Director - Treasury and Cash Management

What is the opportunity?

Reporting into the Managing Director, Western Markets, you are accountable for the management and revenue growth from a Treasury and Cash Management perspective in RBC’s Corporate Client Group. Your clients are Strategic Tier 1 clients of RBC where relationships involve “co‑petition”, RBC may be a client or potential client, strategic partner, legislative stakeholder. These clients often have significant strategic, operational and reputational importance for the bank and provide a gateway for various products and services, directly or indirectly impacting revenues to the business and RBC.

You also manage higher tiered Solutions Based Clients (directly or indirectly) where there are complex banking relationships requiring a high degree of customization and/or collaboration. The development of regional/industry business strategies, fostering an environment for new client acquisition, peer mentorship and overall portfolio growth are also critical aspects of your role.

• Works proactively with Managing Director, regional/specialized team and RBC business partners to develop and execute regional sales and marketing plans that grow revenue streams and ensure business targets are achieved Delivers business advice and new insights to clients with a unique perspective, using industry and economic insights to effectively lead meaningful client discovery sessions to uncover hidden business challenges and opportunities Identifies key work activities, Sales and Operational requirements, manages RFP processes for client portfolio and successfully closes opportunities for new/upgraded solutions to existing clients, reviewing and providing guidance on any RFPs responses submitted by direct reports
• Responds to client needs on an enterprise basis - effectively referring business to other platforms/stakeholders/partners and developing and implementing regional referral strategies
• Collaborates with the Managing Director, to develop comprehensive regional/specialized business plans driven by the Senior Markets Value Proposition and that support Canadian Banking, and RBC strategic initiatives
• Accountable for Regional Revenues and reviews sales results to plan, periodically adjusting activities as required to capitalize on opportunities and initiating dialogue with Managing Director (MD) to address plan gaps
• Leads a small team of Treasury and Cash Management specialists focused on supporting clients anchored within the Corporate Client Group in British Columbia and Alberta
• Provides ongoing coaching and development to encourage employee growth and drive desired behaviours amongst direct and indirect reports, including utilization of bank supported client contact processes and customer retention strategies
• Develops client strategy reviews/plans in consultation with relevant stakeholders, reviewing and providing guidance on Direct or Indirect Report’s client plans

• Minimum of 12 years’ experience within a bank relationship management, account management or sales role with extensive knowledge of the RBC Cash Management Products, emerging industry trends, and the ability to speak to broader RBC strategies, relevant industry/legislative issues
• Proven track record in providing exceptional client service, achieving business plan and revenue growth in different market situations
• Proven negotiation skills in complex client scenarios and the ability to work with executive level stakeholders both internally and clients within the portfolio
• Ability to develop and communicate Senior Market strategies and industry/legislative issues to executive level employees
• Strong written and verbal communication skills, including exacting attention to detail related to complex calculations and customized contract documentation
• Ability to prioritize in managing multiple and sometimes conflicting time demands

• University/College education or professional designation equivalents

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