ABOUT THE JOB (JOB BRIEF): Key@Work is a workplace banking program that provides an exclusive package of banking services that companies can offer to employees as part of their overall benefits package. The program provides financial benefits to companies and their employees. The program is a great opportunity for Key to grow revenue by acquiring new client relationships. This position leads the Key@Work initiative in the market in executing sales efforts and achieving District goals.
ESSENTIAL JOB FUNCTIONS: The Key@Work Relationship Manager (Key@Work RM) develops new client relationships or expands current client relationships to provide banking solutions to the employees of the business client as part of their benefits package. The Key@Work RM will be responsible for functions that align with the Key Sales Process and Consultative Sales Process Framework (Opportunity Management, Needs Assessment, Present/Pitch, Fulfillment, and Follow Up) in their daily work to create a positive Client Experience. This includes:
Opportunity Management - Develops and maintains an in- depth knowledge of Key@Work products and services. - Helps the branch network to win new consumer household accounts through the delivery of the Key@Work program. - Builds client referral pipeline via identification and development of internal and external centers of influence. - Works with district LOB leaders, Relationship Managers/Branch Managers, Business Banking RMs and Commercial Banking RMs to joint call on Key's current and prospective client base to deliver the entire bank and grow the district's deposit base. -Builds trusting relationships with line of business partners to ensure that the Key@Work program is well- integrated in the business, including incorporating Key@Work in client relationship reviews. - Employs a disciplined approach to prospecting. -Documents calling efforts. - Plans, coordinates, and conducts presentations accommodating the business scheduling needs at an employer's work location. (to close deal and/or meet with employees in initial meetings) - Actively participates in Community organizations to source business development opportunities and demonstrate Key's commitment to the local community. - Promotes the benefits of Key@Work to maximize new client acquisition and deposit growth. Serves as district Key@Work champion.
Disseminates program information. - Provides coaching and support for district employees, including joint calling, to improve the comfort level and product knowledge of the employee base. Ensures new hires are introduced to and familiar with Key@Work. - Proactively provides client solutions by contacting referrals identified in the Desktop. - Meets or exceeds sales presentation goals for deposit products and cross sales (as assigned). - Records and tracks results in an effort to continue to improve the process on an ongoing basis. - Works with Key@Work corporate team. Serves as liaison between corporate team/field and provides feedback to the team regarding the sales process and the program.
Needs Assessment - Develops a comprehensive understanding of client's and employee base. - Delivers distinctive service by presenting a value- added banking program for the client's employees. - Brings other Key business partners to the table to deepen the relationship.
Present/Pitch - Promotes and cross- markets products and services to clients by keeping clients informed of products and services. - Makes joint calls with LOB leaders and RMs to enhance their selling skills and uncover Key@Work opportunities. Fulfillment - Actively listens to concerns, presents a clear concise picture and provides the client with additional information to close the sale. - Ensures that new customer relationships consistently meet all compliance requirements.
Follow- Up - Ensures ongoing contact with new clients to enhance client's initial experience with Key. - Aggressively grows and maintains DDA accounts by successfully closing deals to meet district deposit goals. - Meets quarterly with employers and LOB partners to ensure satisfaction with the program and secure feedback, in an effort to increase penetration of the employee base.
MARGINAL OR PERIPHERAL FUNCTIONS - Provides feedback to corporate partners and Key@Work corporate team and partners regarding new product development. - Coaches joint calling partners to enhance district employees' selling skills and product knowledge. - General knowledge of business environments.
- Undergraduatedegree in business/related field or equivalent work experience.
- Three plus years demonstrated sales and business development experience including lead generation with proven results.
- Proven comfort level and confidence regarding calling on business owners and decision makers, including senior level executives.
- Excellent verbal and written communication skills and strong presentation skills.
- Demonstrated ability to engage a group in interactive dialogue.
- Strong customer service skills.
- In depth knowledge of financial products and banking regulations. Must be familiar with employee- focused products and services to maximize cross sell opportunities (Key Investment Services, Payworks, Health Savings Accounts, etc).
- Proven experience with and comprehensive understanding of financial services products.
- Proficient in personal computer applications.