Relationship Manager - Banking Treasury Operations / Retail & Commercial Lending

  • Competitive
  • Sydney, New South Wales, Australia Sydney New South Wales AU
  • Permanent, Full time
  • FIS Global
  • 13 Aug 18 2018-08-13

Relationship Manager - Banking Treasury Operations / Retail & Commercial Lending

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 banking treasury / retail and commercial lending respectively for each role
•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 relation
•Ability to think logically under pressure
•Prioritization
•Team work and Collaboration
•Conflict management
•Willingness to change the status quo