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Relationship Manager – Global Custodian

Written by Anton Murray Consulting on .

Location: Melbourne

Salary description: AUD $140k-$150k base salary

  • $100-150k AUD Equivalent
  • Permanent
  • 10 to 15 years of experience

This is a Relationship Management position within our client’s custody business. The ideal applicant will come from a strong asset management client services background, and likely have extensive direct custody relationship management experience.

All the Relationship Managers within this group have a strong asset management operations and accounting background for several years, with a competent ability to build relationships with clients at a strategic level.

Key Responsibilities

  • Responsible for managing existing client relationships;
  • Analyse the client’s organisation with the specific purpose of understanding their strategy and identifying their future needs;
  • Understand their organisation and who the key stakeholders and influencers are;
  • Responsible for the completion, maintenance and tracking of the strategic account plan;
  • Responsible for the overall management and oversight of the relationship management; framework (senior management review meetings, B2B monthly meetings, planning sessions etc.);
  • Delivery and presentation of monthly / quarterly Report Cards and other management information;
  • Build professional and trusted relationships with key stakeholders within client organisations and any associated third parties;
  • Build professional and trusted relationships with internal stakeholders;
  • Liaise with Client Service Managers and Operational Managers to ensure client satisfaction levels are maintained;
  • Monitor quality of service delivery to existing clients and ensure that the business is responsive to clients concerns and issues;
  • Look to provide value-added activities that differentiate our client from the competition; Negotiate new (or renewed) client contracts, in accordance with documented plan;
  • Responsibility for coordinating RFP’s or re-tender proposals for existing client relationships;
  • Ensure a professional and consistent relationship management approach across all client accounts.

Required Qualifications, Skills and Experience:

  • An experienced Relationship Manager, with proven success in managing complex, corporate/institutional relationships;
  • Degree qualified in Business, Commerce, Accounting or related discipline;
  • Minimum 10 years’ experience within the Financial Services industry with at least 5 years’ exposure to custody or related businesses;
  • Industry knowledge, particularly of Investment Operations/Securities Industry, and ideally in specialist custody functions;
  • Excellent communication skills, particularly to be able to summarise complex technical arrangements for a non-technical audience;
  • Experience in driving a culture of customer-focus and quality;
  • Proven track record of effective negotiation, with ability to build consensus and achieve compromise;
  • Sales experience, with track record of success in consultative selling;
  • Ability to work cohesively and positively with colleagues and management peers.
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