Relationship Manager

Description

Relationship Manager

Reports To: Manager, Client Retention - Learning & Development

BAI and RMA have come together as ProSight Financial Association, a leading industry organization whose purpose is to empower financial services leaders to strengthen and advance our industry. The strategic combination brings together RMA's expertise in serving the commercial banking and risk management functions and BAI's knowledge in serving the retail banking and regulatory compliance functions. It's a complementary union of two non-profit organizations that have always had their members' and customers' best interests in mind. Our industry-leading offerings include: peer sharing events, thought leadership, learning and development, and decision support solutions. Our work creates positive ripple effects throughout financial services organizations and ultimately helps consumers, businesses and communities thrive.

The Relationship Manager is responsible for managing relationships with existing Learning & Development customers through direct customer contact and calling on bank and credit union customers in an assigned territory to identify business needs, renew existing products and sell additional products. Based on customer needs assessment and potential account value, the Relationship Manager may travel to give executive-level presentations to key decision-makers. As a member of the Learning & Development sales team, you will work in a fast-paced, team-oriented environment. The successful candidate will contribute to the business goals by meeting monthly, quarterly and annual sales objectives. ProSight has a strong brand and a leading market position in an industry where compliance requirements are increasing dramatically, all creating much opportunity for sales growth.


Responsibilities:

• Call on existing customers to provide proactive customer support, secure customer renewal contracts and lead discussions with customers for additional product sales.


• Provide training and support to targeted customers for the Learning Manager System.

• Prepare, coordinate and follow-up on customer email campaigns with the emphasis on maintaining customer relationships, promoting the BAI brand and cross selling BAI products.

• Serve as primary contact for assigned territory, acting as the customer's advocate and coordinator of requests, results and service.

• Plan and execute face to face customer visits as needed.


• Develop account strategies and a network of contacts at various levels/functional responsibility within each organization in the assigned territory.

• Manage existing customers through all stages of the renewal sales cycle - proactive customer support, renewal and additional product sales opportunities, proposal, negotiation, closing and post-sale follow-up.

• Conduct a needs assessment and develop recommendations/proposals to renew and/or upgrade contracts of existing customers.

• Demonstrate technology products and solutions over the phone and Internet.

• Stay attuned to market trends, competition, customer needs, pricing and other factors that may impact sales.


• Build and maintain long-term customer relationships.


• Manage and maintain a renewal and add-on product sales funnel to achieve all sales goals within assigned territory.


• Provide realistic sales forecasts.


• Manage contract negotiations, service requirements and details to close the sale.

• Manage territory, sales cycle and customers in CRM system.

Requirements:

• A minimum of 3-5 years' experience in an inside sales role with proven results in business-to-business solutions selling or a related customer service role

• Experience with organizing and managing an assigned territory


• Strong organizational skills and the ability to work in an independent, self-directed environment

• Experience in a high-volume, telephone-based inside selling environment

• Experience selling products in a Software as a Service (SaaS) business model a plus

• Experience in the financial services industry a plus

• A history of meeting or exceeding assigned sales quotas


• Technologically savvy, with extensive use of the Microsoft Office suite and ability to learn and demonstrate proprietary systems

• Demonstrated high-energy, tenacity and dedication to excellence as a sales professional


• Experience in maintaining long-term customer relationships


• A successful record of upgrading and/or renewing existing customers


• Desire for professional development


• Motivated by an internal desire to win and a desire to increase your own personal wealth


• Bachelor's degree required

The compensation range for this position is $75,000 - $80,000 which includes base salary and participation in a commission plan based on individual sales results. ProSight offers an outstanding benefits package with comprehensive insurance coverage, a 401(k) plan with company match, flexible paid time off, hybrid and remote working models, tuition assistance and the ability to work in a collaborative, team-oriented environment.

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