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Relationship Manager, Key@Work - CLE Lake/Ashtabula/Erie
ABOUT THE JOB
The Key@Work Relationship Manager (Key@Work RM) works closely with Key’s Business Banking and Middle Market groups to maintain and grow existing and generate new corporate clients into the Key@Work program. The RM builds close relationships with a client’s HR function or other corporate contact and uses rigorous account management skills to build long-term relationships. Provides financial wellness education and the full suite of Key’s banking solutions to the employees of the business client as a part of its benefits package. Within the account management process, the Key@Work RM will be responsible for functions that align with the Key Sales Process and Consultative Sales Process Framework (Opportunity Management, Needs Assessment, Employer Present/Pitch, Fulfillment, and Follow Up) in their daily work to create a positive Client Experience. This includes:Opportunity Management-Develops and maintains an in-depth knowledge of Key@Work products and services.-Works with Core Business Banking and Middle Market partners to establish a prioritized prospect list in their respective Markets based on the size and strength of the corporate client employee base and consistent with the industries targeted by the Business Banking and Middle Market groups.-Uses thorough account management to manage existing book of business and actively seeks new target clients, to deliver the entire bank in partnership with Retail Banking and the RM. Helps ensure the Key@Work program is well-integrated within each client’s benefits program through regular dialogue with HR or other relevant corporate contacts. -Builds trusting relationships with banking partners including local Business Banking, Commercial Banking and Retail Banking leadership.-Develops an Event Calendar with each client along with RM.-Plans, coordinates, and conducts employer presentations to HR and c-suite at the corporate level to maintain existing and enroll new clients into the K@W program. -Documents all account management activities in CE Desktop and Salesforce.-Promotes the benefits of Key@Work to maximize new client acquisition, focusing on primary checking and deepening existing client relationships. Serves as Key@Work champion for banking partners. Disseminates program information to banking partners.-Meets or exceeds local client enrollment and Market goals for the K@W program and introduces partners to these clients. -Monitors client presentation topics, new account generation and cross sell opportunities of existing client base and ensures those match up with original account plans. Works with RMs to identify and address new educational topics in case new industry / market or client needs industry/market tracks results to continue to improve the process on an ongoing basis.Needs Assessment-Develops a comprehensive understanding of client's employee base and client itself-Delivers distinctive service by presenting a value-added banking program for the client's employees through employer presentations that open the door for partner.-Brings other Key business partners to the table to deepen the relationship.-Promotes and cross-markets products and services to clients by keeping clients informed of products and services.
- Makes joint calls with LOB leaders and RMs to enhance their selling skills and uncover Key@Work opportunities.Fulfillment-Actively listens to concerns, presents a clear concise picture and provides the client with additional information to close the sale.-Ensures that new customer relationships consistently meet all compliance requirements.
Follow- Up-Ensures ongoing contact with new clients to strengthen client's experience with Key.-Partners with to aggressively grow and maintain primary checking accounts and deepen relationships after successfully signing corporate clients up for the K@W program.- Aggressively grows and maintains DDA accounts by successfully closing deals to meet district deposit goals.- Meets quarterly with employers and LOB partners to ensure satisfaction with the program and secure feedback, in an effort to increase penetration of the employee base.MARGINAL OR PERIPHERAL FUNCTIONS-Coaches banking partners to ensure their ability to independently promote K@W program-General knowledge of business environments.REQUIRED QUALIFICATIONS -Undergraduate degree in business/related field or equivalent work experience-Excellent verbal and written communication skills and strong presentation skills-Demonstrated ability to engage a group in interactive dialogue and build strong partnerships within an organization-Three plus years demonstrated sales and business development experience including lead generation with proven results and establishing local market relationships centers of influence-Strong customer service and account management skills-In-depth knowledge of financial products and banking regulations. Must be familiar with employee-focused products and services to maximize cross-sell opportunities (Key Investment Services, Health Savings Accounts, etc.)-Proven experience with and comprehensive understanding of financial services products-Proficient in personal computer applicationsExperience in using LinkedIn and e-marketing tools like Cvent