A relationship manager's primary responsibility is to sell. The difference between a run-of-the-mill salesman and a relationship manager is the length of the sales cycle and the ongoing nature of the relationship. Whereas a salesman looks to meet an immediate need, a relationship manager looks to meet the immediate and long-term needs of a client.
A relationship manager has to be knowledgeable and present himself as a person who can provide solutions. Anyone can sell a television or a car, but it requires a relationship manager to solve the complex and varied needs of clients who are planning for retirement, trying to manage their wealth or exploring options to sell their business. Due to the long-term nature of his needs, a client must be able to trust that his relationship manager will always be there to take care of him and help him through any changes.
A relationship manager is also different from a typical salesman due to the difference in power structure. A salesman is primarily hoping to make the sale. Though developing a long-term relationship would be beneficial, it's a secondary consideration. As a result, almost all of the power is with the buyer.
A relationship manager provides a valuable intangible service because of her familiarity with the client's historical needs, as well as the solutions she has provided over the years that cause the power structure to be more balanced. The relationship manager still must make the sale and continue the relationship, but the client cannot easily walk away and find a replacement without incurring hard and soft costs as a result of switching.
The position involves building a relationship as a Trusted Adviser. Services include Credit Card Processing, Alternative Loan Programs, Payroll, Advanced Funding and Business Profitability Solutions via pre-set appointments and self canvassed appointments within a 25-mile radius of your home zip code.
- Preferred Qualifications:
- Bi-lingual a plus
- Experience in closing one-call deals preferred
- The ability to network and cold-call is also helpful (but not required)
Key responsibilities of this position include presenting products and services to merchants, closing deals via pre-set appointments, ensuring properly written contracts, and continuous contact with sales management. Successful sales people in this organization run all pre-set and canvassed appointments, are adept at working referral business, and are great at networking.