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Job Description
What is the opportunity?
As Relationship Manager, you manage and grow revenue from a portfolio of RBC Capital Markets clients from a Treasury and Cash Management perspective. Your clients are Strategic Tier 1 clients of RBC Capital Markets based in Canada, the US and/or Internationally. These clients often have significant strategic, operational and reputational importance for the bank and provide a gateway for various products and services, directly or indirectly impacting revenues to the business and RBC. You also manage higher tiered Solutions Based Clients (directly or indirectly) where there are complex banking relationships requiring a high degree of customization and/or collaboration. Along with your portfolio management responsibilities, you collaborate with the Director and Managing Director in various account planning and risk management activities that grow relationships, enhance loyalty and drive innovation with large Strategic Tier 1 and large Solution clients.
What will you do?
Build relationships and manage revenue growth within a portfolio of RBC Capital Markets clients with a focus on recognizing and supporting client needs, enhancing client loyalty and sharing opportunities for additional RBC products
Clearly convey the Value Proposition of RBC during client interactions by developing targeted sales calling programs, defined agendas and pre call strategy development, focusing on the Challenger Sales model in all client discussions
Develop portfolio and individual client growth plans and reviews with Director and/or Managing Director
Implement client calling strategies and opportunity developing/tiering activities for existing and targeted clients in region to ensure an exceptional client experience, retain accounts and to grow Cash Management, Deposit and RBC revenue
Collaborate across the entire Treasury and Cash Management Team on any RFP’s received, and in the successful closing of new opportunities that respond to client needs or that protect current clients from competitive threats
Manage regional monitoring/control activities and effects appropriate reductions on current account, CBA and AML o/o/o’s and contract/Cash Management expiries
Provide support for operational/transactional risk working appropriately with various RBC partners
Co-ordinate and collaborate with Regional Team on the completion of annual relationship reviews for Strategic Tier 1 clients (formal and informal)
What do you need to succeed?
Must have
5+ years banking and sales experience with a strong knowledge of the RBC Cash Management Products and emerging industry trends
Certified Treasury Professional ("CTP") Designation or similar qualification is nice to have, but can be obtained in role
Proven client advice/service, sales and relationship management experience
Ability to match client needs with product/structure solutions; implement developed strategies and manage projects to schedule; and prioritize in managing multiple and sometimes conflicting time demands
Strong written and verbal communication skills, including exacting attention to detail related to customized contract documentation
Organizational awareness with a commitment to continuous learning to ensure personal and sales’ team skills/knowledge/accreditations are up-to-date
What’s in it for you?
We thrive on the challenge to be our best, progressive thinking to keep growing, and working together to deliver trusted advice to help our clients thrive and communities prosper. We care about each other, reaching our potential, making a difference to our communities, and achieving success that is mutual.
Ability to make a difference and lasting impact
Work in a dynamic, collaborative, progressive, and high-performing team
Opportunities to do challenging work
#LI-DE1
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