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The Manager, Cash Management Sales is a sales role with primary responsibility for building new Cash Management revenue through sourcing new clients, and developing opportunities with existing clients. To be successful the candidate will be able to demonstrate a record of proven sales and business experience together with strong prospecting skills.<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />
Partnering with the Commercial Banking Relationship Manager, champion CIBC's vision of being "The Leader in Client Relationships" and support achievment of Commercial Banking goals by: A) Understanding and staying abreast of changes in clients' industries, businesses, and objectives as they relate to the Treasury / Cash Management function; B) Providing direct coverage over an aligned portfolio of Commercial Banking segment clients; C) Proactively identifying and comunicating opportunities that allow clients to manage the cash cycle, improve internal operating efficiencies and respond to a changing technology/environment; and D) Demonstrating by example that clients' business matters to CIBC and that CIBC is committed to playing an important role in the success of their business.
Mentor and support other members of the Client Team through collaborative teamwork.
Actively contribute to the successful growth and profitability of the portfolio of client relationships by monitoring and managing the Cash Management aspects and leveraging the appropriate Cash Management product and service solutions to drive and sustain long-term, mutually-beneficial relationships.
Actively manage and co-ordinate necessry internal resources in developing, delivering, and servicing Cash Management solution sets for clients. Contribute and engage fully in the "Account Teaming" process by leveraging subject matter expertise and broader business knowledge throughout the account planning and client/prospecting engagement process. Play a lead role on the client team for Cash Management intensive clients.
Manage the structuring, negotiating, and documenting of Cash Management product solution sets for assigned clients and prospects. Ensure complete client understanding of product features, functionality, terms, pricing, and compliance with/completion of all documentation requirements.
Partner with the Commercial Banking Team Leaders in planing for, achieving, and sustaining strong alignment of goals, priorities, expecatations, and activities. Act as a role model in terms of teaming effectiveness within assigned client teams.
Ensure that client needs are being proactively and thoroughly assessed and that proposed products/solutons are designed to best meet those needs and the client's broader business objectives.
Ensure that clients continue to be aware of the benefits of using Cash Management products and of new products available to them.
Identify, through the analysis process and client dealings, other potential sales and/or service improvement opportunities and refer potential sales to appropriate Client Relationship Managers.
Ensure on-going personal and professional development, remaining current on changing technology, legislation, and business/ industry factors impacting the treasury/cash management function as well as maintaining high levels of fluency with internal product, process and policy standards.
Actively provide and channel market feedback relative to product performance, gaps, and emerging market/client needs to the Product Group.
Esure that all internal dealings and dealings with clients reflect the standards prescribed by CIBC Policices and Procedures, including: Anti-money Laundering, Reputation and Legal Risk, Code of Conduct, Risk Management, etc.
Provide subject matter expertise so as to ensure that clientsday-to-day banking needs are being met at the highest level and that cash management solutions are designed, installed and delivering against this standard.
Partner with Relationship Managers, leveraging specialized Cash Management expertise to originate new client relationships that meet CIBC's risk tolerances and profitability standards in order to grow the Commercial Banking business.
Present pricing exceptions to the Pricing Committee for assigned clients.
Champion and role model CIBC Core Values of Trust, Teamwork, and Accountability. Provide support in a manner consitent with the highest quality standards and with CIBC's objectives.
Ensure compliance with all CIBC regulatory training and, as required, ensure these programs and policies are applied consistently across the business. The incumbent is personally responsible for compliance with all such regulatory and governance programs.
Knowledge/Skill Requirements:<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />
Well-developed communication skills (verbal, written and listening).
Developed negotiating skills.
Well-devoloped knowledge of CIBC Cash Management products and service offering, including the processes and procedures necessary to implement products and services.
Developed consultative selling and sales skills, including a demonstrated ability to identify cash management and related opportunities with clients.
Developed knowledge of the treasury and cash management functions within mid-market and larger organizations, with emphasis on non-credit related activities and processes.
Strong working experience in managing moderate to complex client relationships.
Demonstrated ability to contribute to the client origination process, from research/prospecting through to closing and delivering against the sale.
Developed understanding of business and financial concepts, sufficient to understand and articulate the cash management value proposition as it relates to the impact on the balance sheet.
Basic knowledge of credit and credit risk concepts, sufficient to understand, articulate and comply with bank standards as it relates to cash management products.
Working knowledge of banking procedures and the organizational structure of partners who support the effective delivery of cash management solutions (i.e., the branch network, data centres, currency operations, central treasury, cash control and centralized back office units across Canada).
Working knowledge of regulatory issues affecting industry sectors (i.e., insurance, retailing), and their impact on treasury and cash management functions.
Senior and mid-level management levels within mid-market organizations (both existing CIBC clients and prospects) to consistently uncover business and Cash Management strategies and goals as well as to understand current status and challenges
Client team members and Commercial Banking market team leaders.
Global Transaction Banking (GTB) product team members and executives including Pricing Committee members.
Internal partners (Business Contact Centre, Global Operations, Retail Back Office, Branch Network, etc) to ensure that product fulfillment and clients day-to-day banking needs are being met at the highest level.
Internal specialists as required (Legal, GDP Application Management, etc.).
External network of treasury-related specialists and contacts.
Developing standardized Cash Management solutions that both meet clients' needs and are within CIBC product standards, tolerances, and procedures.
Developing and maintaining a network of contacts within CIBC to effectively implement Cash Management solutions for clients.
Translating opportunities into value-added solutions for assigned Commercial Banking clients and profitable business opportunities for CIBC.
Structuring and pricing Cash Management solutions that both optimize the outcome for CIBC and the client.
Providing on-going and effective contribution within a team-driven, matrix environment.
Remaining current in an industry characterized by rapidly changing technology, legislation, and market factors.
Applying expert, specialized knowledge to meet the needs of a broad spectrum of clients, including publicly-traded companies.
Enganging clients and prospects in discussions that uncover business strategies and organizational goals as well as opportunities to help clients and prospects achieve these goals.
Physical Demands/Working Conditions:
Work extended hours and has flexibility and adaptability in order to meet client requirements.
Normal business environment.
Regular to frequent travel within the province of Ontario.
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