Treasury Management Sales Director

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

Position Summary  

The Treasury Management (TM) Sales Director leads the development and execution of the TM sales and revenue growth strategy for the SPECIALTY segment. Through close partnership with the SPECIALTY Banking team, as well as TM Product Management, Client Experience, and Sales Enablement teams, this role drives client acquisition, relationship expansion, and overall business growth. 

Key responsibilities include identifying strategic growth opportunities, strengthening enterprise-wide partnerships, and establishing effective processes across all aspects of TM sales. This includes new business development, expansion of existing client relationships, and the ongoing development of sales talent. The TM Sales Director ensures the delivery of an exceptional client experience while maintaining compliance with bank policies, procedures, and risk management standards. In addition, this role is responsible for developing, monitoring, and managing performance metrics aligned with Specialty segment goals and objectives. 

As a people leader, the TM Sales Director provides strategic direction and day-to-day leadership for Specialty segment team members, which may include Market Managers, Treasury Management Consultants, and Analysts. The role is accountable for fostering an exceptional client experience and developing high-performing team members who consistently deliver strong client and business outcomes. 

Salary Range

The salary range for this position is $130,500 - $263,800 per year plus bonus. The base salary indicated for this position reflects the compensation range applicable to all levels of the role across the United States. Actual salary offers within this range may vary based on a number of factors, including the specific responsibilities of the position, the candidate’s relevant skills and professional experience, educational qualifications, and geographic location.

Key Accountabilities 

Achieve Financial Targets  

• Accountable for leading the Specialty segment team to achieve or exceed budgeted sales goals across deposits, PxV revenue, Corporate Card, and Merchant Services 

• Direct and oversee TM sales execution through regular sales management routines, business development activities, client relationship strategies, and the coaching and development of TM team members to drive performance and results.  Establish and manage the sales strategy, pipeline expectations, and prospecting disciplines required to drive sustainable growth and achieve Specialty segment revenue objectives. 

• Coach, mentor, and develop TM team members to strengthen Specialty segment expertise, sales effectiveness, and overall performance. 

• Provide leadership and direction to TM team members, fostering proactive sales behaviors and accountability for achieving business results. 

• Monitor and report on Specialty segment performance metrics, including sales revenue, portfolio growth, pricing exceptions, fee waivers and refunds, client attrition, and fee realization. 

• Champion an exceptional client experience by guiding the effective resolution of complex client matters and supporting team members as needed. 

• Partners with Specialty Banking Relationship Managers and key stakeholders, including Merchant Services, Wealth, and Community Banking, to deliver comprehensive solutions and deepen client relationships. 

Strategy/Collaboration 

• Serve as TM Specialty egment subject matter expert and liaison to senior leadership at the TM LOB level and/or overall Bank leadership and across all markets/regions  

• Partner with senior leaders across Specialty Banking and key business lines to develop and execute growth strategies that enhance client relationships, revenue generation, and TM solution adoption. 

• Effectively communicate and influence senior leadership, regional leadership, segment/vertical LOB leadership and other key leaders in each market across the Bank, specifically the ability to define and lead business partners on key TM strategic needs, initiatives, changes, tactical plans and needed partnerships and dependencies pertinent to TM 

• Maintain an in-depth working knowledge of all treasury management products and services and present client demonstrations as necessary. 

• Develop and maintain referral networks with appropriate industry contacts and centers of influence 

• Stay up to date on industry trends and competitive landscape – influence internally and work closely with TM Product Development to review information on competition, trends, and new product offerings in the industry 

People Leadership 

• Foster a culture focused on sales excellence, ethics, continuous improvement, and an exceptional client experience 

• Set and manage expectations within the entire Specialty segment that they understand client needs in terms of daily operations, cash application, cash conversion and working capital outcomes and providing a positive client experience and ease of doing business; work with team(s) on selling capabilities that are feasible and within the scope and ability of our systems and processes to meet client needs 

• Performs various management responsibilities including staffing, performance management, coaching and recruitment/hiring 

