Treasury Mgmt Services Sales Mgr

Job Summary 

The Treasury Management Services (TMS) Sales Manager is responsible for leading the Bank’s Treasury Management sales efforts by developing and executing strategies that drive revenue growth, increase product penetration, and enhance commercial client relationships. This is a Player - Coach role which provides leadership, direction, and coaching to Treasury Management Consultants while fostering a consultative sales culture focused on delivering value-added treasury solutions to business clients. The TMS Sales Manager partners closely with Relationship Managers, branch leadership, and other key business lines to identify opportunities, deepen client relationships, and support both new business acquisition and existing client growth. The position is accountable for achieving Treasury Management sales goals through strategic planning, team leadership, portfolio management, business development, and direct client engagement.

Key Responsibilities

• Lead, develop, coach, and manage Treasury Management Consultants to achieve the Bank's strategic objectives, revenue goals, and Treasury Management growth initiatives.
• Establish performance expectations and hold team members accountable for achieving sales, service, and operational objectives.
• Oversee onboarding, performance management, employee development, succession planning, and ongoing professional growth of Treasury Management Consultants.
• Foster a culture of collaboration, accountability, client service excellence, innovation, and continuous improvement.
• Demonstrate leadership, professionalism, and personal initiative while serving as a positive role model for team members.
• Develop and execute Treasury Management sales strategies to drive revenue growth, client acquisition, fee income, deposit growth, client retention, and product penetration.
• Manage and support a consultative sales process with prospective and existing commercial clients to identify business needs and recommend Treasury Management solutions.
• Partner with Relationship Managers, Branch Managers, business units, and third-party service providers to identify, develop, and close Treasury Management opportunities.
• Develop and implement strategic sales plans for existing clients and prospective customers, including account planning, sales call strategies, and client presentations.
• Assist Treasury Management Consultants in identifying, prioritizing, and pursuing business development opportunities within assigned portfolios and markets.
• Promote and socialize Treasury Management products and services throughout the Bank to support commercial client acquisition and relationship expansion.
• Act as a player-coach by participating in key client meetings, presentations, and sales calls while contributing directly to business development efforts.
• Conduct and oversee periodic portfolio and relationship reviews to identify opportunities for cross-selling, pricing optimization, product enhancement, and future business growth.
• Support annual relationship reviews to ensure Treasury Management products and services remain aligned with clients' evolving business needs.
• Oversee the review, analysis, and development of customized Treasury Management proposals, pricing analyses, Requests for Proposal (RFPs), and sales proformas.
• Provide Treasury Management expertise and consultation to support client inquiries, solution design, and sales efforts.
• Ensure clients receive appropriate education, training, and ongoing support regarding Treasury Management products, services, and best practices.
• Facilitate and support the successful onboarding, implementation, and ongoing support of Treasury Management products and services.
• Collaborate with branch leadership, implementation and support teams, product management, and third-party service providers to ensure seamless client experience.
• Partner with product management leadership to identify market trends, client needs, competitive opportunities, and recommendations for product enhancements and new solutions.
• Ensure all sales activities, pipeline management, client interactions, follow-up activities, and closed opportunities are accurately documented within the Bank's CRM platform.
• Monitor, analyze, and report on sales performance metrics, pipeline activity, sales initiatives, and key performance indicators.
• Prepare and present reports, dashboards, and business updates to senior management, executive leadership, and the Board of Directors as required.
• Maintain current knowledge of Treasury Management products, industry trends, digital banking solutions, payment technologies, and market developments.
• Support special projects, strategic initiatives, and other duties as assigned.

Compliance Responsibilities 

Complies with all applicable state and federal banking laws, regulations, and internal policies related but not limited to lending, operations, and deposit requirements, including Bank Secrecy Act (BSA), Anti-Money Laundering (AML) requirements, Office of Foreign Assets Control (OFAC) regulations, Customer Identification Program (CIP) requirements, Financial Elder Abuse reporting laws, Sexual Harassment prevention policies, information security and privacy requirements.

