Cash Management Regional Consultant III

Line of Business: TREASURY SERVICES
Job Category: Middle Management
Primary Purpose:
Manages a sales territory composed of one or more banking regions for the purpose of selling cash management and depository services to commercial clients and prospects, growing sales in the territory and retaining existing cash management clients.
Essential Duties and Responsibilities:
Following is a summary of the essential functions for this job. Other Duties may be performed, both major and minor, which are not mentioned below. Specific activities may change from time to time.
1. With the Regional President, City Executives, Corporate Bankers and Business Banking Manager, develops strategies and sales and marketing plans for maximizing cash management sales in the region. Manages the day-to-day activities involved in executing the sales strategy for the assigned territory.

2. Identifies the needs of the region for cash management support and promotes cash management to the region leadership. Provides effective reporting to the region on their cash management sales performance.

3. Identifies and develops cash management sales opportunities and responds to sales opportunities referred from commercial relationship managers. Identifies cross-sell opportunities for existing clients and new business opportunities with prospects.

4. Identifies and targets industry segments, geographic areas or competitors' clients with above average cash management potential. Schedules mini-campaigns, seminars or other promotional activities to generate additional sales. Coordinates Treasury Services participation in local promotional activities.

5. Generally in the company of the relationship manager, calls on clients and prospects to identify their needs and to sell the appropriate cash management and commercial deposit services.

6. Conducts "check-up" calls on valuable depository and/or cash management clients to identify cross-sell opportunities and to retain client business.

7. Follows up with client, Sales Consultants, Client Support and Implementation Team to insure that all necessary paper work is completed to book and implement the services.

8. Integrates the efforts of the Cash Management Sales Consultant into the territory. Insures that the role of the Sales Consultant is well understood and used appropriately.

9. Identities and fulfils regional needs for product or profiling training sufficient for commercial officers to identify and refer cash management sales opportunities.

10. Retains the cash management business of merger bank client; calls on them to explain the product mapping and its impact, informs them of and pre-sell them products that will be available post-conversion.

11. Assists with any other cash management conversion issues.

12. Maintains cash management industry and product knowledge.

13. Participates in local and regional AFP/TMA activities to represent BB&T and make contact with clients and prospects.

14. Assists District Manager, Division Head and Department Managers of Sales, Client Support, Operations and Product Management as required.
Required Skills and Competencies:
The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
1. Bachelors degree or equivalent education and related training/work experience
2. Six years of cash management experience
3. Six years of sales experience
4. Annual sales goal up to $650,000
5. Able to provide complex diagnosis of existing cash management clients and recommendations to restructure
6. Able to handle all but the largest, most sophisticated corporate clients
7. Able to make well informed recommendations to Relationship Manager on exception pricing and exception processing
8. Able to act as advisor to Relationship Managers on all commercial deposit account issues
9. Develops strategies, sales and marketing plans for review by Team Leader/District Manager
10. Manages most relationship with region leadership with occasional assistance from Team Leader/District Manager