Key Competencies for Position  

Strategy in Action – Cultivates Strategy Across Business Area 

• Connects work to broader ONB strategy and empowers leaders to drive strategy forward while removing barriers 

• Demonstrates in-depth understanding of influencing factors and how these might impact organizational strategy 

• Anticipates, identifies and articulates future trends, issues and implications and recommends new strategic direction 

• Empowers team to proactively explore multiple points of view generating insights leading to the identification and implementation of possible solutions without constraints 

• Inspires and sustains team cohesion and engagement by focusing business areas on our vision, values and goals while communicating the impact 

Promotes Change - Inspires Change within Business Area 

• Communicates explicitly what must change and why and empowers people leaders to own the change message and move teams forward 

• Fosters change agility within business areas by seeking perspectives, leveraging others’ ideas and recognizing change efforts. 

• Allocates resources and direction to make change happen while mitigating risk 

• Accelerates change by creating a safe environment for others to try new things and learn from mistakes driving enhancements to organizational culture, processes or products/services 

Compelling Communication - Builds an Environment for Open and Transparent Communication 

• Articulates the reason for the communication and its importance transparently (including impact on the individual, team, and organization) while stressing major points clearly and succinctly 

• Frames message to align with individual or group’s style and expectations, i.e., experience, background and expectations 

• Checks others’ understanding of communication and presents message in multiple ways to enhance comprehension 

• Openly listens, asks clarifying questions to gain perspective and mutual understanding building trust and overcoming resistance 

Develops Talent - Optimizes Talent within Business Area to Achieve Goals 

• Actively supports people development through formal programs as well as targeted stretch assignments 

• Continuously evaluates talent within business area and is quick to take action to remove barriers and close talent gaps through effective feedback and coaching 

• Cultivates an environment of trust and optimizes talents and capabilities within business area through a culture of continuous feedback and coaching 

• Actively seeks to attract and retain best-in-class, diverse talent 

Qualifications and Education Requirements 

• Five (5) or more years of proven leadership experience leading regional or geographically dispersed Treasury Management and/or payments teams, with a demonstrated ability to drive change, improve performance, and achieve business objectives.  

• Minimum of Seven (7+) years of Banking and/or Treasury Management experience.  

• Demonstrated success developing and executing strategic sales and market growth initiatives that drive new business acquisition and deepen client relationships.  

• Strong strategic planning, market development, and business execution skills.  

• Demonstrated ability to lead, motivate, and influence teams and business partners to achieve segment and enterprise-wide objectives.  

• Exceptional interpersonal, communication, presentation, and relationship-building skills, with the ability to influence stakeholders across all organizational levels.  

• Ability to lead effectively in a fast-paced, complex, and evolving environment.  

• Experience developing and implementing client retention strategies.  

• Bachelor's degree in a business-related field (Finance, Economics, Accounting, Marketing, etc.) or equivalent experience.  

• Certified Treasury Professional (CTP) certification preferred or willingness to obtain certification. Proficiency in Microsoft Office applications, including Excel, PowerPoint, and Word. 

• Position may require the need to travel to other Old National, client or meeting locations. 

Key Measures of Success/Key Deliverables: 

• Drives Business Growth – influences business partners and senior leaders to support strategic initiatives and drive organizational success; identifies market opportunities and mobilizes resources to achieve segment objectives; establishes a culture of sales discipline, pipeline management, and accountability for results; develops and execute strategies that accelerate revenue growth, deepen client relationships, and expand TM penetration; drives sustainable revenue growth and strategic execution 

• Retention of talent and clients 

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 individual with disability, sexual orientation, gender identity or any other characteristic protected by law.

We do not accept resumes from external staffing agencies or independent recruiters for any of our openings unless we have an agreement signed by the Director of Talent Acquisition, SVP, to fill a specific position.

Our culture is firmly rooted in our core values.

We are optimistic. We are collaborative. We are inclusive. We are agile. We are ethical.

We are Old National Bank.  Join our team!