Relationship Manager - Retail and Commercial Lending

  • Competitive
  • Singapur, Singapore Singapur Singapore SG
  • Festanstellung, Vollzeit
  • FIS Global
  • 18 Jul 18 2018-07-18

Relationship Manager - Retail and 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 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