Treasury Sales Associate @ Bank of America Merrill Lynch

19/04/2019

Amsterdam – Full-time

The Treasury Sales Associate (TSA) is responsible for supporting the Sales processes for one or more Treasury Sales Officers (TSOs).  He or she partners with the TSO and assists in managing and growing portfolios of Large Corporate clients.  They assist in coordinating the Client Management Process by focusing on client acquisition and deepening existing relationships through identification of client needs.  TSAs are responsible for utilizing support partners and resources to coordinate industry, prospect and client research for use in pre-call planning for TSOs and partners.

Overview

The Treasury Sales Associate (TSA) is responsible for supporting the Sales processes for one or more Treasury Sales Officers (TSOs).  He or she partners with the TSO and assists in managing and growing portfolios of Large Corporate clients.  They assist in coordinating the Client Management Process by focusing on client acquisition and deepening existing relationships through identification of client needs.  TSAs are responsible for utilizing support partners and resources to coordinate industry, prospect and client research for use in pre-call planning for TSOs and partners.

Accountable for accuracy of sales data within source systems (e.g. deal pipeline, client plans, call reports, and other sales tracking systems and reports which may be developed).

To be successful in the role, TSA’s must maintain and build a strong client focus and awareness and understanding of the bank and operational aspects of the products and services used by clients in addition to possessing good interpersonal, communication and presentation skills.

Responsibilities

Build Strong Client Relationships

  • Participate in client in-person calls as time permits, and when value can be added by TSA.
  • Actively participates by presenting solutions on an in-person client call
  • Review Pipeline and create reports for Sales Officer as needed
  • Enter deals in the Pipeline tool
  • Update information on deal status in the Pipeline tool
  • Update information on assigned deal team/sales officer
  • Maintain and log information around execution of client contact strategy (i.e. call reporting)
  • Participate in contract management process when required
  • Contribute to credit facility activities
  • Serve as a primary participant in annual pricing events

Assist with new client relationships

  • Proactively identify, research, and assist with qualifying new prospect targets by leveraging available tools and internal/external resource sites.  Assists in corresponding with prospects, providing marketing and sales collateral and in preparing for client calls.  Ensures activities and progress is tracked, and follows up on prospecting activities as appropriate
  • Provide industry, prospecting and client research support to the TSO for use in the sales process and assist with sales presentation content development
  • Conduct research of internal data to identify cross-sell and up-sell opportunities based on peer client groups
  • Identify sales opportunities through research, pipeline and interactions with clients

Client Fulfilment Handoff

  • Provide accurate and timely information to the fulfilment team
  • Re-engages on fulfilment meetings when additional sales opportunities surface or to ensure the fulfilment team is on-boarding as requested by the client

Effective Pre-Call Planning for TSO partners

  • Leverages tools, systems and resource sites available for pre-call to produce appropriate data based on call type; analyzes data and shares with and prepares TSO accordingly
  • Ensures Data Integrity of Sales Reporting
  • Demonstrate ownership and accountability for sales data integrity, including accuracy of the deal team within all systems

Pricing

  • Gather data to identify volumes for the products to be presented
  • Work with the Sales Officer to strategise on how to price new business
  • Liaise with the Pricing Team to review competitive data to compare pricing to Sales Officer’s recommended pricing and identify ways to improve chances of winning new business

Request for Proposal (RFP) Processes

  • Research client information in preparation for receiving an RFP
  • Develop together with the Sales Officer the product solution for the RFP
  • Review the RFP when received and determine follow-up questions for the client
  • Liaise with Sales Enablement in their preparation of RFP responses
  • Meet with the client and the Sales Officer to engage in a Q&A session
  • Review draft from the RFP team and revise  as needed
  • Work with the Pricing Team to develop pro-forma pricing model
  • Input price points in to the Pricing Model to generate pro-forma statement
  • Review final RFP response for completeness and accuracy
  • Draft cover letter for the Sales Officer’s review

Direct Client Engagement

  • Prepare materials to introduce new ideas, capabilities and solutions to clients and prospects
  • Proactively inform and advise clients of enhancements/improvements in capabilities
  • Execute around a proactive contact strategy in coordination with their sales officer
  • Participate in and lead solution & capabilities demonstrations
  • Serve as a point of contact for the client, particularly in the absence of the Treasury Sales Officer
  • Proactively broaden product knowledge and partner across product platforms
  • Knowledgeable of all Treasury Management products to recognise opportunities for expansion
  • Proactive ownership and accountability for ongoing personal development and growth in staying abreast of changes in product and servicing capabilities and new offerings as they are delivered to add value to clients
  • Strong working relationship with partners to share ideas and best practices and increase knowledge

Requirements

  • Communicates Effectively
  • Demonstrates Business Acumen
  • Focuses on Customers and Clients
  • Learns and Adapts
  • Promotes a Culture of Compliance
  • Promotes Teamwork
  • Experience in a similar position
  • Ability to deal with clients and other colleagues in the Bank
  • Good organisation and communication skills

Good conduct and sound judgment is crucial to our long term success. It’s important that all employees in the organisation understand the expected standards of conduct and how we manage conduct risk. Individual accountability and an ownership mindset are the cornerstones of our Code of Conduct and are at the heart of managing risk well.

As part of our standard hiring process to manage risk, please note background screening checks will be conducted on all hires before commencing employment

Apply:

If you are interested in this opportunity please send your details to us by applying online with your CV.

We are an equal opportunities employer, and ensure that no applicant is subject to less favourable treatment on the grounds of gender, marital status, race, colour, nationality, ethnic or national origins, age, sexual orientation, responsibilities for dependants, physical or mental disability. The Bank selects candidates for interview based on their skills, qualifications and experience.

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