Old National Bank has been serving clients and communities since 1834. With $50 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.
Our team members are our greatest asset, and we continually invest in their growth and development. We offer 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 are currently seeking a Treasury Management Consultant (TMC) that will be responsible for generating new revenue and developing full-service TM relationships with new and existing clients in an assigned commercial banking segment.
Externally Facing TMCs partner with Commercial Relationship Managers (Corporate, Business Banking, etc.) and other internal business partners to advise on deposit, TM, risk and other liquidity needs for clients and prospects. The External Facing 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.
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 Facing TMCs should actively manage and maintain a new client or bringing TM to a current client via a sales pipeline
- Review 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
- External Facing TMCs will complete and respond to RFPs
- 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
- 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.
Relationship Management
- Manage portfolio of TM clients – serve as primary contact (relationship manager/account manager) for assigned accounts/segment
- Proficiency in knowledge of all TM solutions and their benefits to our clients
- Proactively identify and communicate new and cross-sell opportunities directly with the client
- Monitor client overdrafts and ACH limits
- Ensure complete client satisfaction through proactive partnership and providing timely responses to requests
- Work collaboratively with front-end and back-end partners to ensure excellent service, and/or product implementation for new opportunities with existing client requests to retain/maintain existing relationships
- Responsible for outbound client contact on various initiatives of the TM division as required from time-to-time such as service change communication (pricing event), annual due diligence events, etc.
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 equivalent experience
- 5-10 years of banking experience preferred with 3-5 years of experience in Treasury Management sales, service and/or support
- 2 years of sales/business development experience preferred
- Sufficient 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
- Certified Treasury Professional (CTP) certification preferred or commitment to obtain certification desired
- 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 internal Sales Consultants, new or existing clients and/or other internal partners with different work styles
- 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 an assigned 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 locations to prospect, new, or existing clients or for meeting locations
Job titles and career levels will take into account: previous experience, 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.
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, 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!
