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Director TM Sales Dlv Revenue Optimization
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First Merchants Bank
Monroe, MI (In Person)
Full-Time
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Job Description
Description First Merchants Bank is seeking a Director TM Sales Dlv & Revenue Optimization to join our team! This position will be responsible for developing and executing frameworks and strategies that strengthen the effectiveness of Treasury Management revenue generation. This role translates data, client insights, and product capabilities into scalable, practical tools, resources and sales execution standards that enhance sales effectiveness and consistency.
Reporting to the Managing Director of Treasury Management Strategic Delivery and Optimization, the role drives measurable improvement in the business by developing repeatable, data driven structured sales plays, decision support tools, and insight driven frameworks that enhance opportunity prioritization, and execution across the sales process.
This role drives Treasury Management revenue performance by leveraging data, insights, and structured operating frameworks to optimize pipeline quality, pricing strategies, and opportunity conversion. It focuses on improving consistency, prioritization, and client value capture across the revenue lifecycle, partnering with Sales leadership to influence outcomes through strategy, infrastructure, and performance optimization without ownership of sales teams, client portfolios or direct revenue accountability.
As part of this role you will:
Sales & Revenue Optimization Drive frameworks for improving Treasury Management revenue, product penetration, and wallet share across client portfoliosAnalyze, synthesize, and translate pipeline performance, conversion trends, and client behavior to identify systemic execution gaps and scalable growth opportunitiesIdentify and activate insights that improve deal conversion, cross sell execution, and revenue realizationEstablish key performance indicators (KPI's) and measurement approaches to measure effectiveness to evaluate effectiveness of sales strategies, tools, and execution outcomesSales Effectiveness and Strategy Ownership Define and lead the TM sales effectiveness strategy and operating model, aligning tools, resources, and execution standards with strategic growth prioritiesDesign, develop, and implement sales plays aligned to key products, client segments, and industries for consistence use across the TM sales organizationDevelop persona-based engagement strategies to improve client relevance and conversion and ensure alignment with broader segments and product strategiesCreate and refine industry-specific TM sales frameworks that support consistent field execution and stronger win ratesSales Toolkit & Field Resources Develop, own, and evolve a Treasury Management sales infrastructure and toolkit that supports field execution such as sales pitchbooks, relationship reviews, ROI tools, prospecting and discovery guides, objection handling frameworks based on real client scenarios, industry-specific selling guides and solution maps, competitive positioning and differentiation tools and deal progression and qualification frameworks.
Ensure tools are strategically aligned, insight driven, and embedded within defined sales processes and routinesEstablish standards for tool utilization and lifecycle management, including ongoing refinement based on performance insightsData-Driven Sales ExecutionLeverage and synthesize CRM, Q2, ZoomInfo, and Vertical IQ data to surface TM sales opportunities and translate insights into actionable, sales-ready execution supportTranslate client, industry, and product insights into scalable, targeted guidance and sales actionsDevelop structured approached for prioritized outreach and opportunity identification across the TM sales organizationSales Execution Consistency and Performance EnablementStrengthen TM sales readiness equip with tools, insights, and execution frameworksEmbed sales plays, frameworks, and decision-support tools into sales operating rhythms in partnership with TM sales leadershipEnhance client engagement effectiveness by improving how insights and strategies are integrated int the sales approachReinforce consistent use and adoption of sales playbook, sales tools and approaches in alignment with leadership expectationsPartner with sales leaders to identify structural execution gaps and improve the effectiveness of sales tools and resourcesSupport consistency in sales execution without ownership of sales activity management, coaching, or performance managementCross-Functional Partnerships Drive alignment and integration with sales, product, and other stakeholders to translate Treasury Management capabilities and business priorities into effective, field-ready execution and frameworksCollaborate to ensure product capabilities are accurately reflected in sales plays, tools, and client engagement strategiesPartner with TM sales leaders to ensure sales strategies, tools and insights are operationalized through existing leadership structuresAlign across functions to ensure consistency between product direction, strategy, and sales execution, with a focus on improving revenue performance and client outcomesTo be successful in this position, we require the following:7+ years of experience in Treasury Management, commercial banking, sales strategy, or go to marketStrong understanding of Treasury Management products, client needs, and sales processesDemonstrated ability to translate data and insights into sales strategy and scalable execution frameworksExperience building sales plays, toolkits, and structured selling frameworksStrong collaboration skills with sales leaders and product partnersExperience influencing sales outcomes through strategy, operating models, and infrastructureAbility to operate both strategically and tactically in a revenue-driven environmentProven experience leading... For full info follow application link. First Merchants Bank is an Equal Opportunity Employer and E-Verify participant (M/F/D/V).
