Bank of the West Principal CM Sales Consultant in New York, New York

Principal CM Sales Consultant


What sets Bank of the West apart from other banks is our team members–they embody the optimistic spirit of the West. There is a spirit here that drives us to do more. Our team of more than 10,000 employees is vital to the success of our Bank. They reflect our modern western values—straightforward, entrepreneurial and optimistic. We seek to create a corporate culture that fosters and rewards excellence, encourages creative thinking and respects diversity – an environment where team members are engaged, supportive of one another and enthusiastic about serving our customers. Bank of the West offers the stability of a company that has a 135 year history and is part of BNP Paribas, a European leader in global banking and financial services and one of the 6 strongest banks in the world. We offer opportunities across our diverse business lines – Retail Banking, Commercial Banking, National Finance, and Wealth Management.

Job Description Summary

Responsible for identifying prospects and clients with cash management needs and selling appropriate solutions to meet the clients' needs. This position will be responsible for interacting directly with Corporate Treasurers and CFO's and the most senior positions in the corporation– therefore requires in depth conversation on cash flows, and working capital and liquidity as it relates to cash management solutions. Serve as integral member of the client management and cash management teams in assigned districts and/or segment. Manage and cross sell to a portfolio of existing clients. As the most senior level cash management sales consultant, will be assigned the clients and segments with the highest level of cash management complexity and may lead or perform minimal supervisory duties of less experienced sales staff.

Essential Job Functions

  • Works with Senior Relationship Bankers to develop strategic prospecting, cross-selling and market growth plan. Individually develops prospects for New Business through the sale of Cash Management solutions designed to meet client needs within assigned geography or business segment. Assists RM's with pre-qualifying prospects with Cash Management needs. Collaborate with RM's to stay up to date on client relationships and maintain fluid communication with internal partners to provide seamless service to clients.

  • Develops and maintains strategic plan to meet aggressive growth; develops this plan with in depth knowledge of industry developments.

  • Manages and cross sells to a portfolio of existing Cash Management clients, conducting relationship reviews with top clients no less than annually. Serves as the main Cash Management client contact. Identifies additional cross sell Cash Management solutions.

  • Prepare sales presentations providing a comprehensive solution for clients' Cash Management needs including product pricing while maintaining Bank profitability.

  • Keeps informed of current activities in the industry; recognized leader and expert on topics that support the strategic direction for Cash Management. Provides client feedback and input to product managers for ideas regarding new product development, enhancements and modifications requested or of interest to the market, based on actual client feedback, competitive intelligence and industry trends.

Other Job Duties

  • Keeping Senior Bankers informed of product enhancements and developments for appropriate account and relationship planning.

  • Properly directs non-sales related client needs to the appropriate division for resolution.

  • Maintains call activity and pipeline accuracy in CRM tracking system Dynamics.

  • Utilizes formal and informal leadership to direct and lead within department and across departments.

  • Performs other duties as assigned.



Required Experience

  • Requires highest knowledge and mastery of multiple job areas typically obtained through advanced education combined with experience.

  • Viewed as the leading expert and/or resource within the field by peers within and outside the organization.

  • Requires 12 years minimum prior relevant experience.


  • Bachelor's Degree


  • Comprehensive knowledge of Cash management services and products and general banking services and bank operations

  • Comprehensive knowledge of trends and developments in the industry (digital/payments/receivables)

  • Recognized leader in the industry with strong reputation for solution development

  • Some knowledge of basic commercial credit analysis and practices.

  • Planning and organizing Bank product and service knowledge

  • Strong written and verbal communication skills

  • International Sales For Cash Management Sales Consultants focused on the international market, duties and responsibilities are similar to those assigned to domestic markets except for the following: Serve as the main point of contact for International Cash Management needs for assigned client group

  • Manage In-bound and Out-bound referrals from BNPP and BOTW Serve as the main Cash Management point of contact for One Bank Referrals within assigned client group Meet with Clients and Prospects to determine International and Domestic Cash Management needs

  • Formulate appropriate International and Domestic Cash Management solutions for clients and prospects Develop and deliver sales presentations for client base Serve as a reference point for Cash Management Consultants within BOTW Other duties as described above

Equal Employment Opportunity Policy

Bank of the West is an Equal Opportunity employer and proud to provide equal employment opportunity to all job seekers without regard to any status protected by applicable law. Bank of the West is also an Affirmative Action employer - Minority / Female / Disabled / Veteran.

Bank of the West will consider for employment qualified applicants with criminal histories pursuant to the San Francisco Fair Chance Ordinance subject to the requirements of all state and federal laws and regulations.

Job: Sales and Sales Related

Location: United States-New York-New York

Requisition ID: 038802