Responsible for performing a variety of duties to meet the Cash Management needs of business clients within the Cash Management Services department. - Works with the assigned supervisor to establish annual business development, deposit growth, fee income, product penetration, client retention, and profitability objectives aligned with the department’s annual operating plan. Monitors progress toward established objectives and discusses results with the appropriate supervisor on a regular basis.
- Manages the Cash Management sales cycle from prospecting and needs analysis through solution design, pricing, proposal development, closing, implementation handoff, and post-implementation follow-up.
- Solicits new business from existing and prospective clients through independent and joint calling efforts. Develops and maintains relationships to identify Cash Management, traditional and specialty deposit, escrow, merchant services, and other appropriate cross-selling and referral opportunities, including solutions for attorneys, property managers, 1031 exchange clients, municipalities and other specialized business segments.
- Designs client-focused Cash Management solutions and provides consultative expertise based on client operating requirements, cash-flow needs, and the liquidity management cycle.
- Retains and grows the assigned portfolio through regular calling efforts and relationship reviews. Conducts annual Cash Management reviews for top-tier commercial clients and other assigned relationships in accordance with the established review schedule.
- Conducts relationship and pricing reviews to identify service gaps, pricing inconsistencies, unreviewed fee waivers, cross-selling opportunities, and retention risks, and recommends appropriate follow-up actions.
- Analyzes Bank and account analysis statements and performs cash-flow analysis to support solution design, pricing, and relationship profitability.
- Maintains accurate and timely records of client and prospect activity, referrals, proposals, relationship reviews, sales opportunities, pipeline activity, and follow-up in designated Bank systems.
- Serves as the bank subject-matter expert for Cash Management products and services and maintains working knowledge of related commercial products and services to identify client needs and referral opportunities. Provides internal presentations, training, and product support as appropriate.
- Develops and maintains expertise in specialty deposit and escrow solutions, including attorney/IOLA accounts, tenant and landlord escrow, 1031 exchange accounts, prepaid funeral accounts, rent collection solutions, and other specialized deposit products offered by the Bank.
- Partners with commercial lenders, business bankers, retail personnel, merchant services, and other Bank partners on business-development efforts, client relationships, referrals, and service needs.
- Coordinates with appropriate Bank departments to resolve client concerns and ensure the accurate and timely implementation of new or modified Cash Management services.
- Prepares and reviews required agreements, implementation documentation, risk assessments, and enhanced due diligence documentation for completeness, accuracy, and compliance with applicable policies, procedures, rules, and regulations.
- Protects confidential Bank and client information and follows applicable procedures for safeguarding client non-public information, payment information, system access credentials, and related documentation.
- Identifies Cash Management product, service, and process improvement opportunities and communicates recommendations to management.
- Maintains an active presence in assigned markets through participation in business, civic, and community activities, including functions held outside normal business hours, as needed. Expected to serve on a minimum of one Bank-approved nonprofit, civic, or professional board or committee to support networking, business development, and the visibility of within the appropriate region. Outside activities are subject to applicable Bank policies, management approval, and conflict-of-interest requirements.
- Conforms to General Performance Expectations as identified for all employees.
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