ESSENTIAL FUNCTIONS- Own and execute the Treasury Management sales strategy for an assigned Middle Market portfolio, market, or coverage area, with accountability for new business development, relationship expansion, client retention, revenue, and deposit growth.
- Partner proactively with Middle Market Relationship Managers, market leaders, and other lines of business to identify opportunities, develop account plans, generate qualified leads, conduct joint calls, and advance opportunities through the sales process.
- Lead polished, professional, needs-based discovery conversations with client leadership and functional stakeholders, including treasury, finance, accounting, operations, accounts payable, accounts receivable, technology, and risk teams.
- Evaluate current-state payment flows, receivables processes, liquidity and account structures, reporting needs, fraud controls, service-delivery requirements, and client technology environments to identify operating challenges and strategic opportunities.
- Design and position holistic Treasury Management solutions across payables, receivables, liquidity management, information reporting, fraud prevention, digital banking, data transmission, ERP connectivity, commercial card, merchant services, and other relevant payment solutions.
- Lead client presentations, demonstrations, proposals, pricing discussions, and negotiations; clearly articulate the business value, operational impact, implementation considerations, and risk controls associated with recommended solutions.
- Develop and execute engagement plans for strategic Middle Market clients and prospects, including pre-call planning, stakeholder mapping, competitive strategy, solution design, pricing approach, and defined next steps.
- Conduct regularly scheduled client reviews with key Treasury Management clients to gather feedback on existing services, review and update user permissions and account access, introduce relevant new products and services, and understand the client's goals, priorities, and anticipated needs for the future.
- Manage a disciplined sales pipeline, maintain accurate opportunity data and calling activity, provide reliable forecasting, and follow through on commitments and next steps.
- Coordinate with Product Management, Support and Implementation, Operations, Risk, Credit, Legal, and other partners to validate solution feasibility, address client requirements, and support a smooth implementation handoff and post-sale transition.
- Review Requests for Proposals and Requests for Information; lead or coordinate pricing, solution development, written responses, and formal presentations in partnership with bankers and subject-matter experts.
- Maintain strong knowledge of Treasury Management products, services, pricing, account analysis, service setup requirements, implementation processes, client digital platforms, file formats, data transmission methods, and related operational procedures.
- Maintain awareness of competitor capabilities, industry trends, regulatory considerations, payment innovation, fraud threats, and market expectations that influence Middle Market client needs and buying decisions.
- Gather and communicate feedback from clients, prospects, bankers, implementation teams, and support partners regarding product gaps, service opportunities, market trends, and enhancements to the Bank's Treasury Management offering.
- Provide Treasury Management sales, product, discovery, and process training to Middle Market bankers and other internal partners as needed.
- Build and maintain a strong external network across industries served, including clients, prospects, centers of influence, and industry associations, to support lead generation and market visibility.
- Represent Treasury Management at client events, industry conferences, and market activities; travel throughout the assigned coverage area and elsewhere as business needs require.
- Assist with annual client and operational exposure reviews and other special projects as assigned.
OTHER DUTIESAccept other duties and responsibilities as assigned.
COMPETENCIES- Consultative Selling and Business Development
- Middle Market Client Advisory
- Treasury and Payments Expertise
- Strategic Account Planning
- Financial and Operational Analysis
- Relationship Management and Influence
- Executive Communication and Presentation
- Negotiation and Commercial Judgment
- Pipeline Management, Forecasting, and Follow-up Discipline
- Cross-Functional Collaboration
- Planning, Organization, and Execution
- Risk Awareness and Client Advocacy
QUALIFICATIONS, EDUCATION, AND CERTIFICATION REQUIREMENTS- Education: Bachelor's degree in business, finance, accounting, marketing, technology, or a related field; or equivalent experience. Graduate degree preferred.
- Experience: 10+ years of Treasury Management sales, commercial payments, commercial banking, or related client-facing experience, with demonstrated success serving complex Middle Market, Corporate, or specialty-industry relationships. Experience leading consultative sales cycles, developing new business, expanding existing relationships, and working across cross-functional teams is required. Corporate and Investment Banking treasury sales experience is preferred.
- Knowledge: Advanced knowledge of Treasury Management products and services, commercial payments, receivables, liquidity management, information reporting, fraud mitigation, digital channels, account analysis, pricing, implementation, ERP and accounting system integration, data transmission, and applicable treasury and payments compliance requirements. Knowledge of ACH rules and regulations and relevant banking regulations is expected.
- Skills: Proven ability to lead complex client discovery, translate business and technical requirements into practical solutions, communicate with executive and functional stakeholders, develop persuasive proposals and presentations, negotiate effectively, manage a complex pipeline, and coordinate multiple detailed assignments with a high degree of accuracy. Excellent written, oral, analytical, organizational, presentation, and relationship-building skills are required.
- Certifications/Specific Knowledge: Certified Treasury Professional (CTP), Certified Cash Manager (CCM), or another relevant treasury/payments certification is preferred.
TRAINING REQUIREMENTS/CLASSESRequired annual compliance training and New Employee Orientation.
PHYSICAL DEMANDSMust be able to effectively access and interpret information on computer screens, documents, and reports. This position requires significant time working at a computer and may be performed while sitting or standing with appropriate workspace accommodations.
WORK ENVIRONMENTThis role may be performed in a bank office and approved hybrid work environment. Telecommuting employees must maintain a secure home office environment that is free from background noise and distractions and have a reliable private internet connection that meets Bank requirements. Requirements are subject to change as systems and technology evolve.
TRAVELTravel is required to support clients, prospects, bankers, market activities, and industry events throughout the assigned coverage area and as needed, across the Bank's footprint.
Work Location: 110 East Boulevard Charlotte, North Carolina 28203
