Job description
Treasury Management Sales Associate Supervisor
The Treasury Management Sales Associate Supervisor manages, coaches and develops TMSAs (6-8 FTE) in their operational duties. TMSAs are responsible for assisting Treasure Management Officer (TMO) with obtaining new cash management business, expansion of existing business relationships and portfolio management through sales optimization activities and industry trend knowledge, sales support and analysis, product risk analysis and mitigation and project participation. This includes both strategic and tactical sales plans for growth, acting as a liaison between Treasury Management and external as well as internal clients and departments.
Position Competencies
- Business Acumen
- Drive for Results
- Self-Motivated
- Ability to collaborate within team and with others
- Priority setting
- Strong verbal and written communication skills
- Microsoft Office Systems
- Utilization & understanding of Account Analysis System
- Utilization & understanding of Comerica and TM systems
- Excellent sales and effective communications skills
Position Responsibilities
Sales/Revenue Optimization
- Meet or exceed assigned individual and team sales / revenue goals for traditional TM products, commercial and merchant services.
- Utilize Converge to track and maintain all opportunities.
- Participate in client calls with TM Sales Officer including in virtual and person calls.
- Identify sales opportunities through needs-based assessment, industry knowledge, campaigns, prospecting, reviewing account analysis statements and marketing lists to meet or exceed sales goals.
- Use information to prepare and execute individual and TMO's sales plan.
- Responsible to cross sell / up sell TM Solutions to existing customer.
- Work closely with TM Sales Officer and Line of Business representatives to understand the client's business environment, strategies, and industry to determine their requirements, identify potential new business opportunities and provide innovative solutions.
- Prepare annual client relationship account structure analysis.
- Review account analysis statements for additional sales opportunities.
- Create client relationship reviews including product recommendations based on client's business and industry changes.
- Coordinate product demonstrations for clients.
- Utilize industry research tools, benchmarking, peer results and new / enhanced treasury management products to identify portfolio sales opportunities.
Sales Support
- Align with retention efforts and attrition impact by preparing analysis models / presentations and cost benefit analysis, as well as other sales tools.
- Assist with Request for Proposals.
- Prepare and generate proformas for both clients and prospects; interpret competitors account analysis statement and determine comparative Comerica product and pricing recommendations with added features and benefits.
- Participate in joint in person and virtual calls with TM Sales officers and assist with Enrollment Form.
- Manage exception pricing approval process.
- Work with TM Sales Officer and Relationship Manager to prepare documents and rationale for the exception pricing committee.
- Identify, diagnose and resolve client issues.
- Engage business partners and communicate with customer, TM Sales Officer and/or Relationship/Portfolio Manager.
- Identify, evaluate and mitigate risks associated with TM products.
- Collaborate with TMO, RM/PM and TM Risk to ensure processes are within credit policy.
- Recognize, mitigate and escalate risk issues such as cyber-risk, product risk, and operational risk.
- Participate with TMOs in Line of Business Meetings.
Project Management:
- Proactively identify, evaluate, recommend and implement changes to operational processes / procedures resulting in departmental efficiencies.
- Participate on projects impacting TM Sales representing "voice of the customer".
- Participate in coordination and planning of client and industry events such as AFP, TEXPO,
- Strategic Advisory Council, Customer Forum.
- Collaborate with other departments to implement change and process improvements.
Work with RFP Consultant on RFP and back up tasks. - Other projects as assigned.
Lead: Administration, Audit and Compliance
- Support Treasury Management Sales' vision and strategy.
- Provide a career path for TMSAs as TMOs or in other TM departments.
- Manage all sales reporting and business pipeline.
- Utilize Xvoyant for coaching, training, and development.
- Ensure team completion of necessary and required compliance related training.
- Ensure compliance by applying all applicable federal state and local laws and regulations and Comerica policies and procedures.
- Follow procedures within TMSA Playbook.
- Use and complete colleague training investments.
- Exhibit risk behaviors that align with Comerica's risk appetite, vet potential risks of a situation, apply appropriate mitigants and continue to monitor effectively, take measured risk to prosecute the business and provide for the long-term health of the organization.
Team Development/Management:
- Align expectations across entire TMSA team with a heavy focus on coaching the less experienced TMSAs.
- Effectively lead and direct the work of team members.
- Identify, recruit, develop, assist employees whose competencies are aligned with Comerica's vision and strategy.
- Provide and assign team members training responsibilities to new hires around TM general knowledge, use of systems, exception pricing process, analysis modeling usage and client reviews.
- Complete annual performance plans and reviews for team members.
- Address performance issues in a timely manner with follow-up and documentation with the intent to make the team member a higher-level performer.
- Participate in internal committees/meetings by team members as deemed available and appropriate.
- Monitor performance against team goal monthly and coach individual team members.
Qualifications
- Bachelor's Degree from an accredited University OR 4 years of relevant work experience
- 2 years of proven successful sales experience
- 2 years of Treasury management services and associated risk experience
- 2 years of experience working with clients on optimizing the client experience
- 2 years of experience working independently
- 2 years of demonstrated training, leading, mentoring, coaching and/or coordination experience
8:00am - 5:00pm Monday - Friday
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