Director, Treasury Solutions - Capital Markets

Royal Bank of Canada; Calgary; On-site; CAD 120,000 - 170,000; Full time

Job summary

Royal Bank of Canada seeks an experienced Senior Relationship Manager to manage a regional corporate portfolio from a Treasury and Cash Management perspective. You will drive revenue growth, coordinate with RBC partners globally, and lead strategic client engagements with high-impact Tier 1 clients.

You will travel regionally and internationally, develop portfolio strategies, and mentor team members while ensuring client satisfaction and alignment with RBC initiatives.

Qualifications

• Minimum 12 years in bank relationship/account management or sales with Cash Management knowledge.
• Proven ability to drive revenue growth and manage complex client relationships.

Responsibilities

• Develop and execute sales and marketing plans to grow revenue and achieve targets.
• Provide business insights and guidance during client discovery sessions to uncover opportunities.
• Collaborate with RBC Capital Markets and partners to support enterprise strategies.
• Coach and develop staff to achieve high performance and client satisfaction.

Skills

Relationships

Sales leadership

Client service

Negotiation

Strategic planning

Stakeholder management

Cash management knowledge

Education

University degree

CTP or equivalent

Tools

None

Job description

Job Description

Mobility

This position will require ability and willingness to travel within the region and internationally.

What is the Opportunity?

Reporting into the Managing Director & Head, Treasury Solutions - Capital Markets, you will be accountable for the management and revenue growth of RBC's energy and regional portfolio of corporate clients from a Treasury and Cash Management perspective. 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.

What Will You Do?

Works proactively with Managing Director, regional/specialized team and RBC business partners to develop and execute national and industry sales and marketing plans that grow revenue streams and ensure business targets are achieved. Deliver 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 portfolio/ specialized business plans driven by the Treasury Solutions Value Propositions that support Global Transaction Banking, Royal Bank Capital Markets and RBC strategic initiatives. Collaborate extensively with Royal Bank Capital Market partners globally in support of overarching enterprise strategies and objectives. You will be accountable for meeting revenue and business objective on and portfolio and team basis, reviewing sales results to plan, periodically adjusting activities as required to capitalize on opportunities and initiating dialogue with Managing Director & Head to address plan gaps. 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. Develops client strategy reviews/plans in consultation with relevant stakeholders, reviewing and providing guidance on Direct or Indirect Report's client plans. In partnership with peers, actively participates in industry and regulatory forums, playing a leading role in the development and delivery of key strategies.

What Do You Need to Succeed?

Must-have

• 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

Nice-to-have

• University/College education or professional designation equivalents
• Certified Treasury Professional (CTP), CertICM or other relevant professional designation

What's in it for you?

We thrive on the challenge to be our best, progressive thinking to keep growing, and working together to deliver trusted advice to help our clients thrive and communities prosper. We care about each other, reaching our potential, making a difference to our communities, and achieving success that is mutual.

• Ability to make a difference and lasting impact
• Work in a dynamic, collaborative, progressive, and high-performing team
• Opportunities to do challenging work

Jo