Treasury Management Sales Specialist (Accounts Payable)

First Horizon Corp.•Brentwood, TN

64d•Onsite

About The Position

The Treasury Management Sales Specialist delivers specific expertise to clients, prospects and associates about all facets of the bank's solution suite of Treasury Management products. Products are classified as Receivables or Payables products, and Sales Specialist responsibilities will be similarly divided with a fair amount of collaboration between the two. This role is responsible for working under the direction of the TM Sales Manager to achieve market sales, revenue and profitability objectives. The TM Sales Specialist (TMSS) has responsibility for formulating strong internal partnerships within all areas of the TM Services organization, and various bank operational, technology and market leadership to position First Horizon as a leader and to aid in maintaining/growing the Bank's prospect and client sales opportunities. The person will have a total view and ability to communicate factors around specific benefits and risks associated with the products in their solution suite. The TMSS will conduct client and market education, analyze competitive and market forces, provide ongoing critical feedback of the assessment of internal opportunities/challenges, and will work with TM Sales, Implementations, Operations and Technology to ensure timely and accurate sales fulfillment. This role can be in conjunction with individual sales contributions while supporting a specific market. The position will be closely tied to the Director of TM Sales (as a direct report and partner), Product Managers within the TM Product group, the TM Implementation Manager and all Regional Sales Leaders within our team. The person will have significant emphasis around sales, training, communication and market execution to ensure sales goals are exceeded. The position requires strong analytical skills, a collaborative work style, an ability to interface with both executives and peers across the organization.

Requirements

Bachelor's degree in business - Accounting, Finance or Economics.
Proven track record of personally developing and driving TM product opportunities and retention efforts
Strong analytics, strategic thinking and working knowledge of TM is required.
Proven ability to interact with and influence executive management, as well as excellent presentation abilities.
Strong interpersonal and leadership skills to influence and build credibility with market/regional leaders, market partners, as well as LOB and Specialty leaders in product
Self-starter, team oriented, collaborative, diplomatic, flexible, with excellent presentation skills, including strong oral and writing capabilities
Travel Required

Nice To Haves

8-10+ years of Treasury Management Sales Experience or equivalent Product Education combination
Master of Business Administration
CTP
Incentive Plan Eligible - See TMSO or TM Product Sales Specialists Plan based on additional market coverage

Responsibilities

Comprehension of full product suite of all products and services within their solution suite
Identify best practices and challenges related to the sale, implementation and ongoing support of all products and services
Work with the product team to set profitable and competitive pricing
Understand our competition and work to help us gain competitive advantage
Understand various product specific rules and file formatting requirements
Advise other department partners on trends related to usage of Treasury Management services so as to assist with deposit forecasting
Partner closely with TM Product team & utilize all areas of analytics to forecast receivables trends or product gaps
Prepare and analyze various monthly TM reports as needed
Support requests of the TM Sales Manager and those of other TM Executive members
Develop internal and/or external communications regarding products supported
Partner with RFP team and understand and be aware of any potential risk, legal, and compliance situations in order to best decision opportunities that are under consideration and speak to potential outcomes and needed protections
Provide guidance to clients around all aspects of the product solution suite. This includes driving activity retention and acquisition opportunities
Develop and execute an approach in accordance with Product, Sales and Implementation around product strategy (pricing, products, marketing, sales) that mitigates attrition, optimizes cost and drives growth in support of TM line of business strategy and key bank metrics
Present proactively to LOB partners on features and benefits
Create chains of communication with local TM staff and the markets to create ways of capturing competitive insights
Partner and collaborate with TM Product team and TM Executive leaders as well as Implementations and TM Technical Support to review growth/attrition, the competitive environment, and our execution
Understand industry participants, broader competitive environment, and new/existing products offered by competitors by attending industry seminars and conferences