(Portfolio Management with Renewal Emphasis)

Job Type: Full-time

This is an exciting time for ADVANTAGE. We are a close-knit group of professionals who are passionate about helping our clients succeed. We do not view ourselves as a vendor to our clients, but as a true partner and team member of each client we serve.

We are diverse, come from all over the US, and believe in sharing ideas to help clients win. If you are full of energy, love to have fun, not afraid to roll up your sleeves to help clients achieve their goals while achieving yours, then you are at the right place at the right time. Welcome to ADVANTAGE, powered by JMFA!

FULL JOB DESCRIPTION

ADVANTAGE is seeking a Relationship Manager (RM) responsible for leading strategic engagement, renewals, and cross-sales for banks and credit unions, across both the retail and commercial banking spectrums. The Relationship Manager team follows a Client for Life Philosophy, and individuals in this role ensure that every client receives value far exceeding their investment. The RM works closely with clients from onboarding through renewals to ensure maximum client value. As a trusted advisor, client advocate, and coach, the Relationship Manager determines how ADVANTAGE products can be effectively applied to support achievement of the client’s strategic business goals.

Building, deepening, and retaining client relationships, extending contracts, and cross-selling new products and capabilities are all critical components of this role, as is the ability to partner effectively internally to ensure client needs are met across the organization. The ideal candidate is a dynamic professional with a zest for strategic conversations, and who can close business deals that effectively meet client needs and deliver on renewal goals.

RESPONSIBILITIES (What You Will Do):

• Deepen relationships with client base, developing executive contacts across the organization
• Analyze client problems, needs, and requirements, and then position ADVANTAGE products and services to resolve/meet them
• Plan and lead quarterly business reviews, tying client strategies to presentation content, sharing ADVANTAGE roadmaps, and providing relevant industry knowledge to help meet client growth objectives
• Lead monthly/ quarterly strategic calls with executives, ensuring ADVANTAGE is meeting the expectations of the financial institution and that we are perceived as a partner vs. a vendor (touchpoints)
• Conduct regular reviews of client book of business looking into performance and key client engagement metrics and identify growth opportunities
• Expansion of relationships with key stakeholders throughout the organizations you work with to create opportunities for other ADVANTAGE programs and services
• Manage/lead the renewal engagement process, discuss contract terms, and secure existing client renewals
• Leverage effective sales methodologies to forecast and build a strong lead pipeline to identify opportunities and cross-sell additional ADVANTAGE products to established client base
• Provide product information to clients on regular cadence to drive client interest and showcase ADVANTAGE innovation
• Represent ADVANTAGE at client events and user group sessions, as needed or assigned
• Provide input to Product Management on recommended enhancements based on client feedback
• Maintain in-depth understanding of company products and services

MORE ABOUT THE ROLE:

• As a Relationship Manager (RM), you’ll be managing a portfolio of clients – driving adoption and outcomes leading to renewals, expansion, and advocacy across your portfolio
• Be a world-class RM to your portfolio of clients by having a strong understanding of Client Success concepts, best practices, and execution strategies
• Advocate for your clients, delivering value across the entire lifecycle
• Drive business outcomes and goals with your clients
• Re-enforce their value as the Client Success function, both internally and externally, in partnership with your clients
• Engage and educate clients on functionalities and best practices
• Increase the value ADVANTAGE delivers to their organization and goals
• Maintain high levels of engagement and communication
• Work with executive sponsors to identify growth, renewal, and expansion opportunities
• Translate client feedback, goals, and needs to improve ADVANTAGE
• Be a thought leader and ADVANTAGE advocate in client interactions
• Experience in working with complex, multi-divisional, multi-geographical clients
• Possesses the ability to interface with executives to drive program strategy and ROI
• Create client deliverables (presentations, business process enhancements, strategy recommendations, and updates) suitable for a diverse set of constituents from senior executives to application end users
• Work with clients to build Client Success Plans, establishing critical goals, to aid the client in achieving their objectives
• Measure and monitor client’s achievement of critical and key performance indicators, reporting both internally to ADVANTAGE team and externally to Client Sponsors and Executives
• Establish regular cadence (Weekly, Monthly, Quarterly) with each assigned client, to review executive dashboards, and program status.
• Cement yourself as a trusted/strategic advisor with clients and drive continued value of our products and services
• Work to identify and/or develop upsell opportunities
• Advocate client needs/issues cross-departmentally and program-manage client concerns

EXPERIENCE AND KNOWLEDGE:

• 5+ years’ B2B or B2C sales and relationship management experience (SaaS /Banking experience preferred)
• The ability to travel to client sites (onsite). 75% Travel
• Proven ability to work effectively remotely
• Proficiency in Microsoft 365 Office Suite with emphasis on Excel (above average Excel)
• Proven executive relationship building skills, including ability to drive organizational needs-assessment, and experience maneuvering within C-level structure of a large account
• Experience with overdrafts, courtesy pay, and core systems strongly preferred
• Deep understanding and experience with contract negotiation and contract renewals
• Proven results in meeting/exceeding satisfaction and sales targets, including renewals, cross-sales, and metrics-driven client advocacy/satisfaction
• Interest in financial technology and software
• Lifelong learner with desire to continually delve into and further develop understanding of new digital and fintech offerings

Preferred Qualifications but not Required

• Banking experience highly recommended, either consumer facing, back-office operations or an online banking service provider at a bank or credit union
• Bachelor’s degree in Business, Finance, and/or Business Statistics
• Master’s Degree is a plus