Randburg: Strategic Relationship Manager posted by SignaGroup

The key responsibilities are as follows:

• Act as primary contact and maintain good relationships with clients so that the business can maximize the value of those relationships
• Network and create strong relationships with Relationship Custodians and key client stakeholders at both decision-making / Executive, and senior management levels
• Be externally focused and identify key contacts at potential Strategic Client and Strategic Partners / companies to establish and foster relationships.
• Grow the client relationship by identifying new sales and business development opportunities/ Seek opportunities to cross-sell or upsell to existing clients.
• Participate in one-on-one meetings with clients and or strategic partner cluster forums to explain services/ expose Signa products and guide their choices.
• Propose and agree opportunities for, the frequency of, as well as client centric nature of interaction/engagement sessions, as well as internally with Business Units
• Understand the problems and challenges of clients and identify solutions/ways Signa could better address those needs.
• Contribute/inform product innovation/development.
• Draft/coordinate the development/drafting of proposals for strategic clients.
• Manage requests for proposals and renewals by collaborating/coordinating effectively with Account managers and Strategic Partners and/or Relationship custodians.
• Collaborate with Marketing department to ensure proper branding and effective internal and external campaign development.
• Inform current and potential strategic partners and clients about key business developments to ensure a first to market advantage.
• Organize/coordinate and participate in capacity building/training(webinars)/information sessions for strategic clients and strategic partners.
• Collaborate effectively with (Key) Account Managers, and Relationship Custodians to ensure customer complaints/enquiries are resolved /handled promptly and professionally.
• Take total responsibility for the provision of excellent communication and contact on service matters to maintain a positive reputation for the business by leveraging most efficient resources including CRM.

Strategy

• Participate and contribute as required towards the development of client/sector solutions for Signa’s Business Development and networking strategy.
• Contribute to the identification and articulation of Signa’s unique selling propositions and differentiators.
• Canvas client feedback to inform stakeholders of the development and continuous improvement of Signa’s services and products.
• Serve cross-silo/functionally, internally and externally in raising the profile of Signa, its client relations and perceptions of service/ quality

New business development

• Network with strategic partners/ influencers and stakeholders, attend functions and events, and monitor publications and research.
• Prospect for and research new clients and strategic partners to ensure a robust pipeline of engagements within the market.
• Build relationships with the decision makers within potential clients and strategic partner organisations / individuals.
• Coordinate the planning of deal approaches and pitches.
• Participate in the negotiation of terms and deal closing.

Leadership and Management

• Manage Strategic relationship team members effectively to achieve outcomes and targets set by the strategic relationship team.
• Review, manage and contribute to achieving an optimal strategic relationship team structure.
• Manage strategic partners, clients, and projects, ensuring internal collaboration for adherence to SLAs.
• Coordinate meetings as per internal and external SLA with stakeholders for alignment with Business units, marketing on internal and client expectations
• Prepare and submit inputs to strategic client/partners to marketing/executive communication.
• Analyse client /partnership data/CRM information and recommend and advise movement/promotion to strategic.
• Ensure preparation, negotiation of and management of contracts related to the strategic clients and partners, ensuring compliance with strategic objectives, internal policies, procedures and regulatory obligations.
• Oversee and manage all reporting and control tasks performed within the SR department.
• Identify, monitor and manage risks related to client relationships.
• Inspire cross-silo teams to implement client strategies and to achieve objectives and targets.
• Undertake training and mentoring to business developers/strategic partners and cross-silo team/collaborative members.

Client management

• Work with Signa Management, and technical staff/specialists and other internal colleagues to meet client needs.
• Facilitate collaboration between leadership to deliver effective managed/Cross-silo solutions for identified clients.
• Manage client and strategic partner relationships to ensure ongoing mutual benefit.
• Arrange and participate in internal and external client debriefs, training workshops.
• Comply with governance requirements.
• Adhere to Signa’s philosophy to the requirements of Signa’s Intellectual Property Policy, ethics policy and relevant Data Protection legislation.
• At all times to work in a manner that ensures the health and safety of team members and clients, partners on Signa’s premises.

Proposals

• Obtain and distribute proposals from the group entities based on Strategic Partner requests in a timely manner to ensure the needs of the SP’s and eventual clients are met.
• Assist in combining strategic proposals which might require input from multiple group clients to meet the needs of the clients.
• Write persuasively, including executive summaries and other critical components of deliverables such as capturing actions from meetings with proposal team members, capture teams, and understanding of the business’s value proposition
• Implement or coordinate writing by content contributors/authors, lead-generators, and collate / capture to ensure proposals are clear and concise proposals.
• Adhere to and coordinate approval of exceptions/deviations from standard features/clauses inclusive of pricing of proposals.

Authority

• Inform/recommend differentiating penetration solutions for strategic client business development and sales efforts.
• Contribute and motivate for the review cross-silo sales solutions/product innovation to ensure Signa market relevance.
• Enforce the Group’s regulation/policies and the governance practices within own collaborative team and for mitigation of risk.

QUALIFICATION AND EXPERIENCE

Tertiary Education in:

•  Sales qualification at least at diploma level/Marketing certificate is an added advantage or Administrative / management qualifications
• Bachelor’s degree/National Diploma in Legal, Business, Marketing, Finance or related field

Experience:

• At least 5 years of experience successfully leading a sales initiative or customer relationship management position
• Combination of private small business and corporate sales/advisory experience a plus
• 5+ years of experience in management/ preferably Sales or Customer relationship management
• At least 5 years in Transformation/BBBEE
• Finance/Law experience is an added advantage