Cash Management Relationship Manager

Responsible for commercial deposit and revenue growth, client planning, client calling, portfolio development, and proposal/presentation development/delivery of cash management products and services to new clients and the expansion of deposit and cash management relationships to an assigned portfolio of clients which may include, Small Business, Middle Market, Structured Finance, Commercial Real Estate, Municipal Banking, and/or other Specialized Industries. Coordinate sales efforts with Relationship Managers and other client-facing team members in order to acquire new business and cultivate new relationships that result in deposit growth and cash management revenue growth. Responsible for understanding and explaining all aspects of cash management products and services to customers.

ESSENTIAL DUTIES & RESPONSIBILITIES

• Develop and maintain a customer and prospect sales pipeline of the Bank's various Commercial Business Lines; responsible for new sales and revenue growth of cash management customers
• Execute cash management sales strategy to increase market penetration, generate new commercial deposit only relationships and maximize revenue
• Work with Relationship Managers and other client-facing team members to develop a call plan for existing business customers with potential for cash management products and service
• Promote effective sales culture for the profitable expansion of deposit and cash management relationships and products. Responsible for opening deposit accounts and achieving annual goals
• Be responsible for the sales and installation of the cash management products stemming from the relationship; coordinate resolutions when needed
• Maintain a keen client focus, cash management industry proficiency and a comprehensive understanding of bank structure and the operational aspects of cash management products and services
• Possess an excellent technological competencies to understand, operate and explain the Bank's products, operating systems and support programs
• Develop proposals, responding to prospect/customer bids and customer pricing analysis
• Refer and coordinate cash management customer questions ensure resolution of any product complaints, issues, or laggard features with the support the service team
• Organize annual top customer relationship review plan to inform customers or market about new products and services and to offer ideas on possible efficiencies and value to business
• Consult and identify customer needs and refer customer opportunities to other business partners within the Bank
• Work closely with operations, servicing and product support personnel to ensure successful client on-boarding, customer satisfaction and ongoing support; interact with Product Management for new product development and existing product enhancements
• Develop and recommend marketing objectives and sales strategies
• Maintain industry knowledge of cash management solutions and pricing to keep products current and competitive
• Must possess a thorough knowledge of bank operations, policies, procedures
• Monitor customer usage to identify and remediate customer attrition, maximize fee income and maintain sound risk management practices
• Grow fee income from sale of cash management products, including a review of account analysis activity and identification of fee income opportunities
• Support the sales process through discussions/training of commercial and retail team, product demonstrations and consulting on effective strategies
• Perform additional duties as requested, needed or assigned

JOB REQUIREMENTS

• Ability to perform job functions independently or with limited supervision and work effectively either on own or as part of a team
• Strong relationship management skills and proven business development skills with a corporate client set
• Strong network of COIs, business, and nonprofit organizations in Boston and the surrounding communities
• Collaborative approach to business in support of close team environment
• Solid strategic thinking to create and advance cash management solutions with clients
• Innovative, displays initiative, is self-motivated and able to adjust quickly to changing business landscapes
• Detail oriented and organized with strong time management skills
• Demonstrated ability to use sound judgment and make decisions in a consistent manner
• Must have a good math aptitude and high-level proficiency in MS Office Suite
• Strong understanding of accounting principles, financial concepts, payment processing and commercial banking operations
• Thorough knowledge of the practices and regulations that govern the banking industry and the implications of federal, state and local regulations affecting cash management activities
• Comprehensive understanding of the principles and practices associated with the analysis of business operations and depository activities
• Awareness of industry issues and competitive products/services
• Knowledge of sales techniques and principles to effectively market cash management services
• Excellent listening, written and verbal communications skills
• Ability to gather, arrange, compile, interpret, analyze, summarize and evaluate information and data to identify sales opportunities and formulate conclusions and recommended actions
• Ability to set priorities, objectives and goals
• Capable of dealing calmly and professionally with numerous different personalities from diverse cultures at various levels within and outside of the Bank and demonstrate highest levels of customer service and discretion when dealing with the public
• Capable of exercising highest level of discretion on both internal and external confidential matters
• Communicate effectively and clearly with a broad range of employees across the organization, as well as external counterparts
• Project a professional image to maintain credibility with customers and team members
• Ability to adhere to Needham Bank's Core Values (Focus on Customer Relationship, Embrace Change, Work as a Team, Be an Asset to Your Community, Always Learn, and Do the Right Thing)

EDUCATION & EXPERIENCE

• Bachelor's degree preferred
• Minimum 8 years' experience in serving and selling sophisticated cash management solutions to various size and industry type account relationships
• Familiarity with corporate market segment

WORKING CONDITIONS/PHYSICAL DEMANDS

• Normal business office environment
• Ability to travel 50% of the time