About the role
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 Corporate 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 $81,700.00/Yr. - $165,100.00/Yr.. 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
Compel