Relationship Manager - Retail and Commercial Lending
The 3 key responsibilities for this role are retain client revenue, renew client contracts and identify & refer sales opportunity.
Summary about this job
Sales - Pre & Post
Company: FIS
Location: Sydney
Work type: Full Time
Salary: Negotiable
Phone: +61-8-7027-1983
Fax: +61-3-1846-7502
E-mail: n\a
Site: n\a
Detail information about job Relationship Manager - Retail and Commercial Lending. Terms and conditions vacancy
- Manage relationships with FIS clients in Australia
- Opportunity to play a key role in the sales growth of a Fortune 500 organisation
- A rewarding working environment
Job ID: 57294
Position Description:
The Relationship Manager covers the renewal life cycle with a primary objective of ensuring the retention and the growth of the revenue for existing clients.
Key Responsibilities:
Retain the client revenue:
Measure and contain the renewal price compression
Implement a deal review process to define and deliver target renewal price and revenue
Establish process to collaborate with Business Units and Sales team to deliver target outcome
Renew client contracts
Proactively lead and manage all contract renewal opportunities
Engage and partner with Sales team and Business Units as needed
Inventory, prioritize, risk assign and report renewal inventory and performance
Identify and refer sales opportunity
Identify and qualify adds-on on current client solution
Identify and qualify new sales opportunity with internal services teams
Engage /refer to Sales team
Development Value (areas of mobility):
Sales Manager
Strategic Account Manager
Country Manager
Head of Relationship Management
Roles and Responsibilities
Proactively leads all renewal engagements - reduce price/revenue compression
Collaborates with Sales Team to identify, qualify, and refer new sales opportunity and leads
Ensures optimal utilization of FIS services and know-how
Monitor client satisfaction and work to make clients referenceable
Participates in client loyalty process by participating in follow-up discussions and developing action plans to address any negative comments
Cover expansion of client usage of products (users, modules, deployment, upgrades)
Ensure client adoption of FIS deployments and 3rd generation user management
Represents the Enterprise to the client and the client to the Enterprise
Maintains contact with client at an executive level, focusing on the strategic nature of the relationship
Identify and refer gaps in client experience
Work with the Country Management and Strategic Account Management organization to ensure mapping of key users and 3rd Generation users
Ensure the timely and successful delivery of our solutions according to client needs and objectives
Work with the CS and Support Organization (RM-CS interlock) to ensure ideal Service experience
Keep abreast of new products/services, maintain comprehensive knowledge of applicable products/services and company policies and procedures.
Knowledge/Experience:
Required:
Experience within the Retail and Commercial Lending
Proven work experience as an Account Manager, Key Account Manager, Sales Account Manager, Junior Account Manager or relevant role
Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level
Proven knowledge to represent the enterprise‘s entire range of products to the client and of the industry
Proven track record in client relationship management and/or the sales of technology products and services
Skills:
Required:
Demonstrable ability to communicate, negotiate and present and influence key stakeholders at all levels of an organization, including executive and C-level
Highly organized with good time management
Risk analysis
Quality follow up process and customer relationship management
Ability to work independently whilst being part of a growing global team
Strong interpersonal/communication skills
Candidate must be able to take the initiative for learning by researching and reading independently
Proven ability to juggle multiple account management projects at a time, while maintaining sharp attention to detail
Excellent negotiation and presentation skills that ensure contract renewals, a track record of product and revenue growth and high levels of customer satisfaction
Competence (know-how):
Experience Required
Customer relations
Ability to think logically under pressure
Prioritization
Team work and Collaboration
Conflict management
Willingness to change the status quo