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 portfolios
Analyze, synthesize, and translate pipeline performance, conversion trends, and client behavior to identify systemic execution gaps and scalable growth opportunities
Identify and activate insights that improve deal conversion, cross sell execution, and revenue realization
Establish key performance indicators (KPI's) and measurement approaches to measure effectiveness to evaluate effectiveness of sales strategies, tools, and execution outcomes
Sales Effectiveness and Strategy Ownership
Define and lead the TM sales effectiveness strategy and operating model, aligning tools, resources, and execution standards with strategic growth priorities
Design, develop, and implement sales plays aligned to key products, client segments, and industries for consistence use across the TM sales organization
Develop persona-based engagement strategies to improve client relevance and conversion and ensure alignment with broader segments and product strategies
Create and refine industry-specific TM sales frameworks that support consistent field execution and stronger win rates
Sales 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 routines
Establish standards for tool utilization and lifecycle management, including ongoing refinement based on performance insights
Data-Driven Sales Execution
Leverage and synthesize CRM, Q2, ZoomInfo, and Vertical IQ data to surface TM sales opportunities and translate insights into actionable, sales-ready execution support
Translate client, industry, and product insights into scalable, targeted guidance and sales actions
Develop structured approached for prioritized outreach and opportunity identification across the TM sales organization
Sales Execution Consistency and Performance Enablement
Strengthen TM sales readiness equip with tools, insights, and execution frameworks
Embed sales plays, frameworks, and decision-support tools into sales operating rhythms in partnership with TM sales leadership
Enhance client engagement effectiveness by improving how insights and strategies are integrated int the sales approach
Reinforce consistent use and adoption of sales playbook, sales tools and approaches in alignment with leadership expectations
Partner with sales leaders to identify structural execution gaps and improve the effectiveness of sales tools and resources
Support consistency in sales execution without ownership of sales activity management, coaching, or performance management
Cross-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 frameworks
Collaborate to ensure product capabilities are accurately reflected in sales plays, tools, and client engagement strategies
Partner with TM sales leaders to ensure sales strategies, tools and insights are operationalized through existing leadership structures
Align across functions to ensure consistency between product direction, strategy, and sales execution, with a focus on improving revenue performance and client outcomes
To be successful in this position, we require the following:
7+ years of experience in Treasury Management, commercial banking, sales strategy, or go to market
Strong understanding of Treasury Management products, client needs, and sales processes
Demonstrated ability to translate data and insights into sales strategy and scalable execution frameworks
Experience building sales plays, toolkits, and structured selling frameworks
Strong collaboration skills with sales leaders and product partners
Experience influencing sales outcomes through strategy, operating models, and infrastructure
Ability to operate both strategically and tactically in a revenue-driven environment
Proven experience leading... For full info follow application link.
First Merchants Bank is an Equal Opportunity Employer and E-Verify participant (M/F/D/V).
