at Old National Bank in Sycamore, Illinois, United States
Job Description
Old National Bank was established in 1834. Today, we are the largest financial services holding company with dual headquarters in Chicago and Evansville, IN. We provide an array of services to our clients which include Community Banking, Investments, and Wealth Management. At Old National, we believe that by helping our team members balance work life with home life, we create a more productive workforce and a stronger company.
We are currently seeking a Treasury Management Consultant (TMC) that will be responsible for generating new revenue and developing full-service TM relationships with existing clients in an assigned commercial banking segment. The TMC partners with Relationship Managers and other internal business partners to advise on deposit, TM, risk and other liquidity needs for clients and prospects. The TMC builds a book of business by growing deposits, maintaining and cross-selling existing clients and prospecting for new relationships. Seen as a trusted advisor, the TMC works closely with commercial clients to understand their business, optimize cash flow and minimize financial risk.
Key Accountabilities
Achieve Sales Targets
+ Devise and execute plan to achieve sales goals and drive fee income to the assigned segment and territory. The plan should include a prospect calling strategy and cross-sell strategy to existing TM clients and new bank relationships.
+ Perform and lead client call preparation, Business Process Reviews, proposal generation, presentations, relationship reviews, client and industry trend analysis, working capital analysis and interpretation, and pricing proforma.
+ Analyze client financial statements and use industry benchmarks to provide insight regarding the client/prospect Cash Flow/Cash Conversion Cycle to help develop the relationship strategy.
+ Demonstrate proficiency in knowledge of all TM solutions and their benefits to clients/prospects.
+ Identify client needs, prepare a thorough proposal and present customized client-focused TM solutions that include working capital analysis (cash flow, benchmarking).
+ Persuasively communicate Old National’s value-add proposition to both internal and external clients to influence sales outcomes.
+ Understand the competition capabilities/gaps and how to position Old National.
+ Actively manage and maintain a sales pipeline.
+ Review TM sales goals with RMs and other calling partners to ensure they are aware of strategies and calling plans.
Partner Communication and Education
+ Educate and advise RMs and other calling partners of new TM product initiatives.
+ Maintain lines of communications with RMs and other calling partners individually and as a group, including new product developments, pipeline and calling strategies.
+ Partner with RMs and other calling partners to provide recommendations on sales opportunities to include sales to new prospects and cross-sell opportunities to existing clients.
+ Foster a spirit of teamwork and cooperation across business lines.
Portfolio Management and Client Delivery+ Facilitate Treasury Management related communications to clients and conduct client reviews (minimum annually).
+ Work closely with assigned TM Analyst to ensure excellent client service on an on-going basis.
+ Develop an understanding and knowledge of internal resources for accurate response to client issues.
+ Take ownership and deliver timely resolution of escalated client issues by coordinating with the TM Analyst and TM Support Team.
+ Communicate recurring or serious product issues to TM Product Manager and recommend viable solutions to improve client experience.
+ Understand and communicate implementation timeline to align with client expectations and track implementation progress.
+ Work with TM Analyst to ensure proper account documentation, including accurate pricing and ongoing reporting and audit requirements.
+ Exhibit proficiency in training clients on various Treasury Management products if needed.
+ Deliver an excellent client experience and enhance Old National’s brand in the marketplace.
Key Competencies for Position
Client Leadership
+ Client Leadership – Uses one’s unique expertise/specialization to bring value to each client interaction and to deliver a compelling client experience; seeks information about the client/client’s business to develop sound solutions to meet each client’s needs; follows through on client commitments despite time pressures or obstacles; follows up to ensure the client is satisfied; actively prospects, cultivates and sustains productive client relationships.
Execution Leadership
+ Drive and Execution – Sets high personal standards of performance; proactively learns new skills and develops self for current performance and future opportunity; systematically monitors and reviews progress against performance; seeks and leverages opportunities to collaborate with others to achieve results.
+ Technical Knowledge – Understands the industry and the factors that affect company performance; uses industry knowledge in planning and decision-making; maintains knowledge of current developments and trends in all relevant technical/professional knowledge areas.
Culture Leadership
+ Communication – Adapts communication style and approach to accommodate individual needs and preferences; values and considers the client’s input and preferences when developing financial solutions/advice (collaborates with the client).
+ Gaining Acceptance – Uses influence strategies to gain commitment and to achieve the best outcome for all; leverages others (partners, executives) to influence, establish further credibility and establish positive intent with the client.
Qualifications and Education Requirements
+ BS/BA degree in Business/Finance preferred or equivalent experience.
+ 3-5 years of experience in treasury management sales, service and/or support. Knowledge and understanding of bank payment systems, treasury management solutions and competitive practices
+ CTP Certification preferred or willingness to obtain certification.
+ Demonstrated willingness to learn, implement feedback and act.
+ Ability to develop strong working relationships with clients and associates.
+ Demonstrated client service experience required (phone and face-to-face).
+ Ability to cope with complexity and uncertainty and adapt to new and different circumstances.
+ Ability to effectively communicate with all levels of the organization; strong verbal and written skills.
+ Excellent presentation skills and ability to influence others.
+ Strong creative solution and problem-solving skills.
+ Proven track record of client interactions and proactive solution development.
+ Initiative and ability to work independently while solving problems and managing multiple tasks.
+ Ability to interpret and analyze Financial Statements.
+ Possesses knowledge and understanding of numerous Treasury Management products in conjunction with bank’s risk and compliance environment.
+ Proficiency in Microsoft Word, Excel, PowerPoint and unique TM solution-based systems.
Key Measures of Success/Key Deliverables+ Achieve annual new sales revenue goals based on the sale of Treasury Management products and services to new and existing clients.
+ Achieve overall Treasury Management revenue for the individual’s target portfolio size as of year-end.
+ Deliver an excellent client experience and enhance Old National’s brand in the marketplace.
Old National is proud to be an equal opportunity employer focused on fostering an inclusive workplace and committed to hiring a workforce comprised of diverse backgrounds, cultures and thinking styles.
As such, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, status as a qualified indivi
