Position summary:
This position is the leader for a team of Customer Relationship Managers whose primary responsibility is to cover all TCH client segments including financial institutions and strategic partners (vendors, corporates), currently using one to many TCH products (EPN, SVPCO, RTPฎ and CHIPS), as well as selling new products and services as they become available. The role is a player/coach responsible both for owning selected key accounts and growing and scaling the team.

High level responsibilities include, but are not limited to, driving (individually and through a team) overarching strategic relationship between TCH and clients/partners, providing support to strategic TCH customers, cross-selling additional TCH products and value-added services, representing the company at industry events as well as being the customer advocate within TCH departments.

Additional responsibilities include interacting regularly with senior executives of TCH customers. Position requires regular tracking and reporting (both at individual account level and team level) and follow-up resulting from meetings and assuring responsiveness to customer inquiries. Key responsibility of the team is to preserve and grow customer volumes through selling new product offerings and expanding the use of existing products.

Qualifications required:
• Bachelor’s degree in Finance or related - MBA Preferred
• 10+ years of successful sales or customer relationship management position
• 5-10 years building and managing teams
• Ability to work effectively in a complex ecosystem
• Strong presentation skills and ability to influence stakeholders for both internal and external audiences
• Salesforce or related CRM tool experience

Qualifications desired:
• Experience in sales management dealing with large financial institutions and commercial banks
• Banking experience, selling correspondent banking services or Relationship Management for a large commercial bank
• Experience directly related to TCH (or TCH like) products and services or sales of bank specific application software to large financial institutions
• Experience in management consulting or related experiences leveraging strategic and creative approaches to build client relationships and develop a robust client servicing organization
• Gather and disseminate market insights and intelligence obtained through calling, industry relations and relationship management activities
• Develop a business development plan for target financial institutions and other organizations.

Essential functions and responsibilities:
CRM is responsible for maintaining and/or developing individual relationships with key executives in major accounts. Identify, understand and document client product strategies. Provide quality assistance to clients in accordance with TCH standards. Build a team to preserve and grow current business relationship with assigned clients and strategic partners.

• Lead Relationship Management team in driving value-add to clients and partners through increased product adoption and usage
• Build and improve relationships with customers and partners.
• Completion & execution of account plans for all key accounts
• Conduct regular Relationship Reviews with each assigned account for each TCH product used
• Partner and collaborate with clients, and leverage broad ecosystem relationships, to grow client’s product usage and volume
• Collaborate with internal partners (e.g., sales, implementations, product) to ensure successful management, hand-offs and growth of client accounts
• Meet or exceed TCH revenue and volume projections for all products and segments
• Actively identify and pursue additional opportunities not identified in current account plans.
• Represent client and partner perspectives internally across TCH, particularly in supporting development of new and existing products
• Work with internal departments to ensure company meets clients’ expectations.
• Report on overall team progress (to goals) and success to executive management
• Provide quality service and ensure follow-up by TCH on all operational issues and requests escalated to CRM from TCH or customer.
• Ensure client database is updated on a regular basis with contact information & meeting notes
• Support & attend industry trade shows and activities to reinforce value of TCH services

Physical demands and work environment:
The working environment is generally favorable. Lighting and temperature are adequate, and there are no hazardous or unpleasant conditions caused by noise, dust, etc. Work is split between a remote or virtual environment or traveling to visit clients and industry activities. Position may also require ability to work extended hours on a computer and to work effectively in remote work/virtual situations. A significant amount of travel may be required.