at Landmark National Bank in Prairie Village, Kansas, United States
Job Description
WHAT YOU WILL DO
Business Development:
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Maintain a pipeline of suspects/prospects, of which may be in need of both financing and depository solutions, but will primarily consist of organizations with more sophisticated treasury management needs (ie: associations, health care providers, title companies).
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Develop and implement “onboarding” strategies for new and existing clients to increase “share of wallet”.
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Join Commercial Bankers on joint calls, especially when establishing a new relationship to determine the treasury management solutions that are most relevant.
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Serve as a direct contact for customers regarding issues or changes pertaining to treasury management products/services.
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Prepare formal proposals when requested by organizations entertaining LNB for services and should also be equipped to respond to RFPs when appropriate.
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Contribute to the Bank’s overall profitability and growth by achieving set goals for increased penetration of treasury management products, fee income, and new deposit growth.
Product Development:
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Gather market data on products and services being offered by other FI’s and non-FI’s which are utilized by customers and prospects. Will understand and articulate any gaps in offerings, provide a cost/benefit analysis and provide a potential road map for implementing any new products/services.
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Serve as the main contact for LNB Commercial Bankers regarding customer needs that are not currently being addressed and will help prioritize what action should be taken, if any.
Internal Resource Development:
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Serve as a point of contact for Retail Cash Management Experts as they evaluate treasury management needs of their own prospects (ie: reviewing analysis statements from the customer’s legacy bank) and to help them formulate presentations or sales objectives for calls.
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Serve as a resource for preparing annual reviews, helping identify the current structure of a customer’s accounts and services and helping to make suggestions for changes/additions to expand LNB’s existing relationships.
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Coordinate with Marketing to develop needed collateral material (i.e. sales materials, customer instruction guides, educational content)
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Provide leadership to select staff in both an individual coaching scenario and in meetings to:
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Share current market trends and re-occurring customer needs/concerns
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Share specific interactions with clients to educate on how issues were addressed for use in future interactions (ie: situation where Positive Pay seemed like an additional burden but proved to be beneficial, how when converting a health provider to LNB the CME addressed the insurance reimbursement ACH transition, how an apartment management company was able to utilize remote deposit to eliminate paperwork).
Top Priority: 35% - Identify and self-source new Treasury Management business. This would primarily be in the KC Metro area.
Priority #2: 35% - Meet with existing clients/prospects referred by existing LNB Commercial Bankers. Serve as a product specialist in those conversations and in the identification of pains. Lead the implementation of Treasury Management services to those clients/prospects. These efforts may include travel throughout the bank’s footprint.
Priority #3: 20% - Ownership of existing Treasury Management service portfolio and vendor relationships, as well as product development of future Treasury Management services. Component includes leading the company from a product knowledge standpoint and executing staff trainings to educate bank staff of basic product offers.
Priority #4: 10% - Develop and lead marketing campaigns and efforts related to new Treasury Management Services roll-out at Landmark. (Data Processing, Lockbox, etc)
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Manage your professional improvement through the utilization of the Quarterly Job Progress Plan and consistently meet Minimum, Target and Optimum levels of performance.
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Engage in and initiate Landmark National Bank Culture initiatives and team success activities, including Daily Huddles, Weekly Rally Meetings, and Celebration events.
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Adhere to bank policies and procedures.
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Ability to travel to all Landmark National Bank markets.
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Perform other duties and projects as assigned.
