Strategic Relationship Manager

SUMMARY:
The primary purpose of The Strategic Relationship Manager is to engage with strategic Clients and Strategic Partners and play a key part in generating new business by identifying opportunities for potential sales, with a particular cross-selling focus. The SRM is responsible for meeting with clients, educating them about our products and services, and guiding them to make the best decisions. He/ She priorities internal and external collaboration and engagement to advance and position Signa products and services as managed solutions for clients. The SRM also drives and manages the performance of the Strategic relationship team.

POSITION INFO:
DUTIES AND RESPONSIBILITIES

The key responsibilities are as follows:

• Act as primary contact and maintain good relationships with clients so that the business can maximize the value of those relationships
• Network and create strong relationships with Relationship Custodians and key client stakeholders at both decision-making / Executive, and senior management levels
• Be externally focused and identify key contacts at potential Strategic Client and Strategic Partners / companies to establish and foster relationships.
• Grow the client relationship by identifying new sales and business development opportunities/ Seek opportunities to cross-sell or upsell to existing clients.
• Participate in one-on-one meetings with clients and or strategic partner cluster forums to explain services/ expose Signa products and guide their choices.
• Propose and agree opportunities for, the frequency of, as well as client centric nature of interaction/engagement sessions, as well as internally with Business Units
• Understand the problems and challenges of clients and identify solutions/ways Signa could better address those needs.
• Contribute/inform product innovation/development.
• Draft/coordinate the development/drafting of proposals for strategic clients.
• Manage requests for proposals and renewals by collaborating/coordinating effectively with Account managers and Strategic Partners and/or Relationship custodians.
• Collaborate with Marketing department to ensure proper branding and effective internal and external campaign development.
• Inform current and potential strategic partners and clients about key business developments to ensure a first to market advantage.
• Organize/coordinate and participate in capacity building/training(webinars)/information sessions for strategic clients and strategic partners.
• Collaborate effectively with (Key) Account Managers, and Relationship Custodians to ensure customer complaints/enquiries are resolved /handled promptly and professionally.
• Take total responsibility for the provision of excellent communication and contact on service matters to maintain a positive reputation for the business by leveraging most efficient resources including CRM.

• Participate and contribute as required towards the development of client/sector solutions for Signa's Business Development and networking strategy.
• Contribute to the identification and articulation of Signa's unique selling propositions and differentiators.
• Canvas client feedback to inform stakeholders of the development and continuous improvement of Signa's services and products.
• Serve cross-silo/functionally, internally and externally in raising the profile of Signa, its client relations and perceptions of service/ quality

• Network with strategic partners/ influencers and stakeholders, attend functions and events, and monitor publications and research.
• Prospect for and research new clients and strategic partners to ensure a robust pipeline of engagements within the market.
• Build relationships with the decision makers within potential clients and strategic partner organisations / individuals.
• Coordinate the planning of deal approaches and pitches.
• Participate in the negotiation of terms and deal closing.

• Manage Strategic relationship team members effectively to achieve outcomes and targets set by the strategic relationship team.
• Review, manage and contribute to achieving an optimal strategic relationship team structure.
• Manage strategic partners, clients, and projects, ensuring internal collaboration for adherence to SLAs.
• Coordinate meetings as per internal and external SLA with stakeholders for alignment with Business units, marketing on internal and client expectations
• Prepare and submit inputs to strategic client/partners to marketing/executive communication.
• Analyse client /partnership data/CRM information and recommend and advise movement/promotion to strategic.
• Ensure preparation, negotiation of and management of contracts related to the strategic clients and partners, ensuring compliance with strategic objectives, internal policies, procedures and regulatory obligations.
• Oversee and manage all reporting and control tasks performed within the SR department.
• Identify, monitor and manage risks related to client relationships.
• Inspire cross-silo teams to implement client strategies and to achieve objectives and targets.
• Undertake training and mentoring to business developers/strategic partners and cross-silo team/collaborative members.

• Work with Signa Management, and technical staff/specialists and other internal colleagues to meet client needs.
• Facilitate collaboration between leadership to deliver effective managed/Cross-silo solutions for identified clients.
• Manage client and strategic partner relationships to ensure ongoing mutual benefit.
• Arrange and participate in internal and external client debriefs, training workshops.
• Comply with governance requirements.
• Adhere to Signa's philosophy to the requirements of Signa's Intellectual Property Policy, ethics policy and relevant Data Protection legislation.
• At all times to work in a manner that ensures the health and safety of team members and clients, partners on Signa's premises.

• Obtain and distribute proposals from the group entities based on Strategic Partner requests in a timely manner to ensure the needs of the SP’s and eventual clients are met.
• Assist in combining strategic proposals which might require input from multiple group clients to meet the needs of the clients.
• Write persuasively, including executive summaries and other critical components of deliverables such as capturing actions from meetings with proposal team members, capture teams, and understanding of the business's value proposition
• Implement or coordinate writing by content contributors/authors, lead-generators, and collate / capture to ensure proposals are clear and concise proposals.
• Adhere to and coordinate approval of exceptions/deviations from standard features/clauses inclusive of pricing of proposals.

• Inform/recommend differentiating penetration solutions for strategic client business development and sales efforts.
• Contribute and motivate for the review cross-silo sales solutions/product innovation to ensure Signa market relevance.
• Enforce the Group's regulation/policies and the governance practices within own collaborative team and for mitigation of risk.

• Sales qualification at least at diploma level/Marketing certificate is an added advantage or Administrative / management qualifications
• Bachelor's degree/National Diploma in Legal, Business, Marketing, Finance or related field

• At least 5 years of experience successfully leading a sales initiative or customer relationship management position
• Combination of private small business and corporate sales/advisory experience a plus
• 5+ years of experience in management/ preferably Sales or Customer relationship management
• At least 5 years in Transformation/BBBEE
• Finance/Law experience is an added advantage