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Tuesday, 22 May 2018 21:13 GMT

Job Details

Job Title:Relationship Manager, Commercial Cards
Description:Relationship Manager, Commercial Cards - Northampton, Northamptonshire Company Information Our client was founded in 1966 and is the leading credit card provider in the UK with 8.4 mln customers. 1 in 5 credit cards in the UK are issued by our client. Role Purpose To establish, manage and develop long term, profitable relationships with a portfolio of major strategic Issuing clients, ensuring the provision of first class service and maximising business opportunities to achieve key objectives and goals. Principal Accountabilities Client contact – 45% Client contact is normally at Strategic management or director level. Involves discussions and negotiations with clients generally on commercial, operational, technical, marketing, industry and management information issues. Identify opportunities to fully develop existing commercial card programmes and implement new ones. This often requires innovative thinking to identify bespoke solutions that fulfil exact client requirements. Establish, build and maintain ongoing relationships with clients to develop and protect business income. Identify and develop new business opportunities and cross sales with existing clients. Formulate short and medium term plans to retain and develop commercial card programmes that deliver payment and data solutions to our clients. Develop complex and bespoke commercial proposals and negotiate with clients to retain and maximise profitability. Identify opportunities to improve the management of commercial card solutions by selling in new technologies such as Expense Management and Management Information software solutions. Introduce solutions, where appropriate, through third party companies, which are of mutual benefit to all parties e.g. providers of expense management systems such as Concur and Captura. Develop and maintain a close working relationships with key areas of the Group to share knowledge on mutual clients and maximise cross-selling opportunities. Act as the main escalation point and manage any disputes arising from non-conformance with agreed service levels. Ensure key client contacts are kept fully aware of Issuing, Visa International and industry initiatives and future developments. Create and support key existing business initiatives and developments. Support Sales Management best practices and governance. Negotiation - 20% Negotiate commercial contracts and service level agreements with clients at Strategic management or director level. Negotiate full implementation and programme requirements. Negotiate internally with Issuing and other Group Strategic management when developing bespoke solutions that may involve changes to work processes in several different operational areas. Negotiate cross sale opportunities on behalf of other areas of the Group to maximise revenues. Decision Making - 20% Identify solutions that fulfil client requirements and generate optimum returns for the Business. Make sound commercial judgements in order to retain and fully develop client base. Make decisions that impact on the medium and long-term revenue/profit to Issuing. Make joint decisions with clients on how to proceed with implementation of card programmes to maximise the benefits to all parties but minimise resource impacts on Issuing. Planning and research - 10% Personal time management of day to day activities to maximise return on resources. Keeping fully updated on client activities as reported in the media and via internal Group sources. Maintain and understand the business environment in which the client operates. Preparation of complex statistical data ready for presentation to the client. Constantly update knowledge on all products and services offered by Issuing, its strategic partners i.e. BTI, and third part companies i.e. Concur and Captura. Development of short/medium term sales plans. Operational - 5% Liase regularly with Issuing Strategic operational management to review service levels and ensure we meet contractual obligations. Identify and provide feedback to line management of new product development requirements and opportunities. Candidate Specifications Technical Skills/Competencies Communication Skills Relationship Management skills Planning Interpersonal skills Sales skills Presentation skills Negotiation skills PC literate Empathy Full UK Driving Licence Appropriate Training Sales Skills course Advanced negotiation course Presentation Skills course Procurement Best Practices Relationship Management course Knowledge and Expertise (relating to specialist knowledge and expertise required to undertake the role. May include knowledge of the Bank’s products, services and policies) - Essential Full and extensive knowledge of (Issuing) payment and data solutions. Working knowledge of the card schemes, their drivers, industry dynamics interchange and future product service deliverables. In-depth knowledge of the Commercial Card industry and competitor solutions. An up to date knowledge of Industry related technical development Thorough knowledge of the Business to Business sector. Fully aware of Industry trends (UK and overseas). Knowledge of Corporate procurement and finance practices. Card interfaces with enterprise wide business functions. Knowledge of the Business Travel market and key players, partially strategic alliance partners. Knowledge of Expense Management and interfaces with leading vendors. Knowledge of Enterprise Resource Planning & eProcurement software including card interfaces with leading vendors. Knowledge of the Group and strategies relating to both domestic and overseas Awareness of Bank’s payment and collection strategies and services A good working knowledge of the Banks products and services is important, as there are often opportunities to open new banking links with prospective clients. Total awareness of the interests and relationships in existence with any prospective client. Working knowledge and practical understanding of Law of contract and legislation and regulation as it applies to the industry. Training will be provided. Experience, qualifications and other requirements specific to the role - Essential An exceptional sales and profit performance record, ideally within a Client Relationship Management environment. Proven ability to build and maintain relationships at all levels. Proven success rate in negotiating at the highest level. A full sales and business development background. May have experience in the Business to Business Financial Services Sector. Proven experience in forecasting and costing. Key Issues over the next 12-24 months Establishing strong working relationships with allocated portfolio of clients and Corporate Team/Large Business Bank contacts. Working with clients to strengthen relationships and develop business performance to achieve challenging objectives and goals. Business development aspects to the role with some of the Group’s most profitable clients. Additional details of exceptional aspects of the demands of the role The role holder may be expected to present at industry and trade seminars to represent the group at a variety of forums. The role is predominantly office based although UK travel will be required. Company Values: of particular importance to this role Making the Company a great place to work – highly motivated, proven track record. Expected to deliver outstanding performance. Seeing the world through our customer’s eyes – role model, empathetic to customer requirements. The role holder will be able to transformation building strong relationships with key stakeholders. Great leadership and teamwork – role model, ability to deliver on business strategy. Delivering on our promises – role model, the jobholder must take responsibility to develop both themselves and colleagues. High performance and great behaviours – role model, job holder must apply attention to detail. Highest standards of corporate governance are expected. Driving exceptional rewards – role model, the job holder will aspire/deliver the Group Visions and Values. Respect trust and integrity – the role holder will naturally attract the confidence and respect of colleagues
Salary Range:£28000 - £45000/annum bonus, p
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