Director TM Sales Dlv & Revenue Optimization

First Merchants Bank is seeking a Director TM Sales Dlv & Revenue Optimization to join our team! This position will be responsible for developing and executing frameworks and strategies that strengthen the effectiveness of Treasury Management revenue generation. This role translates data, client insights, and product capabilities into scalable, practical tools, resources and sales execution standards that enhance sales effectiveness and consistency.

Reporting to the Managing Director of Treasury Management Strategic Delivery and Optimization, the role drives measurable improvement in the business by developing repeatable, data driven structured sales plays, decision support tools, and insight driven frameworks that enhance opportunity prioritization, and execution across the sales process.

This role drives Treasury Management revenue performance by leveraging data, insights, and structured operating frameworks to optimize pipeline quality, pricing strategies, and opportunity conversion. It focuses on improving consistency, prioritization, and client value capture across the revenue lifecycle, partnering with Sales leadership to influence outcomes through strategy, infrastructure, and performance optimization without ownership of sales teams, client portfolios or direct revenue accountability.

As part of this role you will:

• Sales & Revenue Optimization
  
  • Drive frameworks for improving Treasury Management revenue, product penetration, and wallet share across client portfolios
  • Analyze, synthesize, and translate pipeline performance, conversion trends, and client behavior to identify systemic execution gaps and scalable growth opportunities
  • Identify and activate insights that improve deal conversion, cross sell execution, and revenue realization
  • Establish key performance indicators (KPI’s) and measurement approaches to measure effectiveness to evaluate effectiveness of sales strategies, tools, and execution outcomes
• Sales Effectiveness and Strategy Ownership
  
  • Define and lead the TM sales effectiveness strategy and operating model, aligning tools, resources, and execution standards with strategic growth priorities
  • Design, develop, and implement sales plays aligned to key products, client segments, and industries for consistence use across the TM sales organization
  • Develop persona-based engagement strategies to improve client relevance and conversion and ensure alignment with broader segments and product strategies
  • Create and refine industry-specific TM sales frameworks that support consistent field execution and stronger win rates
• Sales Toolkit & Field Resources
  
  • Develop, own, and evolve a Treasury Management sales infrastructure and toolkit that supports field execution such as sales pitchbooks, relationship reviews, ROI tools, prospecting and discovery guides, objection handling frameworks based on real client scenarios, industry-specific selling guides and solution maps, competitive positioning and differentiation tools and deal progression and qualification frameworks.
  • Ensure tools are strategically aligned, insight driven, and embedded within defined sales processes and routines
  • Establish standards for tool utilization and lifecycle management, including ongoing refinement based on performance insights
• Data-Driven Sales Execution
  • Leverage and synthesize CRM, Q2, ZoomInfo, and Vertical IQ data to surface TM sales opportunities and translate insights into actionable, sales-ready execution support
  • Translate client, industry, and product insights into scalable, targeted guidance and sales actions
  • Develop structured approached for prioritized outreach and opportunity identification across the TM sales organization
• Sales Execution Consistency and Performance Enablement
  • Strengthen TM sales readiness equip with tools, insights, and execution frameworks
  • Embed sales plays, frameworks, and decision-support tools into sales operating rhythms in partnership with TM sales leadership
  • Enhance client engagement effectiveness by improving how insights and strategies are integrated int the sales approach
  • Reinforce consistent use and adoption of sales playbook, sales tools and approaches in alignment with leadership expectations
  • Partner with sales leaders to identify structural execution gaps and improve the effectiveness of sales tools and resources
  •  Support consistency in sales execution without ownership of sales activity management, coaching, or performance management
• Cross-Functional Partnerships
  
  • Drive alignment and integration with sales, product, and other stakeholders to translate Treasury Management capabilities and business priorities into effective, field-ready execution and frameworks
  • Collaborate to ensure product capabilities are accurately reflected in sales plays, tools, and client engagement strategies
  • Partner with TM sales leaders to ensure sales strategies, tools and insights are operationalized through existing leadership structures
  • Align across functions to ensure consistency between product direction, strategy, and sales execution, with a focus on improving revenue performance and client outcomes

To be successful in this position, we require the following:

• 7 years of experience in Treasury Management, commercial banking, sales strategy, or go to market
• Strong understanding of Treasury Management products, client needs, and sales processes
• Demonstrated ability to translate data and insights into sales strategy and scalable execution frameworks
• Experience building sales plays, toolkits, and structured selling frameworks
• Strong collaboration skills with sales leaders and product partners
• Experience influencing sales outcomes through strategy, operating models, and infrastructure
• Ability to operate both strategically and tactically in a revenue-driven environment
• Proven experience leading complex, cross-functional initiatives.
• Strong executive presence with the ability to influence senior stakeholders.
• Excellent executive-level written and verbal communication skills with the ability to articulate treasury management value with clarity and impact.
• Some Travel required.

First Merchants offers the following:

• Base Pay PLUS Bonuses
• Medical, Dental and Vision Insurance
• 401k
• Health Savings and Flexible Spending Accounts
• Vacation/Sick Time
• Paid Holidays
• Paid Parental Leave
• Tuition Reimbursement
• Additional Benefits

A little about us:

First Merchants is guided by a genuine philosophy of being a meaningful place to work and having a prosperous impact across all walks of life throughout the communities we serve, including consumers, businesses and other organizations. Our Vision, Mission and Team statement reflect and reinforce that authentic service philosophy.

Our Vision is:

To enhance the financial wellness of the diverse communities we serve.

Our Mission is:

To be the most responsive, knowledgeable, and high-performing financial organization for our clients, teammates, and shareholders.

Our Team:

"We are a collection of dynamic colleagues with diverse experiences and perspectives who share a passion for positively impacting lives. We are genuinely committed to attracting and engaging teammates of diverse backgrounds. We believe in the power of inclusion and belonging."

Apply today to begin your career with us!