Treasury Management Sales Associate III

Treasury Management Sales Associate III

The Treasury Management Sales Associate III (TMSA) assists the Treasury Management Sales Officer (TMO) to drive sales efforts in order to expand existing and new business and deepen client relationships. The role will assist clients with routine sales inquiries; assist in the preparation of proposals. The TMSA III supports a portfolio of clients encompassing a variety of lines of business and specialty industries through sales optimization activities, sales support and analysis, product risk analysis and mitigation; and project participation. The TMSA III must have a strong knowledge of all treasury management products / services and keep abreast of industry trends.

Position Competencies

Successful incumbents possess written and verbal communications skills, sales and relationship management skills, analytical and problem-solving skills, organizational and time management skills, and must also possess adaptability and flexibility in process, technology and industry.

Position Responsibilities:

Sales Optimization

• Meet or exceed assigned individual sales/revenue goals.
• Participate in client calls with TM Sales Officer including in person calls.
• Identify sales opportunities through needs-based assessment, campaigns, prospecting, reviewing account analysis statements and marketing lists to meet or exceed sales goals. Use information to prepare and execute sales plan with TMSO.
• Responsible to cross sell / up sell TM Solutions to existing customers.
• Work closely with TM Sales Officer and Relationship Manager to understand the client's business environment, strategies and industry to determine their requirements, identify potential new business opportunities and provide innovative solutions.
• Prepare annual client relationship account structure analysis; review account analysis statements for additional sales opportunities; create client relationship reviews including product recommendations based on clients business and industry changes.
• Coordinate and / or conduct product demonstrations for clients. Utilize industry research tools, benchmarking, peer results and new / enhanced treasury management products to identify portfolio sales opportunities.

Sales Support

• Prepare, organize and respond to Request for Proposals.
• Prepare proposals / presentations and cost benefit analysis, as well as other sales tools.
• Generate proformas; interpret competitors account analysis statement and determine comparative Comerica product and pricing recommendations.
• Manage special pricing approval process; work with TM Sales Officer and Relationship Manager to prepare documents and rationale for the special pricing committee.
• Manage and oversee the implementation process for new business; prepare all documentation and legal agreements ensuring that audit requirements are met to mitigate risk and legal liability; respond to issues related to the implementation, engage business partners and escalate, as appropriate.
• Identify, diagnose and resolve client issues; engage business partners and communicate with customer, TM Sales Officer and/or Relationship Manager.
• Identify, evaluate and mitigate risks associated with TM products; collaborate with TMO, RM and TM Risk to ensure process within credit policy.
• Recognize, mitigate and escalate risk issues such as cyber-risk, product risk, and operational risk

Projects

• Proactively identify evaluate, recommend and implement changes to operational processes / procedures resulting in departmental efficiencies.
• Participate on projects impacting TM Sales representing voice of the customer.
• Participate in coordination and planning of client and industry events such as AFP, TEXPO, Strategic Advisory Council, Customer Forum.
• Other projects as assigned.