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Relationship Manager
DH Corporation
New York, NY, United States
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Manage up to 25 Enterprise Solutions Key Accounts. Maximize client satisfaction and their lifetime value to Finastra by being responsive to their needs, acting as a business advisor to help them optimize their return on investment, becoming an input into their strategic planning process, providing sound, accurate and timely assistance when clients need to renew or acquire new products, serving as an operational escalation point, where appropriate and by helping clients measure the impact of our partnership as it relates to their strategic goals.
Key Accountabilities:
• Achieve any assigned client net promoter targets
• Achieve any assigned retention targets
• Achieve any assigned sales quota targets
• Achieve any assigned revenue growth targets
• Execute against any assigned MBOs in support of the above targets
• Grow portfolio year over year
Essential Duties:
• Create and manage a strategic territory plan that includes activities for any net promoter, retention, revenue and quota attainment.
• Build account plans for each client.
• Partner with internal ROM organization to deliver superior service to assigned clients.
• Provide thought leadership to your assigned clients.
• Research and maintain knowledge of client’s business drivers and strategies, competitive position in the marketplace, and industry trends.
• Identify key decision makers and influencers at the client and understand their personal and professional goals and needs.
• Build and foster long term client relationships and communicate with executives, key decision makers and influencers.
• Engage in value-based selling philosophy that reflects the needs of the customer as it relates to Finastra’s product offering.
• Identify opportunities to enhance the client’s business performance.
• Manage opportunities to ensure long-term stability and sustainability of book-of-business.
• Serve as the client’s advocate by elevating the visibility of the client’s requirements and issues firm-wide.
• Maintain accurate sales forecasting data in sales reporting system.
• Coordinate internal resources to ensure prompt, accurate, and professional delivery of sales, marketing, and proposal materials to prospects.
• Visit assigned client base on a regular basis with a client-validated agenda.
• Develop and maintain relationships with industry/professional individuals and organizations.
• Participate in user group meetings and trade shows as required.
• Stay abreast of current industry trends, competitors, and current/new company products and services.
• Participate in training programs as directed.
• Effectively utilize the Finastra sales and account management program.
• Other duties as assigned.
KNOWLEDGE / SKILLS
• In-depth knowledge of relevant financial services software solutions and applications.
• Exceptional written, verbal, and interpersonal communication skills.
• Superior presentation skills.
• Proven ability to articulate value proposition and ROI.
• Proven ability to manage accounts with multiple decision makers.
• Proven ability to manage internal resources to complete the sale.
• Proficient with Microsoft Office.
EXPERIENCE
• At least 7-10 years experience in the financial services industry.
• Experience interacting with C-Level executives
• Relationship and consultative selling experience preferred.
EDUCATION / CERTIFICATIONS
• Bachelor’s degree in Business or equivalent experience.
• Formal sales and presentation training preferred.
PHYSICAL DEMANDS
• Ability to receive, express, or exchange detailed information through oral and written communication.
• Ability to see and operate a computer.
• Ability to stand, walk, reach, stoop, bend, and lift and carry up to 25 lbs. of weight (laptop, projector, suitcase, etc.).
WORK ENVIRONMENT
• Work is performed in a general or home office environment.
• Extensive travel is required.
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The above statements describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.