Treasury Management Officer I

Sunflower Bank NA•Albuquerque, NM

14d

About The Position

Treasury Management Officer I Albuquerque, NM MUST HAVE: Experience working in sales. MUST HAVE: Fast Paced and willing to make outbound calls. MUST HAVE: Excellent problem-solving and critical thinking skills. Salary: Pay is dependent on knowledge, skills, abilities, experience, and location. At Sunflower Bank, N.A., we’re experiencing great growth. Since our founding in 1892, we've been committed to serving our communities and supporting the team members who make it all possible. As a full-service financial institution, we offer a full range of relationship-focused services to meet personal, business, and wealth-management financial objectives. Creating Possibility is not just our mission, it’s what we do every day for clients and associates. Learn more about Sunflower Bank, N.A. at sunflowerbank.com. Sunflower Bank, N.A. is looking for an energetic, highly motivated individual to fill the position of a full-time Treasury Management Officer I at our Albuquerque, NM location. Description: The TMO I (Treasury Management Officer I) is responsible for independently building and growing their business or market by developing and driving a TM (Treasury Management) strategy, establishing high LOB (Line of Business) engagement, accelerating business development and managing portfolio growth objectives. The TMO serves as an external calling officer for the bank making joint or independent proactive sales/calling efforts the majority of the business day. Each respective TMO spends a minimum 75% of their available business hours with clients and/or prospects. TMOs with exclusively Commercial Banking portfolios target a minimum of 50% of their calling efforts in person. TMOs with a majority Business Banking, Private Banking and/or Retail Banking portfolios target 95% of their calling efforts telephonically/electronically.

Requirements

MUST HAVE: Experience working in sales.
MUST HAVE: Fast Paced and willing to make outbound calls.
MUST HAVE: Excellent problem-solving and critical thinking skills.
Bachelor’s Degree in Finance, Accounting or Business; Master’s, preferred.
Minimum of two years’ bank treasury management or other financial sales/consultant experience.
Excellent relationship management skills - experience of managing relationships across a variety of internal cross functional departments and senior leadership and externally with vendors and clients.
Proven negotiation and active listening skills.
Excellent problem-solving and critical thinking skills.
Strong problem-solving, strategic thinking, time-management and organizational skills.
Strong ability to formulate partnerships with all levels in an organization.
Strong verbal and written communication skills.

Responsibilities

Business and/or market Expertise
The TMO supporting a specific LOB should demonstrate deep expertise in the dynamics of the industry supported. A TMO supporting a general market (Corporate, Commercial) only, start at section II.
Has served in the industry as a corporate practitioner or has called in the industry for 7-10 years minimum.
The TMO remains highly networked within the industry and regularly attends associations and events specific to the industry.
Stays abreast with technology specific to the industry and understand how clients leverage them.
Can confidently have CFO through Technology level conversations specific to the industry.
Owns Financial and Production Results
The TMO is accountable for growing TM revenue and deposits at the levels required to meet financial objectives. Today, current and targeted revenue growth should average a minimum 18-22% of the assigned portfolio. New Sales will generally trend a solid six figures of production per annum (when factoring both recurring and non-recurring revenue). The minimum recurring revenue target is roughly 10-12% of the assigned portfolio provided no bulk credit exits. It is understood that a TMO covering a Commercial Banking portfolio should have 2-3 strategic calling engagements per day whereby meaningful sales dialogue takes place. TMOs with Business Banking, Private Banking & Retail Banking portfolios should have an average of 4-6 strategic calling events per day. In addition to TM revenue, there are assigned and distinct Commercial Card, Merchant Card and F/X sales targets/goals.
Full ownership of results is critical and exhibits accountability, individual leadership and professionalism. What ownership means:
The TMO understands where the financial performance is at all times and is fluent in the behaviors of the portfolio they manage. They have accurately identified the revenue levers and are active in exploring new revenue paths.
Proves “body of work” through on time and accurate nCino/SalesForce/CRM input. Activity measurement is a leading indicator of future success and the TMO is responsible to ensure activities are captured and are meeting or exceeding levels that meet financial objectives.
The TMO is proactive in addressing gaps in financial performance and has independently taken the appropriate steps to course correct before the gaps become too significant to overcome.
Leads, Develops and Drives a strong TM LOB and/or Market Strategy & Build
The TMO has developed a full year strategy and business plan specific to LOB or market supported and has clearly outlined the path to meet financial objectives. Additionally, the TMO has factored in what level of financial impact is needed to be highly accretive to the overall growth of the LOB or market.
Specific TMO requirements to supporting and/or growing the business are:
Understand and be fluent in the full financials of the LOB tied to their specific financials/results/portfolio
Understand the LOB strategic direction
Partners with the LOB Head and others to identify and analyze new areas of opportunity
Demonstrate the skills to enhance and/or build areas of the business where opportunity has been identified.
Internal advocate and driver of enhancements in partnership with Product, Sales and LOB
The full business plan should include:
Identified and targeted areas of focus, what levers to pull, the tactics to deploy
SWOT analysis
2-3 new or potential areas to explore and target for deposit and fee growth opportunities
Help identify and monetize products or external partnerships that could be specific to a LOB that could drive higher deposit and fees
On a monthly basis, compare the plan against results and any changes that create opportunity or risk
Cultivates and maintains a strong LOB partnership
RM engagement is critical to optimizing growth potential. The TMO will partner with the LOB Head and / or Group Managers to ensure maximum engagement with focus on developing an organized cadence with RMs on market approach, calling effort and tracking progress and results.
Excellent rapport with all markets and LOBs supported
Regular 1v1’s with Group Managers and RMs
RM/TMO Activity Review – the activities should support the goals and expected results
Client Planning – active participant in planning for key clients and opportunities
Course Correct – Able to change tactics to meet shifts in Bank/LOB priorities and direction
Proven Business Development Approach
The TMO will drive the TM business development efforts and will be an active participant in pipeline meetings, client networking events and other client/prospect facing opportunities.
At least 85% of TMO time should be spent in front of clients and prospects
Highly aggressive calling, follow-up and pipeline oversight
Organized and targeted with new client/prospect deal opportunities
Ultra-responsive, pushing partners and peers
100% ownership of end-to-end client experience from deal development, onboarding and client service handoff
Perform the job in accordance with applicable industry laws and regulations as well as the policies and procedures established by the company.
Responsible for upholding Fair and Responsible Banking practices and Code of Ethics and Conduct guidelines.
Understand and participate in the Bank’s Community Reinvestment Act program.
Perform other duties as assigned.