The bank for a changing world

We are looking for

Sr Lead Sales Exec Consultant

Apply REF: 045505
At Bank of the West, our people are having a positive impact on the world. We’re investing where we feel we can make the most impact, like advancing diversity and women entrepreneurship programs, financing for more small businesses, and promoting programs for sustainable energy. From our locations across the U.S., Bank of the West is taking action to help protect the planet, improve people’s lives, and strengthen communities. We are part of BNP Paribas, a global leader supporting the UN Sustainable Development Goals (SDGs). Yes, we’re a bank, but as the bank for a changing world, we are continually seeking to improve the ways we help our customers, while contributing to more sustainable and equitable growth.

Job Description Summary

A sales professional specializing in a defined commercial banking product and/or service supporting the CBG Sales Teams. As producer, responsible to meet assigned production targets ($ balances and revenues), both individually and contribute to CBG goals. Serve as integral member of the CBG client management teams in assigned districts and/or segment. Responsible for identifying prospects and clients needs and selling appropriate solutions to meet the clients' needs. Manage and cross sell to a portfolio of existing clients. As the most senior level, will be assigned the clients and segments with the highest level of complexity and may lead or perform minimal supervisory duties of less experienced sales staff.

Essential Job Functions
  • Works with Relationship Managers and individually develops prospects for New Business through the sale of CBG solutions designed to meet client needs within assigned geography or business segment. Assists RM's with pre-qualifying prospects with specific product/services needs. Collaborate with Relationship Managers to stay up to date on client relationships and maintain fluid communication with internal partners to provide seamless service to clients
  • Develops and maintains Centers of Influence (COI's) within the industry independently and with assigned Relationship Managers.
  • Manages and cross sells to a portfolio of existing CBG clients, conducting relationship reviews with top clients no less than annually. Serves as the main client contact. Identifies additional cross sell business solutions.
  • Prepare sales presentations providing a comprehensive solution for clients' product/service needs including product pricing while maintaining Bank profitability.
  • Keeps informed of current activities in the business specialty field including new products and other general information of customers. Provides client feedback and input to product managers for ideas regarding new product development, enhancements and modifications requested or of interest to the market, based on actual client feedback or competitor intelligence.
  • Participates in the development, management, and implementation of marketing programs to expand relationships with existing clients and/or to develop new relationships.
  • Maintains contact with major customers providing advice and counsel on products to assist them in managing their business operations.
Other Job Duties
  • Keeping Relationship Managers informed of product enhancements and developments.
  • Properly directs non-sales related client needs to the appropriate division for resolution.
  • Maintains call activity and pipeline accuracy in CRM tracking system (TouchPoint).
  • Utilizes formal and informal leadership to direct and lead within department and across departments.
  • Performs other duties as assigned.

Required Experience
  • Requires mastery level knowledge of job area typically obtained through advanced education combined with experience.
  • May have deep knowledge of project management.
  • Requires 10 years minimum prior relevant experience.

Education
  • Bachelor's Degree

Skills
  • General/Technical Skills.
  • Complete knowledge of corporate/business banking products, applications and processes.
  • Demonstrated knowledge of sales management.
  • Thorough understanding of consultative sales techniques.
  • Good knowledge of general accounting and cash flow.
  • Bank product and service knowledge.
  • Presentations skills.
  • Planning and organizing.
  • Written and verbal communication.
  • Capital Markets.
  • Responsible for providing Bank of the West customers with advice on capital markets products/services that translates in meeting production targets and supporting the business unit’s objectives.
  • Provides Fixed Income, Derivatives or Foreign Exchange advice, counsel, and pricing to the Bank's business and small corporate customers.
  • Attracts, expands, and retains profitable relationships and provides ongoing servicing, advisory and trading activities with clients.
  • This encompasses prospect identification, educational efforts, sales pipeline management, internal and external presentations, relationship and business development with prospects, clients, Relationship Managers, and line unit personnel.
  • Responsible for large and complex trades and risk-taking resulting from corporate business.
  • Informs, educates, and trains prospects, clients, colleagues, and line units with regards to interest rates, economic conditions, and derivatives sales, service and/or product knowledge.
  • Works with Human Resource-Learning and Development in implementing training programs.
  • Maintains contact with major customers providing advice and counsel on products to assist them in managing the interest rate and commodity risk related to their business operations.
  • Strictly adheres to all aspects relating to the management and trading of treasury product transactions including: complying with all Bank and Divisional policies and procedures; observing trading and credit limits; following loss control procedures; meeting customer suitability and documentation requirements; and effectively communicating with back-office personnel and Bank colleagues.
  • Maintains contact with major customers providing advice and counsel on products to assist them in managing the interest rate and commodity risk related to their business operations.
  • Creates and presents customized sales, marketing, and educational proposals regarding various capital markets products and services.
  • Cash Management.
  • Comprehensive knowledge of Cash management services and products and general banking services and bank operations.
  • Some knowledge of basic commercial credit analysis and practices.
  • Planning and organizing.
  • Bank product and service knowledge Planning and organizing.
  • Strong written and verbal communication skills.
  • Certified Treasury Professional (CTP), AAP License/Certification preferred.
  • Cash Management – International Sales.
  • For Cash Management Sales Consultants focused on the international market, duties and responsibilities are similar to those assigned to domestic markets except for the following:
  • Serve as the main point of contact for International Cash Management needs for assigned client group.
  • Manage In-bound and Out-bound referrals from BNPP and BOTW.
  • Serve as the main Cash Management point of contact for One Bank Referrals within assigned client group.
  • Meet with Clients and Prospects to determine International and Domestic Cash Management needs.
  • Formulate appropriate International and Domestic Cash Management solutions for clients and prospects.
  • Develop and deliver sales presentations for client base.
  • Serve as a reference point for Cash Management Consultants within BOTW.
  • Certified Treasury Professional (CTP), AAP License/Certification preferred.
  • Commercial Card.
  • For Cash Management Sales Consultants focused on the international market, duties and responsibilities are similar to those assigned to domestic markets except for the following:
  • Global Trade.
  • Syndications.
  • Asset Based Lending.
  • Dealer Financial Services.
  • Equipment Finance Direct Lending.

Equal Employment Opportunity Policy

Bank of the West is an Equal Opportunity employer and proud to provide equal employment opportunity to all job seekers without regard to any status protected by applicable law. Bank of the West is also an Affirmative Action employer - Minority / Female / Disabled / Veteran.  #LI-CS

Bank of the West will consider for employment qualified applicants with criminal histories pursuant to the San Francisco Fair Chance Ordinance subject to the requirements of all state and federal laws and regulations.
Primary Location: United States-California-San RamonJob Type: Full-timeJob: Sales and Sales Related