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Strategic Partner Development Manager

ROLE:

Location: Midlands
Type: Permanent – Full time

The Strategic Partner Development Manager is responsible for identifying, developing and managing new and existing client relationships that are crucial to the company’s revenue and growth targets. The key client relationships are currently with the Credit Unions, other CU partners and similar third sector entities.

KEY RESPONSIBILITIES & ACCOUNTABILITIES:

Existing Client Account Management; 50% of role.
• Managing diverse small/medium and large client relationships within the not-for-profit sector and building relationships with key personnel.
• Creating monthly, quarterly and annual business plans to achieve required revenue targets. These should be based on the design of a balanced scorecard of KPI’s which must be individually tailored to reflect and support each client’s overall business plan.
• Working to monthly sales targets and KPI’s. These will include an increase in new accounts (to reach 10% penetration of the clients existing customer base), the growth in average active card performance to a portfolio average of 80% over a 12-month period, a 25% reduction in customer service calls over a 12-month period, strategic selection and on-boarding of five new clients over a twelve-month period.
• Provide weekly and monthly and quarterly business plans detailing progress and actions with recommendations of any strategic changes required to meet Programme’s financial targets.
• Holding strategic and consultative client business reviews to assess opportunities for further business development. This will involve an in-depth understanding of the client’s existing financial performance and 1,3 and 5-year business plans. The successful candidate will possess the appropriate skills to define and overlay a bespoke client solution to drive Engage growth and programme development which is aligned to the client’s overall BP, vision and ethos.
• Arranging impactful and entrepreneurial product training sessions with existing clients to drive further business. This will involve, ahead of the session, undertaking the appropriate due diligence to ensure the correct training style and delivery is adopted. Through successful collaboration with the organisation’s CEO and other senior personnel, the successful candidate will gain an in-depth view of the existing programme’s barriers to entry within the organisation and will possess the skills to adapt the client’s training programme accordingly to reflect this.
• Develop and maintain a relevant network of contacts within the client organisation. The successful candidate will use technology effectively to enable consistent and regular communication with all clients. A bespoke communication strategy for each client should be designed and implemented.

• Challenging and advising partners on the best solution for their business in line with the sector relevant geo-political issues.
• Ensure all activity is accurately updated in CRM system. The successful candidate will possess the technical capability to recommend appropriate changes to the Engage CRM management strategy including the effective use of the newly implemented client and customer communication tool.
• Ensuring internal company functions (including marketing, delivery, compliance, client service and finance) give the highest level of service to clients. The successful candidate will also have the skills and knowledge to recommend appropriate changes and process enhancements within each of these areas.
• Investigating and resolving queries and issues raised by clients and customers and where appropriate escalating to Engage MD, Group CEO and Chair.
• Demonstrate and present to a high standard Contis products and services using a tech-savvy, multimedia approach. This will also involve the design and delivery of Webinars to maximise output and create a forum for client best practise sharing. Candidate must possess the capability to develop sector specific Thought Leadership to further enhance client relationships.
• Other duties as assigned.
New Business Development; 50% of the role
• Taking a proactive approach to client contact and relationships through generating business leads and following up on sales opportunities. This will be achieved through the delivery of a bespoke commercial approach including NDA process, due diligence on the existing business, contractual discussions, solution delivery including technical requirements (e.g. API set up, virtual card technology, instant account enablement etc) and the design of a client appropriate roll out plan including UAT, staff training, friends and family testing as examples.
• Working to monthly sales targets and KPI’s. These will include an increase in new accounts (to reach 10% penetration of the clients existing customer base), the growth in average active card performance to a portfolio average of 80% over a 12-month period, a 25% reduction in customer service calls over a 12-month period, strategic selection and on-boarding of five new clients over a twelve-month period.
• The successful candidate will possess the skills to embed a new prospect client conversion plan including identification of target markets, a multi-faceted communication methodology and an appropriate follow up strategy through to execution of contract.
• Establishing client needs, overall business strategy and as a consequence selling Contis/Engage products accordingly.
• Arranging initial scoping meetings with prospects ensuring the meeting is structured in line with prospects pre-defined expectations and preferred meeting format. (high-tech/low-tech delivery, system demonstration etc)
• Following up swiftly on sales enquiries ensuring that the right communication approach is adopted for each enquiry.
• Working closely with other teams to develop new business. Evidence of internal collaboration and best practise sharing with other members of the commercial team.
• Attending industry events in order to generate business leads.
• Other duties as assigned

SKILLS & KNOWLEDGE REQUIRED:

• A flexible and resourceful approach with at least 3 years previous experience of working within a small to medium sized fin-tech financial services business environment with clear evidence of using technology to enable the client and customer journey.
• At least 3 years’ client facing experience in the payments/card processing/agency banking sector
• At least 3 years previous experience managing accounts within a regulated financial services market.
• Solid experience and evidence of driving revenue through existing clients. Candidate should be able to demonstrate their targeted and bespoke client approach.
• A proven track record in delivering strategic partnership plans and helping to define clients’ 1.3.5-year business plans.
• Strong overall commercial acumen and experience enabling the client to benefit from a relationship that provides consultative commercial advice, Thought Leadership and technologically enabled solutions designed to impact client’s wider business
• A tech-savvy approach, with the desire to learn about new products.
• An effective communicator at all levels and via all media. Previous experience essential of a multi-media client servicing approach.
• Proven track record of delivering financial results through creation of realistic and commercially viable business plans that align to the client’s commercial goals.
• Proven track record of hitting and exceeding KPI’s.
• Extremely competent in the use of technology e.g. Microsoft Office and CRM systems.
• Methodical and organised with a good attention to detail.
• Possesses the initiative and commercial acumen to define client specific product and sales training programmes
• Experienced enough to independently manage new client negotiations and existing client product development consultation sessions.
• Proven track record in sales and winning new business.
• Able to demonstrate Contis Values which are; Customer Focus, Integrity, Ownership and Personal Excellence and a Drive to Action & Delivery.

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