Treasury Mgmt Services Sales Mgr

Farmers and Merchants Bank of Long Beach•Seal Beach, CA

2d•Onsite

About The Position

The Treasury Management Services (TMS) Sales Manager is responsible for leading the Bank’s Treasury Management sales efforts by developing and executing strategies that drive revenue growth, increase product penetration, and enhance commercial client relationships. This is a Player - Coach role which provides leadership, direction, and coaching to Treasury Management Consultants while fostering a consultative sales culture focused on delivering value-added treasury solutions to business clients. The TMS Sales Manager partners closely with Relationship Managers, branch leadership, and other key business lines to identify opportunities, deepen client relationships, and support both new business acquisition and existing client growth. The position is accountable for achieving Treasury Management sales goals through strategic planning, team leadership, portfolio management, business development, and direct client engagement.

Requirements

Proficiency in Microsoft Office Suite, including Word, Excel, and PowerPoint.
Strong knowledge of Treasury Management products and services, bank payment systems, cash management solutions, and industry best practices.
Demonstrated leadership, supervisory, and people management skills.
Ability to develop and execute strategic sales initiatives while operating independently and driving results.
Ability to motivate, influence and collaborate with others both internally and externally.
Experience with effectively managing commercial account relationships and consulting client best practices and operations to identify deficiencies to develop and facilitate the implementation of effective solutions.
Strong analytical, problem-solving, organizational, and customer service skills.
Excellent verbal, written, presentation, and interpersonal communication skills, including the ability to develop and deliver effective sales proposals and client presentations.
Ability to quickly learn and adapt to new technologies, systems, and business processes.
Ability to manage multiple priorities in a fast-paced environment while maintaining attention to detail.
Willingness and ability to travel as required.
Demonstrated commitment to building and maintaining strong client relationships.
Ability to work collaboratively and communicate professionally and respectfully with management, employees, clients, and external business partners.
Bachelor’s Degree or equivalent preferred but not required.
Minimum of five (5) years of experience in Treasury Management, Cash Management, Commercial Banking, Business Banking, or related financial services.
Minimum of three (3) years of leadership, sales management, team lead, or supervisory experience preferred.
Demonstrated success in Treasury Management sales, business development, client relationship management, and revenue generation.

Nice To Haves

Certified Treasury Professional (CTP) designation preferred, or willingness to obtain certification.

Responsibilities

Lead, develop, coach, and manage Treasury Management Consultants to achieve the Bank's strategic objectives, revenue goals, and Treasury Management growth initiatives.
Establish performance expectations and hold team members accountable for achieving sales, service, and operational objectives.
Oversee onboarding, performance management, employee development, succession planning, and ongoing professional growth of Treasury Management Consultants.
Foster a culture of collaboration, accountability, client service excellence, innovation, and continuous improvement.
Demonstrate leadership, professionalism, and personal initiative while serving as a positive role model for team members.
Develop and execute Treasury Management sales strategies to drive revenue growth, client acquisition, fee income, deposit growth, client retention, and product penetration.
Manage and support a consultative sales process with prospective and existing commercial clients to identify business needs and recommend Treasury Management solutions.
Partner with Relationship Managers, Branch Managers, business units, and third-party service providers to identify, develop, and close Treasury Management opportunities.
Develop and implement strategic sales plans for existing clients and prospective customers, including account planning, sales call strategies, and client presentations.
Assist Treasury Management Consultants in identifying, prioritizing, and pursuing business development opportunities within assigned portfolios and markets.
Promote and socialize Treasury Management products and services throughout the Bank to support commercial client acquisition and relationship expansion.
Act as a player-coach by participating in key client meetings, presentations, and sales calls while contributing directly to business development efforts.
Conduct and oversee periodic portfolio and relationship reviews to identify opportunities for cross-selling, pricing optimization, product enhancement, and future business growth.
Support annual relationship reviews to ensure Treasury Management products and services remain aligned with clients' evolving business needs.
Oversee the review, analysis, and development of customized Treasury Management proposals, pricing analyses, Requests for Proposal (RFPs), and sales proformas.
Provide Treasury Management expertise and consultation to support client inquiries, solution design, and sales efforts.
Ensure clients receive appropriate education, training, and ongoing support regarding Treasury Management products, services, and best practices.
Facilitate and support the successful onboarding, implementation, and ongoing support of Treasury Management products and services.
Collaborate with branch leadership, implementation and support teams, product management, and third-party service providers to ensure seamless client experience.
Partner with product management leadership to identify market trends, client needs, competitive opportunities, and recommendations for product enhancements and new solutions.
Ensure all sales activities, pipeline management, client interactions, follow-up activities, and closed opportunities are accurately documented within the Bank's CRM platform.
Monitor, analyze, and report on sales performance metrics, pipeline activity, sales initiatives, and key performance indicators.
Prepare and present reports, dashboards, and business updates to senior management, executive leadership, and the Board of Directors as required.
Maintain current knowledge of Treasury Management products, industry trends, digital banking solutions, payment technologies, and market developments.
Support special projects, strategic initiatives, and other duties as assigned.
Complies with all applicable state and federal banking laws, regulations, and internal policies related but not limited to lending, operations, and deposit requirements, including Bank Secrecy Act (BSA), Anti-Money Laundering (AML) requirements, Office of Foreign Assets Control (OFAC) regulations, Customer Identification Program (CIP) requirements, Financial Elder Abuse reporting laws, Sexual Harassment prevention policies, information security and privacy requirements.