Cash Management Sales Officer II

Cash Management Officer Level II

The Cash Management Officer Level II is a pivotal role designed to further enhance the bank's profitability through a sophisticated consultative Cash Management sales approach. This role entails a deeper partnership with Commercial bankers and demands a proactive stance in fostering strong relationships with both prospective and existing clients. As a Cash Management Officer Level II, the incumbent will not only cultivate business but also oversee the strategic planning and execution of account plans. This position requires a dynamic individual who can work closely with client-facing teammates across the company, aiming to generate new business from prospective clients across all business segments (Commercial, Community, and Public Funds), and to expand the existing business base. The role encompasses the responsibility of reviewing and negotiating a comprehensive range of cash management services, executing a regional market plan with client-centric strategies, and managing all aspects of the sales management process including pipeline management, calling activity, assisting in achieving market goals, conducting relationship reviews, and facilitating relationship referrals.

Responsibilities

• Excel in performance objectives by proactively growing and retaining high-quality clients, focusing on driving overall profitability to surpass bank targets.
• Exhibit an advanced understanding of all Cash Management products and services, including pricing, and possess the capability to conduct in-depth training, explanations, and communications to both internal partners and external clients.
• Take charge of reviewing and negotiating the complete spectrum of cash management services across all business segments.
• Deliver executive Cash Management consultations to both new and existing clients, aiming to promote balance retention and portfolio growth.
• Lead the support for new sales revenue acquisition, as well as the retention and expansion of existing client bases, by managing client portfolios to sustain current income and generate new bank income.
• Engage in business development prospect meetings, offering strategic solutions based on client needs.
• Continuously update knowledge on competitors' products and pricing to stay competitive in the market.
• Facilitate effective and frequent interactions with Commercial Bankers and actively engage in community networking with local leaders and businesses, promoting the bank favorably.

Additional Responsibilities:

• Enhance operational risk awareness, including identification, assessment, mitigation, control, and reporting.
• Act as a primary point of contact for escalating sales, product, and service issues.
• Ensure timely review of monthly account analysis statements to guarantee proper charging for newly implemented services.
• Promptly resolve issues and escalate concerns to management to maintain awareness of any significant matters.
• Keep the bank's CRM system updated with sales calls, pipelines, closed sales, etc.
• Collaborate with Cash Management Operations and sales team members on special projects and support the team as needed.

Qualifications

• High School Diploma or GED Equivalent.
• 5+ years of experience directly related to the financial services industry, specifically with a focus in Cash Management Sales and Service.
• Comprehensive understanding of Banking Compliance and Regulatory requirements including the ability to interpret laws and assess risk as it relates to Cash Management products and services.
• Exceptional interpersonal, oral, and written communication skills, with demonstrated superior customer service skills.
• Advanced analytical, mathematical, problem-solving, and time management skills, capable of managing multiple deadlines and projects, and adjusting priorities swiftly while maintaining attention to detail.
• Understanding of the market & market trends, competitive and regulatory environment. Extensive knowledge of local and regional cash management and clearing services, products and techniques.
• Exceptional level of business acumen. Ability to understand a customer's business, cashflow and the fundamentals of running a business.
• Proven ability in identifying and meeting customer needs through matching a broad range of products and services with a proven ability to deliver creative and flexible customer solutions.
• Proven Sales Record with Relationship Management experience at multiple levels.
• Possess a strong customer focus with a high degree of ownership, have a passion for putting the client first, and have an outgoing personality that brings enthusiasm, professionalism, and a positive attitude

Preferred Qualifications:

• BA or BS degree in Business Management, Marketing or other related field.
• Specialized Cash Management Training (i.e. Certified Cash Management (CCM)/Certified Treasury Professional (CTP)).

Benefits

• Medical
• Dental
• Vision
• 401(k) Match
• Profit Sharing
• Paid Time Off
• 11 Holidays
• Tuition Reimbursement
• Free Parking throughout Tompkins Community Bank
• Employee Referrals

EEO Statement

Tompkins is committed to a policy of Equal Employment Opportunity ("EEO") with respect to all team members and applicants for employment and a work environment free from discrimination (including unlawful harassment) based on race, color, religion, sex, sexual orientation, transgender status, gender non-conformity, gender identity, gender expression, national origin, age, marital status, domestic violence victim status, disability, predisposing genetic characteristics, military or veteran status or status in any group protected by federal, state, or local law.

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Pay RangeUSD $92,500.00 - USD $120,000.00 /Yr.