(CBS) Account Executive Transaction Banking Solutions NSW/ACT
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 Business Solutions team. Our offering delivers a robust platform for cross-selling the full suite of Institutional and Global Markets product within 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:
The purpose of this role is to build capability in the Account Management team through supporting and delivering the working capital agenda for our clients. In addition, the role is instrumental in engaging and influencing at senior client level as well as with internal stakeholders (eg. Product partners) to ensure current and future requirements for our clients are being met and commercial outcomes are viable for both the client and the Bank.
Key Role responsibilities and accountabilities:
- Build the skills of the Account Management team from a working capital perspective, support Account Manager and client relationships as well as developing your own client relationships at Treasurer / CFO level.
- Coach, mentor and develop a team of Account Managers, ensuring they have the necessary skills, confidence and ability to perform their roles. This role is responsible for the development of a local team of Account Managers based in NSW and ACT.
- Develop constructive working relationships with Relationship Executives to ensure collaboration underpinning and optimizing cross sell opportunities, client retention and profitability.
- Engage and maintain clients relationship at Treasurer, General Manager or CFO level and advocate the strategy and agenda of the TBS team - this will include regular agreed meetings, feedback discussions on Account Management performance, advocating the benefits of the working capital consulting reviews, conducting quarterly or bi-annual reviews and being the escalation point for TBS related issues / outages.
- To be able to analyse, diagnose and rectify complex client problems and work with the Account Manager and/or internal stakeholders to resolve and deliver resolutions in a timely manner.
- To build and execute strategies to drive performance outcomes such as strategic client plans with a view to looking forward at a customer's business, their goals and objectives.
- Drive excellence, productivity and continual improvement by advocating and sponsoring VMB CI processes on a fortnightly basis
Qualifications and Experience Required:
Essential
- At least 5 years previous experience in the financial services sector with in-depth knowledge, experience and understanding of working capital management as it applies to our clients
- Has a background in successfully developing teams as well as a history in motivating, coaching and mentoring people to drive a high performance culture
- Demonstrated ability to identifying, developing and delivering 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 ability to resolve both complex as well as day to day problems
- Demonstrated experience in sales origination
Desirable
- Transaction banking experience will be highly regarded
- Degree or Diploma in relevant discipline
Please apply online to be considered for this role
Advertised:
9 Aug 2013 Aus. Eastern Standard Time
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