Senior Relationship Manager

Job DescriptionJob Purpose The Relationship Manager (RM) is focused on ensuring that clients are getting value from IDS' proposition. It is important that the RM clearly understands the respective clients use case(s) and ensures that services are set up to meet their client's requirement(s). In order to effectively achieve this, the RM needs to develop trust based and value added relationships with their key contacts. The RM needs to develop an understanding of the client's business, their key initiatives and business challenges. In addition to managing/maintaining the current revenue base, the RM is also expected to identify new business opportunities (both within ICE Data Services - IDS - as well as across the wider ICE organization i.e. the Exchange and Clearing divisions) and to refer them to the appropriate Sales Manager / Sales Specialist.
Responsibilities To establish key contact relationships within appropriate financial institutions (across front, middle and back office).Overall relationship manager focused on ensuring the client is getting the value from the service. Manages expectations on current services and/or any changes to those services which may or may not result in a financial impact for the customer or IDSUnderstanding of client use cases to be sure the service is set up to meet the client's requirementsProactive action plan 'Erosion Prevention Plan' for all accounts that are considered at riskMeet with all key contacts on regular basis and develop a relationship based on trust and mutual respectActively maintain account plans for all allocated accounts in conjunction with the Sales ManagerManage/maintain current revenue base whilst looking to grow the business footprint within existing accountsIdentify new business opportunities (within IDS and ICE), hand off to sales team to manage sales cycleMaintain visibility and understand all current commitments IDS has with the client (SOW, trials, defects, feature requests, etc.)Be aware of all production incident situations, communicate as appropriate to be sure they are up to date on all resolution informationWork in conjunction with Sales Manager to re-negotiate contractsMaintain Salesforce CRM system (and other internal systems where appropriate) on a regular basis as it relates to client engagement activities, contact maintenance and erosion entriesKnowledge and Experience Strong knowledge of the financial markets, supported by relevant sector related qualificationsExperience with managing complex contract renewal-cyclesStrong presentation and inter-personal skillsFace-to-face client visit track recordPrevious Feed knowledge is an advantageWell-developed IT skills, especially MS PowerPoint & ExcelSalesforce knowledge is desirable
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