Relationship Manager

Purpose  

The Relationship Manager is responsible for developing, nurturing, and growing RMA’s member relationships with a core set of banks and financial institutions within their assigned accounts/territory. The primary focus of the Relationship Manager is to strengthen the member experience, deepen the relationship and overall engagement, while providing RMA solutions in a consultative approach with a goal of driving sales, revenue and increasing overall market share.  

Principal Accountabilities  

  1. Consult with members to identify and analyze risk management issues, analyze sensitivities, and recommend effective solutions.
  2. Maximize the value of RMA Membership by introducing new products & services, driving sales, broadening reach within member banks, and retaining existing business.
  3. Collaborate with RMA Product and Risk area leaders, and SMEs to build a solid sales pipeline, while bringing forward member needs for future product development consideration or enhancements to existing solutions or offerings.
  4. Research and identify potential new institutional members and emerging markets for RMA products and services.
  5. Develop annual strategic sales plan for assigned accounts aligned to RMA’s mission and vision to meet sales targets. Conduct quarterly membership reviews with key strategic growth accounts.
  6. Handle member inquiries and work with internal staff to resolve, satisfactorily and expediently, membership issues, transaction questions, contract negotiations, billing issues or discrepancies, etc.
  7. Network with Chapters in the assigned region to drive new sales opportunities with existing members and promote the value of RMA to potential new members.
  8. Understand, analyze & share competitive market data with internal RMA team to help drive innovation and improve overall member benefits/offerings.
  9. Other duties as assigned.  

Job Competencies  

Customer Focus (20%) - Treats customers with courtesy and sensitivity, builds positive rapport, applies problem solving skills, makes extra effort to satisfy customer needs, meets commitments to customers.

Sales Skills (25%) – Understands marketplace, works to meet prospect/customer needs, effective closing techniques.      

Product Expertise (20%) – Identifies opportunities in a timely manner. Gathers and analyzes information skillfully. Working with Product teams to develop an understanding of RMA Products & Services to identify and qualify sales opportunities. Collaborating with Product SMEs to develop close strategies in a timely fashion.  

Industry Knowledge (15%) – Displays knowledge of the financial arena, stays updated with financial news, keeps informed about nonfinancial business areas, demonstrates knowledge of risk issues, regulations, and monitors activities of regulatory agencies.  

Communications (20%) - Confidently articulates complex ideas, strategies, and decisions to individuals and groups at all levels. Consistently captures and conveys the essence of the communication and leaves the audience with a clear understanding and no ambiguity.  Speaks in a compelling manner that holds others' attention and motivates them to action.  Asks thoughtful questions that get to the "heart of the matter".  Is a skilled listener and can accurately restate the opinion of others; always leaves others with the view that they have been heard.

Qualifications  

To be considered for this role, you must meet the following qualifications:  

  • Bachelor’s degree required in Business, Finance, Economics or related field.
  • 5-10 years of selling experience with proven ability to exceed sales targets and grow strategic accounts, preferably in the banking or financial services industry.
  • Strong communication & presentation skills with experience in presenting to C level executives such as; Chief Risk Officers, Chief Credit Officers or Chief Revenue Officers. A solid listener that can turn listening into action with attention to detail & strong follow up skills.
  • Experience in developing accurate forecasts.

Travel required – 25-50%

Empowerment & Accountability is a core cultural value at RMA and you will see that reflected in our programs and policies such as unlimited time off and flexible work arrangements. In addition, we offer a competitive total compensation package and an excellent health and welfare benefits package.

At RMA we celebrate and value diversity and inclusion, so team members feel comfortable bringing their whole self to work.  We are proud to be an Equal Opportunity Employer and do not discriminate based on upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

Interested?  Send resumes to careers@rmahq.org.