As community institutions work to attract core deposits and increase non-interest fee income, a strong Treasury Management infrastructure becomes essential. This includes the right team, support, and suite of services. However, without the right Treasury Management Sales Officer (TMSO or “TMO”), your organization could miss valuable opportunities. My goal here is to help you achieve a win-win: growing your core deposits and fee income while ensuring your Treasury Management customers enjoy top-notch service.
In this blog, I’ll share the 7 paths to a Treasury Management Officer and provide insights to help you identify the right candidates for this crucial role.
Retail Branches or Banking Centers
Even though treasury management sales belong under business banking, you can often find great candidates in retail branches or banking centers. Look for the superstars who consistently bring in new customers and excel at helping them. These individuals are natural salespeople, often working as Universal Bankers or Branch Managers. You might also find a consumer banker eager to transition into business banking. While they might not be ready for a TMO role immediately, they could start as a Treasury Management Sales Associate and grow from there.
Deposit Operations
While many deposit operations employees prefer behind-the-scenes roles, you might find an exception – someone who enjoys interacting with customers and has a knack for sales. TMOs with operations experience have a deep understanding of how treasury management services work behind the scenes. This knowledge makes them excellent problem-solvers and effective communicators, bridging the gap between sales and support teams.
E-Banking or Digital Banking
Employees in e-banking or digital banking roles are often technologically savvy, making them strong candidates for TMO positions. If they’re eager to sell and understand how treasury management services function, they could excel in this role.
Commercial Lending
Some of the best TMOs come from commercial lending backgrounds. These individuals have experience working directly with businesses, understanding their operations and challenges. They’ve helped businesses grow through lending and are now ready to optimize cash management for those same customers. Their existing business connections also provide a strong foundation for success.
Small Business Lending
Like commercial lenders, those with small business lending experience make excellent TMOs. They’ve watched small businesses grow to the point of needing treasury management services and know how to ask the right questions. Combine this experience with the key traits of a successful TMO, and you’ve found a winning candidate.
Build a Career Path
If you’re struggling to find experienced TMOs internally, consider creating a clear career path within your organization. Roles like Treasury Management Sales Assistant, Treasury Management Support Specialist, and Treasury Management Operations Manager provide stepping stones. You could also create an Inside Sales or Digital Sales role focused on treasury management, giving employees a chance to develop the skills needed for success.
External Candidates
When internal options are exhausted, it’s time to look outside your organization. Consider these two external sources:
Sales Professionals
Great salespeople can succeed in almost any industry. If you find someone with a strong sales record who aligns with your institution’s core values, bring them on board. You can teach them banking and treasury management, but their natural ability to connect with customers is irreplaceable.
Entrepreneurs
Entrepreneurs bring a unique perspective to the TMO role. They’ve experienced the highs and lows of running a business, making them relatable to your customers. Their entrepreneurial spirit allows them to connect with business customers on a deeper level and foster trust quickly.
By exploring these 7 paths to a Treasury Management Officer, you’ll position your institution to find and develop the ideal candidate. With the right TMO, your institution can thrive, driving growth and delivering exceptional service to your customers.
Looking to strengthen or create your Treasury Management department? As always, we’re here to help.
