The Sr TMO (Treasury Management Officer) is responsible for independently building and growing their business or market by developing and driving a TM (Treasury Management) strategy, establishing high LOB (Line of Business) engagement, accelerating business development and managing portfolio growth objectives.  

Owns Financial and Production Results

The TMO is accountable for growing TM revenue and deposits at the levels required to meet financial objectives.  Current and targeted revenue growth should average 18-22% of the assigned portfolio.  New Sales will generally trend $400-850k per annum (when factoring both recurring and non-recurring revenue).  The recurring revenue target is roughly 10-12% of the assigned portfolio.  It is understood that a TSO should have 1-2 strategic calling events per day whereby meaningful sales dialogue takes place.  In addition to TM fee revenue, there are assigned and distinct Commercial Card, Merchant Card and F/X sales targets.  Full ownership of results is critical and exhibits accountability, individual leadership and professionalism.  What ownership means:

• The TSO understands where the financial performance is at all times and is fluent in the behaviors of the portfolio they manage.  They have accurately identified the revenue levers and are active in exploring new revenue paths.
• Proves “body of work” through on time and accurate SalesForce input.  Activity measurement is a leading indicator of future success and the TMO is responsible to ensure activities are captured and are meeting or exceeding levels that meet financial objectives.
• The TSO is proactive in addressing gaps in financial performance and has independently taken the appropriate steps to course correct before the gaps become too significant to overcome.

Leads, Develops and Drives a strong TM LOB and/or Market Strategy & Build

The TMO has developed a full year strategy and business plan specific to the LOB or market supported and has clearly outlined the path to meet financial objectives.  Additionally, the TMO has factored in what level of financial impact is needed to contribute to the overall growth of the LOB or market.  Specific TMO requirements to supporting and/or growing the business are:

• Understand and be fluent in the full financials of the LOB
• Understand the LOB strategic direction
• Partners with the LOB Head and others to identify and analyze new areas of opportunity
• Demonstrate the skills to enhance and/or build areas of the business where opportunity has been identified.
• Internal advocate and driver of enhancements in partnership with Product, Sales and LOB

The above-mentioned business plan should include:

• Identified and targeted areas of focus, what levers to pull, the tactics to deploy
• SWOT analysis
• 2-3 new or potential areas to explore and target for deposit and fee growth opportunities
• Help identify and monetize products or external partnerships that could be specific to a LOB that could drive higher deposit and fees
• On a quarterly basis, compare the plan against results and any changes that create opportunity or risk

Cultivates and maintains a strong LOB partnership

RM engagement is critical to optimizing growth potential.  The TMO will partner with the LOB Head and / or Group Managers to ensure maximum engagement with focus on developing an organized cadence with RMs on market approach, calling effort and tracking progress and results.

• Excellent rapport with all markets and LOBs supported
• Regular 1v1’s with Group Managers and RMs
• RM/TSO Activity Review – the activities should support the goals and expected results
• Client Planning – active participant in planning for key clients and opportunities
• Course Correct – Able to change tactics to meet shifts in Bank/LOB priorities and direction

Proven Business Development Approach

The TMO will drive the TM business development efforts and will be an active participant in pipeline meetings, client networking events and other client/prospect facing opportunities.

• At least 85% of TSO time should be spent in front of clients and prospects initiating strategic and meaningful conversation
• Highly aggressive calling, follow-up and pipeline oversight
• Organized and targeted with new client/prospect deal opportunities
• Ultra-responsive, pushing partners and peers
• 100% ownership of end to end client experience from deal development, onboarding and client service handoff

Strong Portfolio Management Process

TMOs are the stewards of the TM fee portfolio and will be responsible for understanding all levers that impact portfolio growth.

• Understand financial levers in portfolio and be able to identify trends, gaps and issues
• Identify and act on variance and diminishment reporting in an effort to retain or grow revenue
• Maintain an “At Risk” list of clients to drive internal awareness, resolve issues or predict revenue runoff
• Understand and maintain awareness with high exposure clients (EDD, ACH)
• Revenue realization review to ensure proper revenue ramp for new and existing client sales
• Execution of yearly bank initiatives – Examples include pricing or rate events
• Credit exits and related service or portfolio impacts

Competitive Hunger to be the Best among Peers

The best TM sales professionals are self-starters, competitive, spend most of their time with clients, are highly organized and have proactively identified the opportunities to target.  Key behaviors expected:

• Wants to win and win the right way
• Curious and inquisitive with a hunger to do more
• Competitive and pushes others using their own performance as the bar
• Willing to take measured risk and owns the outcomes
• Not satisfied with anything average
• Develops a great rapport with internal partners, including TSA, RA and On Boarding
• Exhibits selflessness and embraces team success before individual success
• Superb Individual leadership among peers and partners, easy for others to follow
• Recognizes others for efforts that are above and beyond what’s required
• Provides immediate, constructive feedback when appropriate, embraces feedback directed to them
• High independent, self-accountability to executing on the business plan and driving engagement
• Responsive at all times to clients and internal partners
• Delegating non-revenue generating tasks and non-systemic client service issues to the right partners
• Leverages partners (TSAs, OB Specialists, RAs, RMs, Product) wisely and with thought to priorities
• Executes on TM initiatives timely when directed
• Urgency towards the right things, i.e., business development, follow-up, follow through

Fundamental Requirements

• Bachelor Degree in Finance, Accounting or Business; Master’s preferred
• Minimum of seven years’ bank treasury management or other financial sales/consultant experience
• Excellent relationship management skills - experience of managing relationships across a variety of internal cross functional departments and senior leadership and externally with vendors and clients
• Proven negotiation and active listening skills along with Strong oral presentation and written communication skills
• Excellent problem-solving and critical thinking skills

Business and/or market Expertise

• The TMO supporting a specific LOB should demonstrate deep expertise in the dynamics of the industry supported.  A TMO supporting a general market (Corporate, Commercial) only, start at section II.

• Has served in the industry as a corporate practitioner or has called in the industry for 7-10 years minimum.
• The TMO Remains highly networked within the industry and regularly attends associations and events specific to the industry.
• Stays abreast with technology specific to the industry and understand how clients leverage them.
• Can confidently have CFO thorough Technology level conversations specific to the industry.

The duties listed above are the essential functions, or fundamental duties within the job classification.  The essential functions of individual positions within the classification may differ. Texas Capital Bank may assign reasonably related additional duties to individual employees consistent with standard departmental policy.Texas Capital is an Equal Opportunity Employer.