About Morgan Stanley at Work
If we know anything about investing, it's that there's no better investment a company can
make than in its employees. People don't just drive a company; they are the company. So, when people work at their best, companies do too. That's why we created Morgan Stanley at Work, a division of Morgan Stanley Wealth Management that provides workplace financial solutions that build confidence, foster loyalty, and help our clients attract and retain top talent.
At Morgan Stanley at Work, we walk the talk. We created a place for our employees to learn, to achieve and to grow - essentially a place for people to build a career where they can do their very best work and thrive, both personally and professionally. Because we know when employees thrive, companies do too.
Shareworks is one of the key offerings within our Equity Solutions pillar. This solution combines cutting-edge technology with outstanding client service and global equity plan management. As its name implies, Shareworks provides clear and actionable ways to make equity plans more personal, so employees at all levels of a company can fully experience the many benefits of shared ownership. It simplifies the complexities of equity plan management, while helping employees realise the full potential of their benefits.
Overview of the Role
Located in Sydney, Australia and reporting to the Head of Relationship Management APAC, the Relationship Manager (RM) is responsible for servicing, cultivating and growing existing corporate client relationships. Acting as the primary point of contact for our client and key accounts ensuring that these mutual partnerships are maintained and strengthened. The RM will assist, mentor, and share knowledge within all interactions across all departments within Shareworks to ensure alignment of Shareworks' services with client expectations, and to fulfill Morgan Stanley at Work's service promise. The RM will assist in building vital reputational equity in the market - accruing both corporately and personally.
Key Accountabilities
The Relationship Manager is responsible for managing the client through all stages of the relationship including, but not limited, to the following duties.
- Proactively build "partnership" style relationships focusing on integration at all levels. Interact with various individuals at the corporate client to solve problems and build strong partnerships.
- Proactively uncover new revenue opportunities across all tiers.
- Maintain vital relationships with senior client contacts across an organisation, including corporate secretariat, finance, human resources, compensation and legal departments.
- Conduct ongoing needs analysis to determine appropriate services.
- Monitoring service levels and client requirements.
- Consistently review the client accounts to uncover new business opportunities and assume responsibility for driving new revenue to Shareworks' clients (with the assistance of Sales if required).
- Keep apprised of new product functionality and service offerings that may be relevant to their evolving plan administration through Shareworks.
- Provide leadership across the many functions at Morgan Stanley at Work that support the client, to engender a deep loyalty between Morgan Stanley at Work and the client and within the Shareworks organisation.
- Understand and interpret the Morgan Stanley at Work Services Access agreement and any client exceptions to Shareworks standards with respect to pricing, plan management or service level commitments.
- Run client governance meetings.
- Equip and assist in upskilling clients with Industry/SW training sessions.
- Identify specification/gap analysis documents for client requests for new functionality, collate and prioritise with the development team.
- Mentor colleagues with respect to client interaction, communication tactics and positioning strategies.
- Complete annual account reviews with the Director/Head to uncover service and revenue opportunities.
- Participate in and support client training events as required.
- Remain current with new industry developments to interpret impact on client plans.
- Always demonstrate a leading example across the Shareworks organisation of client care, empathy, and a commitment to service excellence.
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