Senior Business Manager - Banks & Fintechs at Leatherback

ABOUT THE ROLE

• The Senior Business Manager (Banks and Fintechs) will play a pivotal role in nurturing and expanding our relationships with commercial and merchant banks, remittance companies and payment service providers. He/She will be responsible for developing strategic sales plans, understanding client/partner needs, and implementing solutions to drive growth and maximize client satisfaction. The ideal candidate will possess strong communication skills, a deep understanding of the specified market, and a track record of building and maintaining successful client relationships.

KEY RESPONSIBILITIES

Client Relationship Management:

• Identify and pursue sales opportunities with financial institutions and Fintechs
• Develop and maintain a thorough understanding of our products and services, as well as the needs and preferences of bank and fintech clients.
• Build and maintain strong, long-lasting relationships with clients, understanding their needs and providing tailored solutions to meet them.
• Collaborate with internal teams, including marketing, product development, and customer service, to ensure customer satisfaction and maximize sales opportunities.
• Stay up-to-date on industry trends, competitors, and market developments to identify new opportunities and maintain a competitive edge.
• Prepare and deliver sales presentations, proposals, and contracts to prospective clients, negotiating terms and closing deals.
• Monitor sales performance and track progress towards revenue targets, providing regular reports and updates to management.
• Attend industry events, conferences, and trade shows to network with potential clients and promote our products and services.
• Provide exceptional customer service throughout the sales process and beyond, ensuring customer satisfaction and fostering long-term relationships.
• Initiate and identify potential leads through various channels and not limited to industry/Network events, cold calling.

Account Planning and Strategy:

• Develop comprehensive account plans outlining strategies for revenue growth, client retention, and market expansion.
• Identify key decision-makers within client organizations and establish rapport to facilitate effective communication and collaboration.
• Stay abreast of industry trends, market dynamics, and competitor activities to inform strategic account initiatives.

Cross-functional Collaboration:

• Collaborate closely with internal teams such as sales, operations, and product development to ensure alignment on client objectives and priorities.
• Coordinate the resolution of client issues and challenges by engaging appropriate stakeholders and resources.
• Champion the voice of the client within the organization, advocating for solutions that meet their needs and preferences.

Performance Monitoring and Reporting:

• Track key account metrics and performance indicators, providing regular reports and insights to the Head of Revenue
• Monitor client satisfaction scores, transaction volumes, revenue forecasts, and other relevant metrics to assess account health and identify areas for improvement.
• Utilize data-driven insights to make informed decisions and optimize account management

Team Management:

• Lead and manage a team of account managers, providing guidance, coaching, and support to ensure team success.
• Set clear performance expectations and goals for team members and provide regular feedback and performance evaluations.
• Foster a collaborative and positive team culture, promoting knowledge sharing and professional development.

QUALIFICATION AND EXPERIENCE:

• Proven track record of at least 8 years in key accounts management, business development, or sales roles in treasury sales or wholesale/corporate banking
• Demonstrated success in managing and growing large client accounts, preferably within specified sector
• Experience in conducting market research, competitor analysis, and developing strategic account plans to drive revenue growth and market expansion.
• Excellent communication skills, both written and verbal, with the ability to present complex information clearly and persuasively to clients and internal stakeholders.
• Results-oriented mindset with a focus on achieving targets, exceeding client expectations, and delivering measurable business outcomes.
• Bachelor's degree in Business Administration, Marketing, Finance, Economics, or related field is desirable.

SKILLS AND ATTRIBUTES:

• Exceptional interpersonal skills with the ability to build rapport, foster trust, and establish long-lasting relationships with clients.
• Proactive and customer-centric approach with a commitment to delivering high-quality service and addressing client needs promptly and effectively.
• Adaptability and resilience to navigate challenges, overcome obstacles, and thrive in a dynamic, fast-paced environment.
• Strategic thinking and problem-solving abilities with a focus on identifying opportunities, mitigating risks, and driving continuous improvement.