Cash Management Sales - Sales Manager (Finance)

General Department Description

Global Transaction Banking Americas (GTBA) provides various transaction banking solutions, such as payment/collection services, cash management, liquidity management, trade finance (conventional L/C, Supply Chain Management, Stand-by LC), Commercial Card and FX and Treasury related products and solutions. GTBA promotes our products and solutions to our corporate customers, primarily Japanese and US corporate customers.

Summary

Develop and expand the global transaction banking business. Increase revenue from a broad global client base including of Japanese and non-Japanese corporates by delivering a suite of global cash management services. These include domestic US cash management (including payments, collections, liquidity and channel management) and card services.

Principal Duties and Responsibilities

Sales:

• Establish and execute a portfolio sales plan to ensure that revenue targets and Key Performance Indicators are met
• Proactively originate, develop and manage the new and existing target clients for domestic, cross-border and global transaction banking opportunities (Cash Management and FX)
• Lead, manage and execute the sales process as appropriate
• Create sales presentation materials for customers Respond to Requests for Proposals (i.e., form the deal team, evaluate the RFP, make ‘go/no-go' decisions, define the proposed solution, co-ordinate and write the responses, complete the final proposal submission, pitch, execute/implement with relevant team members and close)
• Develop and manage a robust pipeline
• Attend industry conferences
• Research and analyze regulatory and tax issues related to corporate cash and treasury management
• Maintain and update customer files promptly including writing up call reports
• Create internal applications for approval process
• Liaise well with the team implementing cash management services
• Help to improve and expand knowledge of cash and treasury management among team members
• Other sales related duties as required from time-to-time

Partner with Product Management teams within GTBA and Japan:

• Establish strong working relationships with Product Management Teams
• Develop a practical understanding of Product offering
• Update Product Management on client needs and opportunities, as well as market pricing and trends
• Provide feedback to the entire Transaction Banking team on customer needs, trends, market intelligence, and market developments. Provide client updates on issues that impact the competitiveness of Mizuho's products and incorporate these updates into the Global Transaction Banking Department's plans and initiatives

Partner with Relationship Managers in the Americas and Japan:

• Proactively manage opportunities with new and existing target clients
• Create Product Account Plans for designated clients to increase the bank's share of wallet
• Build strong relationship with clients, including individuals responsible for the cash management business as well as treasury and procurement personnel
• Conduct standalone and joint client calling (with Relationship Managers) to provide transaction banking product solutions and technical expertise.

Key requirements and attributes:

• Bilingual Japanese and English language skills, spoken and written (and Spanish preferred)
• 5-7 years of experience in transaction banking
• Preferably managing relationships for Japanese subsidiaries operating in the Americas, but not essential if the candidate has significant commercial bank client experience
• Broad knowledge of cash management services
• Strong understanding of working capital solutions, corporate treasury management practices, advisory services, and credit
• Knowledge of regulatory policies and procedures
• Ability to travel (up to 50% of the time)
• Documented success in achieving new business and annuity sales targets
• Ability to manage deal coordination across regions / branches and departments
• Hands-on and positive can-do work attitude towards and internal process complexity
• Demonstrate leadership and building teamwork in multi-cultural environment
• Ability to work with staff of all levels; strong stakeholder management skills
• Strong inter-personal skills and presentation skills
• Strong organizational/planning skills
• Comfortable with Microsoft Office product suite (Excel, PowerPoint, Word)

The expected base salary ranges from $100,000 - $125,000. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, certifications and licenses obtained. Market and organizational factors are also considered. In addition to salary and a generous employee benefits package, successful candidates are eligible to receive a discretionary bonus.