Treasury Relationship Manager

California Bank of Commerce, N.A.•Walnut Creek, CA

5d•$115,000 - $142,500

About The Position

JOB SUMMARY: The position of Treasury Relationship Manager (TRM) is responsible for the development of new Treasury Management business, the expansion of existing business relationships and the delivery of Treasury Management services to new and existing customers. This includes the development of new profitable Treasury management relationships and ongoing consultative support for Treasury clients. The TRM prepares sales presentations, explains services offered, and recommends services that would benefit clients. This person proactively works with Relationship Managers as well as Branch Banking Personnel to coordinate the sales strategies to support revenue growth and business development efforts. Development of business through calling on all ranges of businesses. May assist with the design of new services and the development of marketing programs. ESSENTIAL DUTIES AND RESPONSIBILITIES: Manage all elements of the Treasury Management sales cycle including business development, prospect qualification, needs analysis, and close of sale. Develop independent channels to prospect for new Treasury Management clients. Manages the process to maintain a pipeline of potential targets. Uses Consultative and Strategic Sales skills to turn prospects into clients. Includes appropriate sales partners. Call independently or with Business Development Officers on customers and prospects in the assigned territory with a focus on those with extensive, complex and/or multi-national treasury management requirements. Design customer-centric treasury management solutions and provide consultative expertise on the liquidity management cycle. Develop treasury management sales proposals and pricing proformas for prospective and existing clients to further develop and strengthen business relationships. Retain and grow customer portfolio with a program of service review, regular calling and industry training. Conduct annual cash management reviews for top-tier commercial clients. Analyze bank and account analysis statements and perform cash flow analysis. Support other bank officers with customers, prospecting, proposals, and referrals Serve as the internal Bank expert for treasury management products and services, deliver internal cash management presentations, and actively participate in sales meetings. Work closely with commercial lenders and retail staff in the understanding of treasury management products along with the calling efforts to commercial customers as it is related to Treasury Management products and services. Prepare contracts and implementation documentation, in accordance with all account opening, account ownership verification, and cash management services set-up processes; review and check documents for completeness, accuracy, and conformance with applicable rules/regulations and procedural requirements. Attain and exceed sales goals as assigned. Assist the Treasury Operations Team with customer setups, implementations, and/or training as needed.

Requirements

Advanced computer skills required, including Excel, Word, PowerPoint
Ability to learn new business software
Outstanding interpersonal skills.
Demonstrate analytical skills and ability to use thinking and reasoning to solve a problem
Possess effective communication skills and written communication skills, including good presentation and partnering skills and the ability to deal with complex commercial clients.
Effective time management and organizational skills.
Attention to detail and follow through.
Ability to develop marketing and business development skills with customers.
Ability to interact with coworkers, follow directions and accept constructive feedback.
Intermediate knowledge of related state and federal banking compliance regulations, and other Bank operational policies.
Extensive knowledge in all facets of Treasury Management to include thorough understanding of the computer Treasury Management software.
Bachelor’s degree in Marketing, Business, or Accounting preferred or equivalent combination of education and experience.
Minimum of 3 to 5 years’ experience in Treasury Management Sales or Retail Sales
Work-related experience must consist of Treasury Management services including implementation, product knowledge, in-depth specialty software knowledge, and experience in the financial services industry.

Nice To Haves

Certified Treasury Professional (CTP) or Certified Cash Manager (CCM) designation preferred

Responsibilities

Manage all elements of the Treasury Management sales cycle including business development, prospect qualification, needs analysis, and close of sale.
Develop independent channels to prospect for new Treasury Management clients.
Manages the process to maintain a pipeline of potential targets.
Uses Consultative and Strategic Sales skills to turn prospects into clients.
Call independently or with Business Development Officers on customers and prospects in the assigned territory with a focus on those with extensive, complex and/or multi-national treasury management requirements.
Design customer-centric treasury management solutions and provide consultative expertise on the liquidity management cycle.
Develop treasury management sales proposals and pricing proformas for prospective and existing clients to further develop and strengthen business relationships.
Retain and grow customer portfolio with a program of service review, regular calling and industry training.
Conduct annual cash management reviews for top-tier commercial clients.
Analyze bank and account analysis statements and perform cash flow analysis.
Support other bank officers with customers, prospecting, proposals, and referrals
Serve as the internal Bank expert for treasury management products and services, deliver internal cash management presentations, and actively participate in sales meetings.
Work closely with commercial lenders and retail staff in the understanding of treasury management products along with the calling efforts to commercial customers as it is related to Treasury Management products and services.
Prepare contracts and implementation documentation, in accordance with all account opening, account ownership verification, and cash management services set-up processes; review and check documents for completeness, accuracy, and conformance with applicable rules/regulations and procedural requirements.
Attain and exceed sales goals as assigned.
Assist the Treasury Operations Team with customer setups, implementations, and/or training as needed.