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Manage a smaller portfolio of about 30+ exiting accounts in a defined territory for a smaller and or less complex / sophisticated market; Actual portfolio size will be dependent on needs for territory / segment and can vary across regions
Will be responsible for deepening existing relationships, capture price and grow the share of wallet by delivering a tailored value proposition to existing issuers
Exceed allocated business targets: e.g. market coverage, cross- and upsell, average price increases
Ensure we have an opportunity to bid for close to 100% of all x-border transactions, and where relevant domestic ones, which are not covered by umbrella contracts
Responsible for putting together a structured outreach plan (prioritising, define outreach objectives) for a smaller less complex / sophisticated market; Aim is to contact every account by phone or by way of in person meetings;
Contribute to Franchise Relevance Plans for the respective market segment / region/line of business by assessing the vulnerability of relationships and by identifying new business opportunities for the supported market
Effectively prepare and conduct telephone and in-person meetings with issuers at all levels independently and minimal oversight
Very good communication skills
Strong negotiation and influencing skills
Able to hold a 60 minutes in person meeting with a Group treasurer and or CFO (of issuers in a smaller less complex/sophisticated sub-region(s) and/or line of business)
Ability to articulate and explain company's value proposition
Able to negotiate and defend pricing, contracts, and renewals. Where applicable draft tender documents
Understand main financial instruments, key characteristics and dynamics of capital and credit markets in their market segment / territory
Able to read financial statements to identify financial needs and understand the financial strategy of each firm
Excellent understanding of company's service suite, contracts and general conduct of business
Minimum of Undergraduate degree from a reputable tier one university preferably in finance, accounting, business or economics
Several years of experience in the financial services industry is required, coming from corporate banking (large corporates / MNCs) relationship management, asset management institutional sales, fixed income related sales
Previous experience in relationship management, financial products sales & marketing is desired