An Account Manager/Relationship Manager oversees sales and maintains the relationship with an assigned group of clients on behalf of a financial services organization. These clients may be allocated based on geography, industry and products and service needs. Account Managers/Relationship Managers coordinate across business groups, ensuring they provide the right solutions for their clients.

Key Role Dimensions

- Managing an assigned portfolio of clients : Retain existing clients and expand client relationships by consultative selling and recommending products and services to meet client needs.

- Qualifying and converting new clients : Expand existing client base by identifying and converting new prospects.

- May involve industry or geographical specialization : Clients may be assigned based on geography (e.g. Mumbai /USA region), client industry (e.g. Insurance /Health) or product/service needs (e.g. Underwriting, Claims etc.).

Focus Areas

Account Managers/Relationship Managers may serve individuals or commercial/corporate clients. They often deal with products and services such as insurance, health, banking, finance, brokers, distributors, partners etc.

WHAT IT TAKES TO SUCCEED

Key Job Account-abilities

Account Managers/Relationship Managers generally:

- Manage a portfolio of assigned clients or new clients:

- Engage with clients to ensure products/services are performing to expectations, recommend new products/services, and introduce complimentary products/services further.

- Contact new client prospects to generate sales revenue from new accounts:

- Research and prospect for potential new clients via targeted calling lists/contact lists, referrals from other -divisions/business units, incoming direct requests (calls, email, etc.), and networking with other industry professionals/groups.

- Prepare responses to client Requests for Proposals (RFPs):

- Collaborate with product/service specialists within the organization to create proposals matching client needs.

- Provide feedback to other divisions to enable better product/services development and provision to clients:

- Seek out feedback from clients and provide input to internal product/service development teams regarding clients- desired financial solutions.

Knowledge, Skills & Experience

Must-haves:

- Maturity and credibility; proactive and goal-oriented

Customer Focus: Proven ability to consistently deliver high-quality service, working collaboratively with clients and internal business units

- Resilience and resourcefulness; ability to identify areas of opportunity for sales

- Facilitation, negotiation and problem resolution skills

- Relationship management skills

- Knowledge of insurance/health /financial products/services available in the sector

- Knowledge of applicable client industries

- Financial analysis skills

- Selling skills

Nice-to-haves:

- Previous experience in Health, Finance, Banking and insurance

- Training in relevant areas such as sales, particularly in insurance/health/financial products

Education & Credentials

- Undergraduate university degree /MBA/Masters

In the fields of:

- Business Administration

- Marketing

- Economics

- Statistics

- Accounting

- Psychology

- Health

- Finance

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