Client Relationship Consultant II

Job Opportunity

Develop, maintain and exploit relationships with prospective and existing small and medium sized companies to stimulate and manage demand for financial products and services offered by the organization.

Responsibilities:

• Maintain relationships with customers, such as small- to medium-sized companies, either personally or by supervising an account management team.
• Work within established systems to develop solutions, generate new opportunities, and ensure all customer demands are met.
• Monitor and assess sales and market data for a specific geographic region that will assist management in identifying areas in the market where business can be developed.
• Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.
• Set clear objectives for each sales call or meeting; use standard materials to make a presentation to the customer; and ask relevant questions to evaluate the customer's level of interest and to identify and respond to areas requiring further information or explanation.
• Develop and implement a customer contact plan to communicate product launches and engage the customers in relevant sales campaigns.
• Act as first point of contact for customer queries and complaints and resolve them, referring complex issues to others and ensuring that the customer receives an appropriate response.
• Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.
• Identify the products or services that best meet the customer's stated needs, use personal expertise to propose quantities and product configurations, explain the selection to the customer, and invite the customer to make a purchase at the standard price/terms and conditions of sale.
• Assist with the development of internal communications and work collaboratively with colleagues to build strong external customer relationships and meet customer needs.
• Monitor team members' use of the CRM system, identifying and resolving standard issues and escalating them to a senior manager as appropriate.
• Identify, within the team, instances of noncompliance with the organization's policies and procedures and/or relevant regulatory codes and codes of conduct, reporting these instances and escalating issues as appropriate.
• Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation, where relevant, to improve performance and fulfill personal potential.
• Maintain an understanding of relevant technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.

Skills:

• Works without supervision and provides technical guidance when required to orient the seller's organization around delivering to the key needs of their customers.
• Works without supervision and provides technical guidance when required to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client.
• Works without supervision and provides technical guidance when required to accurately identify and understand the key buying influences pertaining to an opportunity.
• Works without supervision and provides technical guidance when required to acknowledge and ask questions to understand the circumstances surrounding client indifference.
• Works without supervision and provides technical guidance when required to acknowledge a client's indifference and gain agreement from the client to discover the root causes of resistance.
• Works without supervision and provides technical guidance when required to quickly and accurately define the needs of the key buying influencers.
• Works without supervision and provides technical guidance when required to articulate the customer needs in the customer's business language and business context.
• Works without supervision and provides technical guidance when required to quickly identify and accurately articulate why a client does or does not want a change based on their business objectives and challenges.
• Uses clear and effective verbal communications skills without supervision and provides technical guidance when required on expressing ideas, requesting actions and formulating plans or policies.
• Works without supervision and provides technical guidance when required to quickly and effectively establish trust within the buying centers in the client's organization.
• Applies understanding of the business environment and objectives to develop solutions without supervision, while also providing technical assistance when necessary.
• Works without supervision and provides technical guidance when required to explore the depth and breadth of a problem, draw out the implications of not changing, and help clients self-discover and articulate the value of a solution.
• Works without supervision and provides technical guidance when required to continuously provide effective solutions and value to the client's organization.
• Works with full competence to navigate conversations in which the customer is frustrated or unhappy with the organization.
• Typically works without supervision and may provide technical guidance.
• Works without supervision and provides technical guidance when required to uncover clients' explicit needs and/or unforeseen opportunities and challenges.
• Works with full competence to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences.
• Typically works without supervision and may provide technical guidance.
• Works without supervision and provides technical guidance when required on managing client accounts in a way that provides benefits both for the organization and its clients.
• Works without supervision and provides technical guidance when required to arrive at mutually beneficial commitments that help move the sales/client relationship forward.
• Conducts research and analyzes data without supervision while providing technical guidance as needed in order to develop a comprehensive understanding of customer and market conditions that enables maximum return on investments.
• Works without supervision and provides technical guidance when required to ask questions that encourage the client to talk openly about their key objectives and challenges.
• Works without supervision and provides technical guidance when required to clearly present solutions that link directly to the key objectives and challenges important to the client.
• Works without supervision and provides technical guidance when required to grow the value of the account through cross-sell and up-sell opportunities.
• Works without supervision and provides technical guidance when required to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained.
• Works without supervision and provides technical guidance when required on planning, organizing, prioritizing and overseeing activities to efficiently meet business objectives.
• Works without supervision and provides technical guidance when required on developing, monitoring, interpreting and understanding policies and procedures, while making sure they match organizational strategies and objectives.
• Works without supervision and provides technical guidance when required to carefully prepare for client interactions using established frameworks.
• Works without supervision and provides technical guidance when required to identify ideal potential clients.
• Works without supervision and provides technical guidance when required to spend the appropriate time for the size and potential of each opportunity.
• Works without supervision and provides technical guidance when required to help the client prioritize their business objectives and challenges.
• Works without supervision and provides technical guidance when required to align the client's sales process with their organization's sales process, including the key influencers/sales team members when appropriate.

Education:

• Bachelor's: Accounting
• Bachelor's: Business Administration
• Bachelor's: Finance

Work Experience:

• General Experience - 7 to 12 months

Certifications:

Travel:

Less than 25%

Workstyle:

Hybrid

At Raymond James our associates use five guiding behaviors (Develop, Collaborate, Decide, Deliver, Improve) to deliver on the firm's core values of client-first, integrity, independence and a conservative, long-term view. We expect our associates at all levels to:

• Grow professionally and inspire others to do the same
• Work with and through others to achieve desired outcomes
• Make prompt, pragmatic choices and act with the client in mind
• Take ownership and hold themselves and others accountable for delivering results that matter
• Contribute to the continuous evolution of the firm

At Raymond James as part of our people-first culture, we honor, value, and respect the uniqueness, experiences, and backgrounds of all of our Associates. When associates bring their best authentic selves, our organization, clients, and communities thrive. The Company is an equal opportunity employer and makes all employment decisions on the basis of merit and business needs.