Job description –Relationship Manager – Commercial Cards:
- Reporting to the Head of Relationship Management & Client Engagement, this person will manage a portfolio of accounts in the mid to large tier local business segment to grow Citi commercial card’s market share. He/She will be the main point of contact with the companies, conduct strategic reviews of the corporate card program and drive incremental revenue through developing value propositions and product cross-sell plans
Key Responsibilities: - Establish relationship with authorized signatories/program administrators and key decision makers of the designated corporate card client base
- Ensure portfolio average annual charge volume benchmarks are met
- Manage retention against competitive pressures and economic cycles
- Review business spend volumes and identify gaps expansion opportunities within portfolio to optimize client’s commercial card program, leading to increased commercial card charge volumes and cross-selling of other commercial card products
- Identify and manage top 20% companies in Revenue within commercial card’s existing portfolio
- Develop call plan and engagement strategy for entire base under management
- Analyze individual company spend profile, validate against benchmarks and develop account expansion strategy
- Conduct periodic strategic account reviews with decision makers and key stakeholders within each company periodically
Key Performance Indicators: - Improve Portfolio retention rate (%) YOY basis per designated benchmark
- Positive Portfolio revenue growth (%) YOY per designated benchmark
- Overall responsibility for adherence of assigned portfolio to any on-going AML, Compliance, legal, credit and other system related requirements to maintain the client’s card programs
Qualifications Degree or Diploma Holder from a recognized university/institution
At least 3-6 years of corporate cards account management experience
Alternatively, a manager with minimum 8 years corporate sales experience in the hospitality industry
Solid track record in driving revenue growth and management of C-Suite clients
Possess at least intermediate level understanding of company financial statements
Good knowledge of commercial card products (T&E card, travel purchasing card, purchasing card etc.)
Strong interpersonal and communication skills, ability to articulate complex solution concepts to clients
Self-motivated and good team player
Ability to navigate in a complex and fast moving business environment