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. Meet or exceed Treasury Services annual assigned sales goals of a minimum of $400,000, excluding any value of General Depository Services, in assigned markets by making sales calls (both in person and over the telephone) on current and prospective business, commercial and corporate market segment clients. Meet or exceed other fee income and deposit goals, as assigned. 2. Develop and execute an effective sales revenue plan clearly outlining consistent activities, tactics and strategies leading to annual sales goal attainment, in coordination with, and in support of the Community Bank, and Treasury Services Sales strategies and initiatives. 3. Generate leads and sales opportunities by assessing assigned markets, collaborating with Community Bank Relationship Managers and other banking partners, using research provided by Treasury Services Market Development Team and other marketing research efforts. 4. Initiate sales activities under a direct sales model by making sales calls on clients and prospects to identify needs, provide recommendations, sell the appropriate cash flow solution products (referenced above), and refer opportunities to other areas of the Bank as outlined above. Conduct relationship review calls on valuable client relationships to identify cross-sell opportunities and retain clients’ business. 5. Build strong business relationships with external and internal clients reflecting the overall strategy of BB&T and the Treasury Services Sales Group. 6. Provide timely reporting of sales activity and prospective sales opportunities in the Sales Force CRM reporting system used by the Community Bank and Treasury Services. 7. Maintain industry specific cash flow optimization knowledge, products and technical subject matter expertise (i.e. Healthcare Industry/HIPAA). 8. Build personal and professional brand in assigned markets by delivering educational presentations on current and emerging Treasury and Cash Flow topics.
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. Bachelor’s degree in finance, economics, business, accounting, or equivalent education and related training 2. Three years of experience with the following: corporate working capital management (WCM) objectives and strategies, supporting business processes including accounts payable, accounts receivable, supply chain management, debt and investment management, risk management and financial controls, financial systems and associated information technologies, including a perspective on both domestic and international WCM practices 3. Skilled in market analysis and lead generation; ability to influence sales process of the Community Bank; thorough understanding of the technical and the functionality of complex financial products and services (treasury/cash management, international, payroll, financial supply chain, commerce gateway, cash processing, and commercial cards) typically used by businesses in support of their cash flow and working capital operational requirements 4. Consulting skills: ability to perform situational analyses through identification of client objectives, priorities, needs, problems, decision processes, benchmarks and measurements coupled with the capability to craft and propose recommendations and solutions to the issues and problems raised during the consulting process 5. Ability to discuss a client’s cash flow process and ascertain risk management points in order to provide fraud prevention consultation to include traditional solutions as well as online standard security protocols 6. Ability to close sales: knowledge of value-oriented sales techniques and processes; use of customer-focused attitudes and beliefs to translate product features into client-specific benefits and value propositions (in the client’s terms); preparation and delivery of tailored sales presentations, including product demonstrations; ability to handle buyer objections and move sales situations forward resulting in the close of the sale while simultaneously focusing on account profitability and client retention 7. Ability to communicate effectively in person and in writing, to include presentation skills and fluency in the English language 8. Ability to tailor presentations and content of solutions as appropriate to executive and business-focused audiences, as well as technical staff 9. Work effectively in a team environment; ability to work with staff from within the Company (e.g. Community Bank Product Management, Operations, Implementations) to effectively maximize revenue and customer satisfaction within assigned territory 10. Ability to develop targeted sales plans (market and call planning), as well as sales reporting and pipeline management utilizing the Sales Force CRM System 11. Strong work ethic to include timely follow-up, commitment to excellence and positive attitude combined with energy and enthusiasm 12. Demonstrated proficiency in basic computer applications, such as Microsoft Office software products 13. Ability to quickly grasp internal banking applications 14. Effective time management skills through utilization of various types of communication in order to cover a potentially broad territory which will require travel and might require an occasional overnight stay
Desired Skills: 1. Master’s degree or professional certifications (e.g. Certified Management Accountant (CMA), Certified Financial Manager (CFM), Accredited ACH Professional (AAP), Certified Public Accountant (CPA), Chartered Financial Analyst (CFA), Certified Treasury Professional (CTP)) 2. Knowledge of the assigned market (territory, industry, and/or segments) with “go-to” accounts and familiar contacts for accelerated sales cycles 3. Exposure to and high-level knowledge of technologies and related concepts utilized in working capital management process 4. Effectively work within the scope of BB&T’s Vision, Mission and Values
BB&T is an Equal Opportunity Employer and considers all qualified applicants regardless of race, gender, color, religion, national origin, age, sexual orientation, gender identity, disability, veteran status or other classification protected by law.
Internal Number: R00129993
At BB&T, we believe our associates are our most valuable asset. We operate on the principle that each individual is capable of having a positive impact on the organization. This belief has allowed BB&T to evolve into one of the financial service industry’s top performers.
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