About the Role
The Middle Market Relationship Manager role is focused on driving growth within a defined group of existing customers. This is achieved through a consultative selling and financial conversations approach to ensure maximum account penetration and identifying new opportunities for growth.
This is primarily a phone-based role with some face-to-face account management.
Key Responsibilities
•Retaining and expanding the existing relationship with a defined portfolio across multiple industries. Your portfolio will consist of approximately 250 Corporate Card Clients and you will be required to achieve an annual charge volume and Growth targets.
•Maintaining a high level of customer satisfaction, account growth and a reduction in attrition. Emphasis is on your ability to maintain the client relationship in and across multiple levels within the client's organization to drive incremental growth. You will be dealing mostly with C level executives.
•Creating winning client strategies as well as internal account plans, client business plans and account reviews.
•Day to day activities will be, but not limited to, account reviews, issue resolution and conducting a needs assessments to embed additional American Express products & Digital tools. Additionally, the ADE is required to synthesise information from a variety of sources (customer conversation, media, and internal resources) to uncover and convert charge volume growth opportunities.
•The Account Manager will also need to demonstrate the ability to create account plans, identify risk factors and protect the portfolio against charge volume loss.
Requirements
•Previous relationship management and consultative sales experience
•Ability to influence & grow the business through value added conversations
•Strong pipeline management skills
•Strategic Account Management skills
•Strong Financial Acumen and the ability to have commercial conversations on Working Capital and cash flow
•Ability to respectfully challenge the status-quo & influence without authority
•Ability to work collaboratively across diverse teams
•Resilience, Thought Leadership & ability to prioritize for success
•Strong analytical and problem-solving skills
•Account planning and client strategy development skills
•Experience in dealing with C level Executives
•High degree of commercial acumen and Strong negotiation and influencing skills
•Corporate card knowledge an advantage
•One Force knowledge an advantage
