Commercial Account Manager - New Glasgow NS (69386) City: New Glasgow Address: 91 Provost St Work Hours/Week: 37.5 Work Environment: Branch Employment Type: Permanent Pay Type: Salaried Exempt/Non-Exempt: N/A % Travel Required: 26-50 People Manager: No Job Posting End Date: [[July 31, 2014]] Position Purpose: This is a professional relationship manager who applies knowledge of the client’s industry together with financial expertise to ambitiously acquire new clients, and grow and expand existing relationships. This role provides an exceptional client experience by providing superior business and financial advice. Position Purpose CFS is one of two principal segments within Business Financial Services and serves 20% of some 700,000 businesses in Canada. These clients are largely professionally-managed corporations with annual sales of $1 million to $100 million. The CFS business strategy is aligned with overall Canadian Banking and BFS unit priorities which are outlined in our corporate website. The primary value proposition for CFS is an end-to-end industry specialized approach that aligns sales, products, risk policy and market strategies to deliver solutions specific for individual industry needs. As a commercial account relationship manager, you are responsible for delivering a proactive relationship and financial advice-based experience to your clients. You excel at needs discovery and solution development and co-ordinate the sales and service team, respecting and reinforcing role clarity to deliver on client needs. You demonstrate high standards of behaviors, activities and results. Key performance measures are: growth in annual gross revenue, our clients’ “likelihood to recommend scores, cross enterprise partnering and profitability of credit risk, recognizing an individual’s final performance assessment is a combination of what was achieved and how results were achieved. By collaborating with other RBC colleagues across the organization, the role will contribute to helping RBC maintain its dominant market position. Key Accountabilities: The role has four main focus areas: • Sales (new and existing) - prospecting and lead generation, sales meetings and discovery sessions, sales planning and reviews (65%) • Portfolio Management and Risk Mitigation – reviewing financial statements for trends, risk monitoring and assessment, credit restructuring (25%) • Service – dealing with major issues and escalations (5%) • Training – personal development, formal and informal learning (5%) Knowledge / Experience: • Must have proven track record in sales and business development and exceptional client relationship management • Some experience in banking and lending preferred Skills/Competencies/Attributes • These critical capabilities are a must: financial, sales and relationship acumen. Detailed descriptions are supplied in the Position Mandate Document (PMD) • Sales and financial advice skills: pre-call planning, negotiations, client discovery/active listening, contact management strategy, objection handling, closing the deal and asking for the business, solutions structuring and option creation, cross-selling, conducting sales calls, making presentations, leveraging the relationship team and effective communication. . • New client acquisition skills: pitching the value proposition, development/networking, lead generation and qualification, initial customer contact and cold calling, asking for referrals and time management. • Credit skills: assessment of risk and financial analysis, credit structuring/solutions and presenting the deal. • Industry and product knowledge: deep products and services knowledge dependent on industry specialization, ability to have conversational competence on all solutions and partners, ability to stay current on industry trends and events and networking. • Relationship building skills: the client’s business strategy, the value of the company to RBC, the client’s expectation of RBC, the sales and service teams who will interact with the client and key decision makers. Education • Minimum post secondary diploma/degree, ideally in Commerce, Business Administration or related experience Diversity Diversity in the workplace, one of our shared values lies at the heart of our rewarding, open, supportive and inclusive work environment. We respect and respond to the many competing and evolving priorities in our lives so you can focus on what you do best – putting clients first. RBC offers a Total Rewards program including a competitive sales compensation plan, opportunities for performance bonuses based on performance thresholds along with an array of flexible benefit, work/life and career development programs, long term investment and retirement savings plans. Based on the portfolio and growth in the role (typically 5 – 10 years) you will continue to be rewarded regardless of level. In addition, this role provides a unique opportunity for personal and professional growth. You will hone your senior leadership skills and business banking capabilities thereby increasing your value to clients and RBC and your intellectual capital. Taking the initiative for ongoing learning will be actively encouraged. Special Conditions Although positioned in New Glasgow, the successful candidate will support clients throughout New Glasgow / Pictou / Guysbourough / Antigonish. We thank interested candidates, however, only those selected for an interview will be contacted Apply online https://career4.successfactors/career?career_ns=job_listing&company=RBC&navBarLevel=JOB_SEARCH&rcm_site_locale=en_US&career_job_req_id=69386&jobPipeline=Indeed
Posted on: Mon, 21 Jul 2014 10:56:29 +0000
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