Strategic Intermediary Account Manager

Company Description

Fund services | Corporate | Capital markets | Private client | Regulatory & Compliance

We help clients succeed by unlocking new value through expertise, trust and scale. We deliver solutions that solve complex challenges faced by asset managers, financial institutions, corporates, high net-worth individuals and family offices.

With a curious mindset, we ask the right questions to get to the right solution, faster. We collaborate to win together, sharing successes and shaping the future of our global business. Our culture of support and recognition provides the tools and opportunities for you to grow, while unlocking the most value for our clients and making your mark with Ocorian.

Expertise: We deliver specialist, tech-enabled solutions for our clients grounded on deep industry expertise.

Trust: We're a trusted partner to over 8,000 clients globally. We are proud to have long-lasting partnerships with our clients.

Scale: With more than 1,500 colleagues, we operate across 20+ countries, our scale enables us to support our clients globally and locally, providing a seamless client experience across borders and service lines.

Job Description

What's in it for you?

• Competitive salary
• Hybrid working
• Flexible working hours
• Pension Scheme
• Private medical insurance
• Dental plan
• Life assurance
• Income protection & Critical illness

Purpose of the Role

As a Strategic Intermediary Account Manager, you will be responsible for managing and developing our key global intermediary accounts, ensuring partner satisfaction and driving revenue growth.

The strategic account manager's role is to identify those key intermediaries that generate maximum revenue and profitability as compared to other regular accounts, acting as a bridge between the company and stakeholders on the intermediary side. The idea is to increase intermediary referral lifecycle value by demonstrating the added value of partnering together to serve key mutual clients and prospects and building trust.

Main Responsibilities

• Cultivate and sustain robust relationships with key intermediaries, acting as their primary point of contact for all inquiries, concerns, and escalations.
• Comprehend intermediaries' business objectives, challenges, and market trends to align Ocorian's solutions with their goals.
• Conduct regular business reviews with intermediaries to evaluate their satisfaction, identify areas for improvement, and uncover opportunities for growth.
• Collaborate with internal teams, including Sales, Sales Operations, Marketing and service lines, to ensure intermediary expectations are met and exceeded.
• Identify opportunities for upselling and cross-selling, working in close collaboration with the Sales team to develop account expansion strategies.
• Monitor and analyze intermediary performance metrics, providing insights and recommendations for improvement.
• Remain current with industry trends, the competitive landscape, and market conditions to proactively identify potential risks and opportunities for our intermediaries and their clients.
• Track and report on key account metrics, such as revenue growth, referral retention and growth and relationship satisfaction, to senior management.
• Attend industry events and conferences to build relationships with existing intermediaries and generate new business leads.

Qualifications Required

Knowledge, Skills & Experience

• Bachelor's degree in Business Administration, Marketing, or a related field.
• Proven experience in account management, preferably in a B2B environment.
• Strong knowledge of the industry and the ability to understand intermediaries' business objectives and challenges.
• Excellent written and verbal communication skills.
• Proficient in Microsoft Office Suite and CRM software.
• Ability to travel for client meetings and industry events as required.
• Strong problem-solving skills and ability to think strategically.
• Proven ability to meet and exceed lead generation targets.
• Demonstrated ability to build and maintain strong intermediary relationships.
• Excellent presentation and negotiation skills.
• Strong interpersonal and communication skills, with the ability to build rapport and trust with intermediaries across all seniority levels.
• Excellent problem-solving and analytical skills, with the ability to identify and address opportunities and needs effectively.
• Proven track record in account management, with a focus on strategic relationship building and revenue growth.
• Ability to manage multiple accounts simultaneously while maintaining a high level of attention to detail.
• Strong negotiation and influencing skills, with the ability to drive results and overcome obstacles.
• Exceptional organizational and time management skills, with the ability to prioritize tasks and meet deadlines.
• Proficient in using CRM software and other relevant tools to manage client relationships and track performance metrics.
• Knowledge of the industry trends, market dynamics, and best practices in account management.
• Demonstrated ability to work independently and as part of a team, collaborating with cross-functional departments.

Additional Information

All staff are expected to embody our core values that underpin everything that we do and that reflect the skills and behaviours we all need to be successful. These are:

• We are CLIENT CENTRIC - Clients are at the centre of our world, and we're committed to providing expertise and specialist solutions to meet their most complex challenges.
• We are AMBITIOUS - We aim high. We think and act globally, seizing every opportunity to delight our clients and support our colleagues - wherever in the world they may be.
• We are AGILE - We act on our initiative to get things done for our clients. Our independence gives us the flexibility and freedom to keep things simple, efficient and effective.
• We are COLLABORATIVE - With a curious mindset, we ask the right questions to get to the right solution, for our clients faster. We collaborate to win together and share our successes.
• We are ETHICAL - We behave with integrity at all times and assume positive intent, building trust through responsible actions and honest relationships.

Equal Opportunities for Everyone

Please let us know if there's anything we can do to make the process easier for you. You can reach us at [email protected] .

We're an equal opportunity employer. All applicants will be considered for employment without attention to age, ethnicity, religion, sex, sexual orientation, gender identity, family or parental status, national origin, or veteran, neurodiversity or disability status.