Treasury Management Consultant

Overview

Old National Bank has been serving clients and communities since 1834. With over $70 billion in total assets, we are a regional powerhouse deeply rooted in the communities we serve. As a trusted partner, we thrive on helping our clients achieve their goals and dreams, and we are committed to social responsibility and investing in our communities through volunteering and charitable giving. 

We continually seek highly motivated and talented individuals as our people are critical to our success. In return, we offer competitive compensation with our salary and incentive program, in addition to medical, dental, and vision insurance.  401K, continuing education opportunities and an employee assistance program are also included in our benefit suite. Old National also offers a variety of Impact Network Groups led by team members who are passionate about driving engagement, creating awareness of diverse backgrounds and experiences, and building inclusion across the organization.  We offer a unique opportunity to join a growing, community and client-focused company that is firmly rooted in its core values.

Responsibilities

Job Summary

The Treasury Management Consultant (TMC) is responsible for generating new revenue and developing full-service Treasury Management (TM) relationships with new and existing clients in an assigned commercial banking segment. This role is focused on Government clients.

They partner with Commercial Relationship Managers (Corporate, Specialty, Commercial, Business Banking, etc.) 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 finding new clients, prospecting new relationships, growing deposits, maintaining and cross-selling ONB products and services to existing clients (if the portfolio is large and/or complex enough – the maintaining and cross-selling could be handled by a TMC focused on the existing portfolio versus finding new clients and sourcing new external relationships). Seen as a trusted advisor, the TMC works closely with Commercial clients to understand their business, optimize cash flow and minimize financial risk.

Salary Range

The salary range for this position is $77,900 - $153,000 per year. Final compensation will be determined by location, skills, experience, qualifications and the career level at which the position is filled.

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 depending on the focus – external/new clients or existing portfolio – to current TM clients and new bank relationships.
• Perform and lead either new or existing 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 and/or retention strategy.
• Demonstrate proficiency in knowledge of all TM solutions and their benefits to clients/prospects.
• Identify new or existing client needs, prepare a thorough proposal and present customized client-focused TM solutions that include working capital analysis (cash flow, benchmarking).
• Work jointly with cross-functional team and assist in overall solution development and value proposition.
• 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.
• Externally focused TMCs should actively manage and maintain a new client or bringing TM to a current client via a sales pipeline; Existing Portfolio TMCs will also do this as well as primarily focus on retaining clients and cross selling
• Review External Facing and/or Existing Portfolio TM sales goals with RMs and other calling (or internal) partners to ensure they are aware of strategies and calling plans.
• Attend prospecting, new or existing client calls virtually and in-person as well as client events, board meetings (would present and serve as a resource for the client during the client’s board meetings) Participate in relevant and related business conferences to ensure up-to-date industry knowledge
• Demonstrates the successful expansion of existing relationships, management of risk, responsiveness to client needs, and independent execution of client calls on assigned portfolio of relationships
• Responsible for increasing and/or maintaining client retention probability
• Participate, coordinate and contribute to deliver an exceptional experience for internal and external clients
• Responsible to submit all forms and information required to set-up and onboard TM products/services
• Completes and responds to customer RFPs
• Coordinates the appropriate implementation resources and assists with the implementation meetings (internal/external)
• Foster a spirit of teamwork and cooperation across business lines.

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 TM sales to new prospects and cross-sell TM opportunities to existing Commercial clients.

Client Delivery

• Facilitate Treasury Management related communications to new or existing 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

Delights Clients – Continuously seeks and applies knowledge leading to a best-in-class client experience.

• Passionately serves internal/external clients with excellence
• Maintains a growth mindset staying current with developments and trends in areas of expertise influencing client satisfaction both internally and externally
• Understands data, metrics and/or financial information, and how they tie to client satisfaction and business outcomes related to position, client and/or team
• Nurtures client relationships by listening, prioritizing, and acting responsibly to meet client needs, mitigate risk and add shareholder value

Makes Decisions & Solves Problems – Seeks deeper understanding and takes action

• Takes ownership of the problem while collaborating with others on a resolution with an appropriate level of urgency
• Collaborates and seeks to understands the root causes of problems
• Evaluates the implications of new information or events and recommends solutions using decisions that are sound based on what is known at the time
• Takes action that is consistent with available facts, constraints and probable consequence

Compelling Communication – Openly and effectively communicates with others

• Effectively and transparently shares information and ideas with others
• Tailors the delivery of communication in a way that engages the audience and that is easy to understand and retain
• Unites others towards common goal
• Asks for others' opinions and ideas and listens actively to gain their support when clarifying expectations, agreeing on a solution and checking for satisfaction

Strategy in Action – Build your strategic mindset capability

• Breaks down larger goals into smaller achievable goals and communicates how they are contributing to the broader goal
• Actively seeks to understand factors and trends that may influence role
• Anticipates risk and develop contingency plans to manage risks
• Identified opportunities for improvement and seeks insights from other sources to generate potential solutions
• Aligns activities to meet individual, team and organizational goals

Qualifications and Education Requirements

• BS/BA degree in Business/Finance preferred or H.S. diploma/GED with equivalent experience.
• 5-10 years of banking experience preferred with 3-5 years of experience in treasury management sales, service and/or support – Government Banking expertise preferred
• 2 years of sales/business development experience preferred
• Sufficient and demonstrated knowledge and understanding of bank payment systems, treasury management solutions and competitive practices
• Possesses knowledge and understanding of numerous Treasury Management products in conjunction with ONB’s business model and strategic plan in addition to adhering to established policies, procedures and/or regulations
• CTP Certification preferred or commitment to obtain certification.
• Demonstrated willingness to learn, implement feedback and act.
• Demonstrated ability to develop strong working relationships with clients and internal partners
• Demonstrated client service experience required (phone and face-to-face); track record of client interactions and proactive solution development
• Ability to work with multiple clients simultaneously, managing time in a fast-paced environment and applicable resources to ensure work is completed efficiently and within established timeframes; manage projects efficiently and effectively
• Strong problem-solving and critical thinking aptitude; thorough and timely follow-up skills with the ability to make independent decisions based on researched conclusions
• Ability to manage matters that may have additional complexity or uncertainty, and adapt to new and different circumstances, including supporting different TM (Sales) Consultants with different work style
• Proven track record of client interactions and proactive solution development
• Excellent written and oral communication skills; able to communicate effectively with all levels in and outside of the organization
• Demonstrated ability to grow and develop and/or manage (retain) an assigned (or segment) client portfolio
• Ability to work well with others in a collaborative environment as well as the ability to work independently with little supervision or day-to-day guidance
• Fluent with Microsoft Office programs and well as unique Treasury Management software/system knowledge, ONB’s system is preferred
• Position may require the need to travel to other Old National, prospect, new, or existing client or meeting locations

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. For Existing Portfolio TMCs, maintain and grow existing segment or assigned Treasury Management and deposit portfolio through client retention and deepening existing relationships with the addition of the right products and services
• Achieve overall Treasury Management revenue for the individual’s target portfolio size (growth) as of year-end.
• Meet/exceed new deposit production goal.
• Deliver an excellent client experience and enhance Old National’s brand in the marketplace.

Treasury Management Consultant roles may vary between TMC II or TMC III – this position may be filled at a different level depending on the candidate’s qualifications and relevant experience. Factors may include but are not limited to: previous experience (Government Banking, preferred), depth and breadth of previous or current institution size – the same role for many years or a variety of roles in the same space over a number of years, skills, knowledge, previous performance and success factors, proven ability to achieve sales targets year over year, education/certification, length of time in TM industry or a similar revenue generating role.