing relationships, management of risk, responsiveness to client needs, and independent execution of client calls.
Increase and/or maintain client retention probability.
Participate, coordinate, and contribute to deliver an exceptional experience for internal and external clients.
Submit all forms and information required to set-up and onboard TM products/services.
Complete and respond to customer RFPs.
Coordinate appropriate implementation resources and assist with implementation meetings.
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 communication with RMs and other calling partners regarding new product developments, pipeline, and calling strategies.
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.
Work closely with assigned TM Analyst to ensure excellent client service.
Develop an understanding of internal resources for accurate response to client issues.
Take ownership and deliver timely resolution of escalated client issues.
Communicate recurring or serious product issues to TM Product Manager and recommend solutions.
Understand and communicate implementation timelines to align with client expectations and track implementation progress.
Ensure proper account documentation, including accurate pricing and ongoing reporting and audit requirements.
Train clients on various Treasury Management products if needed.
Deliver an excellent client experience and enhance Old National’s brand.
Maintain a smaller number of relationships with larger and more complex client relationships.
Have larger TM production and deposit goals.
Effectively manage and deepen complex, specialized, and elite (Corporate) client relationships within portfolio.
Provide a superior and world-class level of client service.
Conduct regular meetings and calls with clients to review pertinent information for current and future planning.
Act as the product partner/specialist/liaison in client meetings and product delivery.
Understand and provide new strategies and solutions designed to meet the best interests of the client as their needs change and evolve.
Work with appropriate support team to monitor and execute all tasks required to fulfill customer’s service plan/objectives and meet day-to-day inquiries.
Mentor and serve as subject matter expert amongst other TMCs on the team.
Prospect and self-source client opportunities through all available means.
Actively identify and connect business opportunities to internal business units.
Maintain up-to-date advanced knowledge of Treasury Management product offerings and processes, changing legislation, and current industry trends and practices.
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.