Reporting to the Managing Director of Treasury Management Strategic Delivery and Optimization, the role drives measurable improvement in the business by developing repeatable, data driven structured sales plays, decision support tools, and insight driven frameworks that enhance opportunity prioritization, and execution across the sales process.
This role drives Treasury Management revenue performance by leveraging data, insights, and structured operating frameworks to optimize pipeline quality, pricing strategies, and opportunity conversion. It focuses on improving consistency, prioritization, and client value capture across the revenue lifecycle, partnering with Sales leadership to influence outcomes through strategy, infrastructure, and performance optimization without ownership of sales teams, client portfolios or direct revenue accountability.
As part of this role you will:
Sales & Revenue Optimization Drive frameworks for improving Treasury Management revenue, product penetration, and wallet share across client portfoliosAnalyze, synthesize, and translate pipeline performance, conversion trends, and client behavior to identify systemic execution gaps and scalable growth opportunitiesIdentify and activate insights that improve deal conversion, cross sell execution, and revenue realizationEstablish key performance indicators (KPI's) and measurement approaches to measure effectiveness to evaluate effectiveness of sales strategies, tools, and execution outcomesSales Effectiveness and Strategy Ownership Define and lead the TM sales effectiveness strategy and operating model, aligning tools, resources, and execution standards with strategic growth prioritiesDesign, develop, and implement sales plays aligned to key products, client segments, and industries for consistence use across the TM sales organizationDevelop persona-based engagement strategies to improve client relevance and conversion and ensure alignment with broader segments and product strategiesCreate and refine industry-specific TM sales frameworks that support consistent field execution and stronger win ratesSales Toolkit & Field Resources Develop, own, and evolve a Treasury Management sales infrastructure and toolkit that supports field execution such as sales pitchbooks, relationship reviews, ROI tools, prospecting and discovery guides, objection handling frameworks based on real client scenarios, industry-specific selling guides and solution maps, competitive positioning and differentiation tools and deal progression and qualification frameworks.
Ensure tools are strategically aligned, insight driven, and embedded within defined sales processes and routinesEstablish standards for tool utilization and lifecycle management, including ongoing refinement based on performance insightsData-Driven Sales ExecutionLeverage and synthesize CRM, Q2, ZoomInfo, and Vertical IQ data to surface TM sales opportunities and translate insights into actionable, sales-ready execution supportTranslate client, industry, and product insights into scalable, targeted guidance and sales actionsDevelop structured approached for prioritized outreach and opportunity identification across the TM sales organizationSales Execution Consistency and Performance EnablementStrengthen TM sales readiness equip with tools, insights, and execution frameworksEmbed sales plays, frameworks, and decision-support tools into sales operating rhythms in partnership with TM sales leadershipEnhance client engagement effectiveness by improving how insights and strategies are integrated int the sales approachReinforce consistent use and adoption of sales playbook, sales tools and approaches in alignment with leadership expectationsPartner with sales leaders to identify structural execution gaps and improve the effectiveness of sales tools and resourcesSupport consistency in sales execution without ownership of sales activity management, coaching, or performance managementCross-Functional Partnerships Drive alignment and integration with sales, product, and other stakeholders to translate Treasury Management capabilities and business priorities into effective, field-ready execution and frameworksCollaborate to ensure product capabilities are accurately reflected in sales plays, tools, and client engagement strategiesPartner with TM sales leaders to ensure sales strategies, tools and insights are operationalized through existing leadership structuresAlign across functions to ensure consistency between product direction, strategy, and sales execution, with a focus on improving revenue performance and client outcomesTo be successful in this position, we require the following:7+ years of experience in Treasury Management, commercial banking, sales strategy, or go to marketStrong understanding of Treasury Management products, client needs, and sales processesDemonstrated ability to translate data and insights into sales strategy and scalable execution frameworksExperience building sales plays, toolkits, and structured selling frameworksStrong collaboration skills with sales leaders and product partnersExperience influencing sales outcomes through strategy, operating models, and infrastructureAbility to operate both strategically and tactically in a revenue-driven environmentProven experience leading... For full info follow application link. First Merchants Bank is an Equal Opportunity Employer and E-Verify participant (M/F/D/V).