Purpose of the Role

To serve as a senior advisory authority by managing complex intermediary and/or client portfolios, providing thought leadership on advice solutions, influencing distribution strategy at a segment level, and safeguarding long-term client and business outcomes.

Overview of Role Responsibilities (Level 1-13)

Customer Relationship Management / Account Management- Level 6 - Adaptation
Develop and implement a relationship management plan for existing 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. Collect feedback from identified customers or customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.

Information and Business Advice- Level 6 - Adaptation
Provide specialist advice on the interpretation and application of policies and procedures, resolving queries and issues and referring very complex or contentious issues to others.

Financial Advice- Level 6 - Adaptation
Implement the strategy for providing financial advice within an area of limited complexity, taking its distinctive client demographics and needs into account.

Pricing and Terms Negotiation- Level 6 - Adaptation
Lead and deliver structured pricing and terms projects and procedures. Negotiate within approved boundaries.

Customer Needs Clarification- Level 6 - Adaptation
Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision-makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customer's level of interest, and to identify and respond to areas requiring further information or explanation.

Required Skills

Verbal Communication - Advanced
Works at an advanced level to express ideas, request actions, formulate plans, and policies by means of clear and effective verbal communications. Typically works independently and provides guidance.

Builds Rapport - Advanced
Works at an advanced level to quickly and effectively establish trust within the buying centers in the client's organization. Typically works independently and provides guidance.

Closes Effectively - Fully Competent
Works with full competence to pre-plan, suggest, and confirm mutually beneficial commitments that are appropriate and clear and that move the sales/client relationship forward. Typically works without supervision and may provide technical guidance.

Initiates Compelling Sales Conversations - Fully Competent
Works with full competence to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Typically works without supervision and may provide technical guidance.

Intermediaries Process - Fully Competent
Works with full competence to understand the role and responsibilities of the intermediary in relation to both client and product providers. Typically works without supervision and may provide technical guidance.

Maintains the Relationship - Advanced
Works at an advanced level to cultivate and sustain positive interpersonal connections, fostering trust, collaboration, and effective communication to support enduring professional relationships. Typically works independently and provides guidance.

General Experience

Experience enables job holder to deal with the majority of situations and to advise others (Minimum 5 years)

Managerial Experience

Very limited (0 to 3 months)

Education

Required Behavioural Competencies