Required Knowledge 

• Regulation CC
• Regulation D
• Regulation DD
• Regulation E (EFT) Overview 
• Bank Secrecy Act
• Privacy Act
• FFIEC
• FDIC Insurance 

Knowledge, Skills and Abilities 

• Proficiency in Microsoft Office Suite, including Word, Excel, and PowerPoint.
• Certified Treasury Professional (CTP) designation preferred, or willingness to obtain certification.
• Strong knowledge of Treasury Management products and services, bank payment systems, cash management solutions, and industry best practices.
• Demonstrated leadership, supervisory, and people management skills.
• Ability to develop and execute strategic sales initiatives while operating independently and driving results.
• Ability to motivate, influence and collaborate with others both internally and externally.
• Experience with effectively managing commercial account relationships and consulting client best practices and operations to identify deficiencies to develop and facilitate the implementation of effective solutions.
• Strong analytical, problem-solving, organizational, and customer service skills.
• Excellent verbal, written, presentation, and interpersonal communication skills, including the ability to develop and deliver effective sales proposals and client presentations.
• Ability to quickly learn and adapt to new technologies, systems, and business processes.
• Ability to manage multiple priorities in a fast-paced environment while maintaining attention to detail.
• Willingness and ability to travel as required.
• Demonstrated commitment to building and maintaining strong client relationships.
• Ability to work collaboratively and communicate professionally and respectfully with management, employees, clients, and external business partners.

Equipment Operated 

• Operates standard electronic computers and customary office equipment required to perform essential job functions.
• Use of equipment is required, with or without reasonable accommodation, in accordance with the Americans with Disabilities Act (ADA) and the California Fair Employment and Housing Act (FEHA).

Physical Requirements & Work Environment 

The physical demands and work environment characteristics described below are representative of those that must be met by an employee to successfully perform the essential functions of this position. Nothing in this description is intended to limit the availability of reasonable accommodation under applicable law.

• Ability to perform repetitive movements associated with office and computer-based work.
• Ability to sit and or stand for extended periods of time to perform essential job functions.
• Ability to lift, carry, or move objects weighing up to 25 pounds, with or without reasonable accommodation.
• Ability to use hands and fingers to manage, manipulate, or feel objects and operate standard office equipment.
• Work is primarily performed in an office environment with a controlled temperature and standard office conditions.

Education and Experience 

• Bachelor’s Degree or equivalent preferred but not required.
• Minimum of five (5) years of experience in Treasury Management, Cash Management, Commercial Banking, Business Banking, or related financial services.

• Minimum of three (3) years of leadership, sales management, team lead, or supervisory experience preferred.
• Demonstrated success in Treasury Management sales, business development, client relationship management, and revenue generation.

Minimum Absence Requirement

Some positions within the Bank have been designated as sensitive positions due to access to critical systems, records, or processes. In accordance with Bank policy and sound internal‑control practices, employees in sensitive positions are required to complete a mandatory consecutive absence from essential duties each calendar year to support segregation of duties and independent review.

The required absence will be scheduled in coordination with management to ensure continuity of operations. Administration of absence, including paid or unpaid status, will comply with all applicable federal, state, and local wage and hour and leave laws, including California requirements.

Required Minimum Absence for This Position: Two (2) Consecutive Weeks

Officer Title Eligibility 

For qualified positions, the Bank may designate an Officer Title based on the role’s job level, scope of responsibility, and alignment with established competency frameworks. Eligibility for an Officer Title designation is contingent upon the employee meeting defined competency, performance, and experience requirements and is governed by applicable Bank policies, governance standards, and required approval processes.

• This position is eligible for the following Officer Title(s): Assistant Vice President, Vice President

Compensation

The listed range represents the full compensation range for this position. Placement within the range will be determined based on factors including skills, relevant experience, job‑related qualifications, geographic location, and internal equity, in accordance with Bank compensation policies.

• Exempt Salary Range: $123,760 – $211,120 per year

Disclaimer

This job description is intended to describe the general nature and level of work being performed and is not intended to be an exhaustive list of all duties, responsibilities, or qualifications. Employees may be required to perform other duties as assigned, consistent with business needs and applicable law.

Farmers and Merchants Bank of Long Beach reserve the right to modify, amend, or discontinue job duties or requirements at any time. Nothing in this job description creates a contract of employment, either express or implied, or alters the at‑will nature of employment.

10/05/2026