Torchora
Back to Home

Key Responsibilities and Required Skills for TRB Sales Officer

💰 $ - $

SalesBankingFinanceCorporate Banking

🎯 Role Definition

The TRB (Transaction Banking) Sales Officer is a dynamic, client-facing role at the heart of our corporate banking division. As the primary driver of transaction banking revenue, this individual acts as a specialist advisor to a portfolio of corporate and institutional clients. The core purpose is to understand the intricate financial and operational needs of these businesses and strategically position our suite of cash management, trade finance, and liquidity solutions to solve their challenges. This role is not just about selling products; it's about building deep, consultative partnerships, co-creating value, and embedding the bank into the daily financial operations of our clients to foster long-term loyalty and growth. The TRB Sales Officer is the architect of treasury solutions that enhance client efficiency, mitigate risk, and optimize working capital.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Corporate Banking Analyst or Associate
  • Relationship Management Support Officer
  • Trade Finance or Cash Management Operations Specialist

Advancement To:

  • Senior TRB Sales Officer / Vice President, Transaction Banking
  • Head of Transaction Banking Sales (Team Lead)
  • Senior Corporate Banking Relationship Manager

Lateral Moves:

  • Corporate Banking Relationship Manager
  • Transaction Banking Product Manager (Cash, Trade, or Liquidity)
  • Client Implementation & Onboarding Manager

Core Responsibilities

Primary Functions

  • Proactively identify, prospect, and acquire new-to-bank corporate clients by developing a deep understanding of target market segments and leveraging both internal and external networks.
  • Drive the origination and execution of the end-to-end sales cycle for a full range of transaction banking products, including cash management, payments, collections, liquidity management, trade finance, and supply chain finance.
  • Serve as the primary subject matter expert and trusted advisor for all transaction banking matters, providing consultative guidance to both existing and prospective clients.
  • Conduct in-depth needs analysis and client workshops to thoroughly understand a client's business model, cash conversion cycle, and existing treasury processes to identify pain points and opportunities.
  • Develop and articulate compelling value propositions, tailoring presentations and proposals that clearly demonstrate how our solutions can optimize a client's working capital and improve operational efficiency.
  • Structure complex, multi-product transaction banking solutions that are customized to meet the unique and sophisticated requirements of large corporate and institutional clients.
  • Lead the negotiation of pricing, terms, and legal documentation for new deals, ensuring a balance between client satisfaction and the bank's profitability and risk standards.
  • Achieve and exceed assigned sales targets for revenue, product penetration, and new client acquisition on a consistent basis.
  • Collaborate closely with Relationship Managers to formulate and execute a unified client account strategy, ensuring transaction banking is a core component of the overall relationship.
  • Manage and deepen the wallet share within an assigned portfolio of existing clients by conducting regular relationship reviews and identifying cross-sell and up-sell opportunities.
  • Prepare and maintain a robust sales pipeline, providing accurate and timely sales forecasts and activity reports to sales management using the bank's CRM system.
  • Stay abreast of industry trends, market conditions, competitor activities, and regulatory changes to effectively position our products and anticipate client needs.
  • Champion the voice of the client internally, providing feedback to Product Management and Development teams to influence the enhancement of existing solutions and the creation of new ones.
  • Oversee the seamless handover of won deals to the implementation and onboarding teams, maintaining client contact to ensure a smooth and positive transition experience.
  • Act as an escalation point for client service issues related to transaction banking products, coordinating with internal teams to ensure timely and effective resolution.

Secondary Functions

  • Develop compelling case studies and client success stories to be used as sales and marketing collateral.
  • Participate in and represent the bank at industry conferences, client seminars, and networking events to build brand visibility and generate leads.
  • Mentor and provide informal guidance to junior analysts or associates within the broader corporate banking team.
  • Contribute to the preparation of responses to complex Request for Proposals (RFPs) and Request for Information (RFIs) from prospective clients.
  • Support the continuous improvement of sales processes, methodologies, and tools to enhance team efficiency and effectiveness.
  • Contribute to the organization's data strategy and roadmap.
  • Collaborate with business units to translate data needs into engineering requirements.
  • Participate in sprint planning and agile ceremonies within the data engineering team.

Required Skills & Competencies

Hard Skills (Technical)

  • Transaction Banking Product Knowledge: Deep, technical expertise across the full spectrum of cash management (payments, receivables, liquidity), trade services, and supply chain finance solutions.
  • Financial Analysis & Modeling: Ability to analyze corporate financial statements and model the working capital impact of proposed treasury solutions.
  • Sales & Pipeline Management: Proven ability in managing a complex sales pipeline, from prospecting to closing, using CRM tools like Salesforce or equivalent.
  • Proposal & Presentation Development: Skill in crafting sophisticated, client-centric proposals and delivering persuasive presentations to C-level executives (CFO, Treasurer).
  • Negotiation & Deal Structuring: Expertise in structuring and negotiating complex commercial terms, pricing, and service level agreements.

Soft Skills

  • Consultative Selling: The ability to move beyond a product-push approach to a needs-based, advisory sales methodology.
  • Relationship Management: A natural talent for building and nurturing deep, trusted relationships with senior client stakeholders and internal partners.
  • Business Acumen: A strong commercial mindset with the ability to quickly grasp a client's business model, industry dynamics, and strategic priorities.
  • Communication & Interpersonal Skills: Exceptional verbal and written communication skills, with the presence and credibility to engage effectively at all organizational levels.
  • Problem-Solving & Creativity: A proactive and innovative approach to identifying client challenges and architecting effective, sometimes unconventional, solutions.
  • Resilience & Self-Motivation: The drive and tenacity to thrive in a target-driven, high-pressure sales environment.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree

Preferred Education:

  • Master's in Business Administration (MBA) or a related field.
  • Professional certifications such as CTP (Certified Treasury Professional) or CDCS (Certified Documentary Credit Specialist).

Relevant Fields of Study:

  • Finance or Financial Management
  • Business Administration or Management
  • Economics
  • International Business

Experience Requirements

Typical Experience Range: 3 - 8 years of relevant experience in a financial services environment.

Preferred: Direct experience in a transaction banking sales, relationship management, or product management role within a corporate or commercial bank is highly preferred. Experience managing a portfolio of B2B or corporate clients is essential.

Explore More Careers