Account Executive
The Commonwealth Bank Group is one of Australia's leading providers of integrated financial services including retail, business and institutional banking, funds management, life insurance, superannuation, general insurance, broking services and finance company activities.
Institutional Banking Markets (IBM) is responsible for the provision of products and services to nearly 3000 major corporate, institutional and government clients. This is achieved through origination, structuring and execution of on and off balance sheet products that are enhanced through the efficient application of taxation, accounting, risk and capital management technologies. Institutional Banking Markets is the primary face to the market for all complex financing and advisory functions for the Bank's corporate and government clients.
Transaction Banking Solutions (TBS) is a specialised sales unit within IBM's Client Relationship Management team. Our offering delivers a robust platform for cross-selling the full suite of Institutional and Global Markets product with IBM's Total Capital solutions architecture.
We provide Transaction Banking and Trade expertise to Australia's leading Corporates, delivering advice and guidance to enable clients to optimise their working capital. We are underpinned by innovative technology, industry specialisation, and a premium customer service model.
Role Purpose:
- Work with and assist the Head of TBS QLD with the day to day operations management of the QLD TBS Account Management Team.
- Manage a team of Account Managers responsible for client portfolios across various industry sectors within the TBS QLD Team, ensuring they have the necessary skills and ability to perform their roles and drive exceptional outcomes for their respective clients.
- Develop close working relationships with Relationship Executives to gain an intimate understanding of their clients' business in order to optimize service, cross sell opportunities, client retention and profitability.
Key Accountabilities:
- Contribute to the design and implementation of strategies to enhance cross-sell ratios, ensure client retention and grow market share.
- Implement processes that ensure productive working relationships with Institutional Banking client coverage teams and internal business partners to optimise cross-sell opportunities and referral outcomes.
- Keep abreast of trends relating to transactional banking, including market and competitive dynamics, industry and technology changes to ensure the TBS QLD remains relevant.
- Monitor and report to Head of TBS QLD on key objectives relating to cross-sell to existing clients, client retention and expenditure.
- Apply leadership behaviour consistent with the banks values, mission and culture.
- Responsible for the engagement, empowerment and motivation of direct reports through the performance process, including career development discussions
- Acts as a role model and coach for direct reports.
Qualifications and Experience:
- At least 8 years previous experience in the financial services sector
- Demonstrated ability to develop and deliver sales proposals and presentations for both existing and targeted clients.
- Previous experience with senior level client relationship management
- Ability to form strong relationships across the bank and influence senior levels within the organisation
- Strong communication, negotiation and influencing skills to ensure that client requirements are met (and exceeded) whilst maintaining profitability and protection of the Bank's position.
- Lateral Thinker
- Experience in managing and motivating staff to achieve desired outcomes.
- Demonstrated experience in sales origination
- Transaction banking experience will be highly regarded
- Degree or Diploma in relevant discipline
To be considered for this role please apply online.
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