Key Account Manager
1 month ago
Key Account Manager (Financial Institutions) - Sydney, Australia
The purpose of this role is to effectively manage relationships with some of Convera’s key clients in the Financial Institution sector. You will assess client’s current needs and determine opportunities (wallet share potential) and execute a defined (with the customer) quarterly plan. The focus is to identify opportunities to sell integrated solutions and ensure continued client growth and satisfaction.
- Confirm current value proposition and determine key next steps to either reinforce or expand offering. Develop and strengthen client relationships through account review and on-site visits
- Achieve monthly, quarterly and annual revenue targets for individual core/transition portfolio through cross
- and up-selling initiatives
- Monitor and achieve quarterly retention targets
- Utilise accurate sales forecasting techniques to reflect forward customer revenue potential and growth opportunities.
- Complete KPI reporting as required by account
- Identify clients at risk (due to competitor approach and / or service issues) and build the appropriate escalation points. Discuss and identify service / product / operational improvements with client base. Share customer feedback and communicate ideas and strategies to drive the business forward
- Share leading / best practices and client trends / behaviours with rest of KAM team and with client portfolio to ensure knowledge is shared and establish Convera as a trusted partner. Understand and maintain current knowledge of client sector / vertical, and attend networking / industry events to further expertise in specified business / industry
- In conjunction with client management, will be responsible for the formation of discrete plans to foster adoption of FX risk solutions.
**You will ideally have**:
- Demonstrated success in an Account Management role, preferably in the financial services, fintech or education sectors
- Experience managing relationships with and driving revenue from existing client accounts
- You will come with a strong understanding of consultative sales principles, and adept at executive corporate level negotiations and building long-term client relationships.
- You will be financially astute with knowledge of business needs and concerns as well as the commercial impact of global news and events.
- You will come with strong business-to-business and solutions sales experience. You will have excellent communication/presentation skills across all media, as well as the ability to use technology (e.g. MS Office, web conferencing, search engines, reporting tools, and sales automation platforms such as Salesforce).
- Proven experience of working within and selling into multi-national global organisations
About Convera
Convera is the largest non-bank B2B cross-border payments company in the world. Formerly Western Union Business Solutions, we leverage decades of industry expertise and technology-led payment solutions to deliver smarter money movements to our customers - helping them capture more value with every transaction. Convera serves more than 30,000 customers ranging from small business owners to enterprise treasurers to educational institutions to financial institutions to law firms to NGOs.
Our teams care deeply about the value we bring to our customers which makes Convera a rewarding place to work. This is an exciting time for our organization as we build our team with growth-minded, results-oriented people who are looking to move fast in an innovative environment.
As a truly global company with employees in over 20 countries, we are passionate about diversity; we seek and celebrate people from different backgrounds, lifestyles, and unique points of view. We want to work with the best people and ensure we foster a culture of inclusion and belonging.
We offer an abundance of competitive perks and benefits including:
- Market competitive monthly gross salary, plus commission based on success
- Great career growth and development opportunities in a global organization
- A flexible approach to work
- Paid holidays, time-off and leave policies for life events (maternity, paternity, adoption, bereavement, military)
- Paid volunteering opportunities
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