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Treasury Sales Officer

💰 $ - $

FinanceSalesBankingCorporate BankingTreasury Management

🎯 Role Definition

The Treasury Sales Officer (TSO), also known as a Treasury Management Officer, is a highly specialized, client-facing sales professional within a financial institution's commercial or corporate banking division. This role serves as the principal advisor and consultant to business clients on all aspects of their cash management cycle. The TSO's core mission is to drive revenue growth by understanding the complex financial operations and working capital needs of clients and prospects.

You'll be responsible for designing and selling a sophisticated suite of treasury management solutions—including payables, receivables, liquidity management, information reporting, and commercial card services. This position demands a unique blend of consultative selling, deep product expertise, financial acumen, and strategic relationship management to help clients optimize their cash flow, improve operational efficiency, and mitigate financial risk.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Treasury Analyst / Cash Management Analyst
  • Commercial / Corporate Banking Relationship Associate
  • Credit Analyst

Advancement To:

  • Senior Treasury Sales Officer / Team Lead
  • Treasury Sales Manager / Regional Sales Manager
  • Head of Treasury Management / Head of Transaction Banking

Lateral Moves:

  • Corporate Banking Relationship Manager
  • Treasury Management Product Manager
  • Liquidity or Payments Strategy Specialist

Core Responsibilities

Primary Functions

  • Proactively identify, develop, and win new treasury management business from prospective clients through strategic calling, networking, and collaboration with banking partners.
  • Manage and grow a dedicated portfolio of existing client relationships, acting as their primary strategic advisor for all cash and treasury management needs to deepen wallet share.
  • Conduct comprehensive, in-depth needs assessments and diagnostic conversations with client finance and treasury departments to thoroughly understand their cash conversion cycle, pain points, and strategic objectives.
  • Develop and deliver compelling, highly customized proposals and formal presentations to C-level executives and finance leaders, clearly articulating the value proposition and ROI of proposed solutions.
  • Achieve and consistently exceed assigned annual sales goals, including revenue growth, new client acquisition, portfolio expansion, and product cross-sell targets.
  • Partner intrinsically with Relationship Managers, credit teams, and other internal product specialists to create and execute a unified and strategic client coverage plan.
  • Skillfully negotiate complex pricing structures and service agreements with clients, balancing client needs with the bank's profitability and risk management objectives.
  • Lead the end-to-end response process for complex Requests for Proposals (RFPs) and Requests for Information (RFIs), coordinating all internal resources to submit a winning bid.
  • Maintain an expert-level, up-to-date knowledge of the bank's complete suite of treasury management products, services, and associated technologies.
  • Serve as the subject matter expert on market trends, emerging payment technologies, competitive landscapes, and regulatory changes that impact corporate treasury functions.
  • Shepherd new clients through the sales-to-implementation handover process, collaborating closely with implementation teams to ensure a seamless and positive client onboarding experience.
  • Perform regular, strategic portfolio reviews with key clients to ensure ongoing satisfaction, confirm the effectiveness of implemented solutions, and uncover new or evolving needs.
  • Represent the bank as a thought leader at industry conferences, client seminars, and professional networking events to build brand visibility and cultivate a strong pipeline of opportunities.
  • Diligently manage the sales pipeline and all client-facing activities within the CRM system, providing accurate forecasting and reporting to sales leadership.
  • Analyze client working capital metrics and financial statements to provide proactive, data-driven recommendations for process improvements and financial optimization.

Secondary Functions

  • Collaborate with Product Management teams by providing direct market intelligence and client feedback to influence the development of new solutions and the enhancement of existing products.
  • Develop and deliver training sessions and educational materials for Relationship Managers and other bank partners to improve their ability to identify and refer treasury management opportunities.
  • Act as a senior point of escalation for complex client service issues, working with operations and service teams to ensure timely and effective resolution.
  • Participate in the development and execution of the regional market plan, including identifying target client segments, industry verticals, and geographic areas for focused growth.
  • Ensure all sales activities, proposals, and client agreements adhere strictly to internal bank policies, compliance standards, and all relevant government regulations.

Required Skills & Competencies

Hard Skills (Technical)

  • Treasury & Cash Management Product Knowledge: Deep expertise in payables (ACH, wire, card), receivables (lockbox, remote deposit), liquidity management (sweeps, pooling), fraud prevention, and information reporting platforms.
  • Financial Analysis: Ability to analyze corporate financial statements, working capital cycles, and cash flow statements to identify client needs and build a business case.
  • Consultative Selling: Proven ability to lead a needs-based, solution-oriented sales process with sophisticated corporate finance buyers.
  • Sales Pipeline Management: Proficiency in using CRM software (e.g., Salesforce, nCino) to manage leads, track opportunities, and forecast revenue.
  • Proposal & RFP Development: Skill in crafting clear, persuasive, and professional written proposals and responses to formal procurement requests.
  • Pricing & Profitability Modeling: Competency in structuring and negotiating pricing for complex solutions to ensure mutual profitability.

Soft Skills

  • Relationship Building: An exceptional ability to build trust, rapport, and long-term strategic partnerships with clients and internal stakeholders.
  • Negotiation & Influence: Strong negotiation skills with the ability to influence decision-making at senior executive levels.
  • Communication & Presentation: Excellent verbal and written communication skills, with the polish and confidence to present complex information to diverse audiences.
  • Business Acumen: A thorough understanding of how businesses operate, manage finances, and the strategic challenges they face.
  • Problem-Solving: A creative and analytical approach to identifying client problems and architecting effective, often complex, solutions.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor’s Degree from an accredited college or university.

Preferred Education:

  • Master of Business Administration (MBA).
  • Certified Treasury Professional (CTP) designation is highly valued.

Relevant Fields of Study:

  • Finance
  • Accounting
  • Business Administration
  • Economics

Experience Requirements

Typical Experience Range: 3-10 years of relevant experience.

Preferred: Direct experience in treasury/cash management sales, corporate banking relationship management with a focus on treasury sales, or a role within a corporate treasury department. A proven track record of meeting and exceeding sales goals in a B2B financial services environment is essential.

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