Strategic Account Manager - Solutions

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Over the last 18 years, we have helped over a million satisfied customers move and manage their money. Our award-winning product portfolio allows our customers to make low-cost multi-currency payments across various payment products.

As a business, we are committed to delivering value to our customers through the combination of advanced payments technology and personal expert service. We're doing this by hiring exceptional people and are now looking for a Strategic Account Manager to join our team.

Within our offices in London, Chester and Los Angeles and Europe, Equals comprises of three business lines and brands - Equals Money, FairFX and CardOneMoney. You will join a very close-knit, talented and supportive team from various backgrounds who believe that bringing different perspectives together helps us understand our customers' needs. United, by one thing, making money management straightforward and cost-effective for our customers.

About the role

We have an exciting new opportunity within our commercial solutions team to join a huge growth area of the business. We are looking for an outgoing Strategic Account Manager to foster strong relationships with our clients. The Strategic Account Managers responsibilities also include seeking out new business opportunities, providing clients with knowledgeable advice, guiding their choices, promptly resolving complaints, and ensuring client satisfaction.

To be successful as an account manager you should be able to build positive, long-term relationships and support clients in the decision-making process by identifying solutions that most closely meet their needs.

About you

You will bring extensive knowledge of the B2B Payments & card issuing industry and have working experience of a wide range of best practices, systems, and tools.
You can spot new opportunities, efficiency gains and work to implement new processes. You can take responsibility for setting strategic direction and most importantly executing on that path.

Responsibilities

• Manage a portfolio of accounts worth upwards of £5m to identify and grow all business opportunities to achieve revenue targets on a monthly and annual basis.
• Matter more to our clients - Source, identify and secure new business opportunities for Equals Money - cross selling and building a network of contacts / stakeholders across the accounts is a key activity for this role.
• Execute strategic business plans to drive performance, monitor activity and performance through account development plans that you will own; achieving long term client commitment to Equals Money by understanding their business.
• Create a personal plan on a page for your portfolio to include key projects, clients to prioritise and sales activity to exceed sales targets.
• Lead Monthly Key Account Reviews which focus on both current and future business opportunities - aligning with the client on these.
• Forecast accurately to individual account level on the Equals CRM system.
• Report and review success as part of monthly reporting to management - be able to define root causes for account performance and how you have affected the success.
• Establish strong relationships at all levels with accounts to ensure opportunities are leveraged and targets achieved.
• Negotiate and manage commercial agreements with assigned accounts aligned to achieve overall sales targets.
• Work closely with the Equals Group Relationship Director from a strategic and practical level to deliver success.
• Commercial Monitoring of pricing data / FX rates through effective use of management information systems/dashboards to optimise portfolio performance, proactively flag and manage any pricing anomalies and protect revenue.
• Use public source data (Report and Accounts, Companies House etc) to understand the client, their industry trends - enabling more meaningful engagement and cross sell activity during meetings.
• Developing and maintaining a strong understanding of competitors and market trends. Use this knowledge to identify business opportunities and incorporate into your business plan / personal plan on a page.
• Proactively feeding back product requirements and ideas so Equals Solutions retain best in class status and competitive advantage.

Key skills & experience

• Numerical - advanced analytical skills and able to interpret reporting.
• Deep knowledge of the B2B payments & card issuing industry and best practice tools, systems, and processes.
• In-depth knowledge of IBANs, BICs and international payment systems.
• Strong understanding of payment architecture and routing principles.
• Commercially savvy - able to construct commercial pricing models that delivers for both parties and protects Equals revenue in the long term.
• A self starter - knows how to get things done - happy to initiate activity and galvanise a team to deliver success both internally and externally.
• Excellent Communication skills, socially confident and engaging.
• Meeting planning and execution - structured agendas and activity on Hubspot.
• Sales proposal and presentations - Advanced.
• Proactive relationship management - internal and external stakeholders.
• Strong verbal and written skills with a strong ability to articulate and communicate strategies and plans to influence their audience.
• A track record of exceeding projected KPI targets.
• Comfortable working in a regulated business, where innovation and compliance, security and scalability must all work in harmony.
• Proven negotiation skills - for new and existing contracts - understanding contract clauses and being able to explain them to clients.
• Relationship Management skills - building a multi point engagement strategy - peer to peer across the client's business units we engage with for both current and future opportunities - Advanced.

• Representing Equals at third party events including group client presentations as a subject matter expert.
• A role model for our values:
  • Make it happen
  • Succeed together
  • Be the customer
  • Go beyond

Our investment in you

We welcome people into Equals and desire to grow and develop our talented teams. We believe in teamwork and celebrating our successes. We strive to embrace our values. We want to put you in the driving seat of your career and achieve your full potential through growth opportunities and developmental support.

When you join Equals, we aim to help you to get more out of your career. We will also offer you the following benefits;

Benefits

• A competitive salary benchmarked against a peer group.
• 25 days holiday per year + your birthday off
• Opportunities for progression, development and learning new skills.
• Free onsite Nuffield Health gym & pool (London) and discounted gym membership elsewhere
• Interbank currency rates on travel money and international transfers.

Where possible we offer the opportunity to work flexibly and the opportunity to balance some remote working with time in the office collaborating, taking part in events and developing the social connections that make working with us rewarding.

Equals strives to create a workplace where we can all be ourselves. We believe in inclusion, equality and the power of diversity, so you'll be encouraged to bring your unique perspectives and experiences, and help us understand what you need to do your best work.