Key Account Management

About Waystone  

Waystone is a leading asset-servicing solutions provider of institutional governance, administration, risk and compliance services to financial institutions. With over 25 years’ experience and a comprehensive range of specialist services to its name, Waystone helps our clients structure, operate and grow through our expertise, innovation and digitisation, backed by the operational scale to support global expansion

Reporting to the SVP of Key Account Management, you are an experienced and highly networked Key Account Management professional who will form part of our dynamic team at Waystone. In the role you will be responsible for managing relationships with some of the world's largest financial services companies, including fund managers, investment banks, and asset managers. Working with a small portfolio of our key customers, you will play a pivotal role in nurturing and strengthening client relationships and driving revenue growth. The ideal candidate will have extensive experience in key account management and a deep understanding of the financial services industry. Moreover, we highly value experience in using leading account management methodologies such as Miller Heiman and other established frameworks.

ESSENTIAL DUTIES AND RESPONSIBILITIES 

• Key Client Management: Build and maintain strong relationships with key decision-makers within financial services companies, fostering long-term partnerships and ensuring client satisfaction.
• Revenue Growth: Identify upselling and cross-selling opportunities within key accounts to drive revenue growth and increase Waystone's market share, utilizing established account management methodologies.
• Client Engagement: Understand clients' unique needs, objectives, and challenges, ensuring Waystone's services align with their requirements, and leveraging proven account management frameworks.
• Contract and Pricing Negotiation: Collaborate with the Sales and Legal teams to negotiate contracts, pricing, and terms for key accounts, ensuring mutually beneficial outcomes and adherence to best practices.
• Strategic Account Planning: Develop and implement strategic account plans using leading methodologies such as Miller Heiman to maximize revenue contributions from key clients and achieve growth targets.
• Market Insight: Stay updated on industry trends, regulatory changes, and competitor activities, providing valuable insights to clients and internal teams through data-driven analyses.
• Collaboration: Work closely with internal teams, including Relationship Managers and Operations, to ensure seamless service delivery and address client concerns promptly.
• Performance Reporting: Provide regular updates on key account management activities, revenue contributions, and client feedback using established methodologies for comprehensive reporting.
• Risk Management: Proactively identify and mitigate risks associated with key account management, ensuring compliance with industry regulations and standards while employing proven frameworks.
• Thought Leadership: Represent Waystone at industry events, conferences, and webinars to enhance the company's reputation as a trusted provider of specialist services.

REQUIREMENTS 

Experience and Abilities: 

• Sales and Commercial Experience: Extensive experience in sales and key account management within the financial services industry, with a successful track record of nurturing and growing client relationships.
• Industry Knowledge: An extensive understanding of the asset management industry, including market trends, regulatory environment, and competitive landscape, is crucial for effectively positioning Waystone's services and staying ahead in the market.

• Sales Strategy and Planning: You should be adept at developing and executing comprehensive account growth strategies, including setting ambitious revenue targets, and formulating actionable plans to achieve them.

• Results-Oriented: You will have a strong focus on achieving measurable results and exhibit the drive to meet or exceed sales targets while maintaining high levels of customer satisfaction.

• Communication and Negotiation Skills: Excellent communication, presentation, and negotiation skills, both written and verbal, to effectively engage with clients and key stakeholders.

• Market Research and Analysis: The capacity to conduct market research, analyse data, hypothesise solutions, and identify trends to inform sales strategies and decision-making.

• Client-Centric Approach: Understanding and addressing the unique needs of potential clients are essential to develop tailored proposals that align with their goals and build trust in Waystone's services.
• Relationship Building: Extending and nurturing strong relationships with key stakeholders, including institutional investors, investment funds, and asset managers, is vital for establishing Waystone as a trusted partner in the industry
• Innovation and Adaptability: The asset management industry is constantly evolving, and you should be open to innovation, adaptable to change, and willing to explore innovative approaches to enhance the company's sales performance.

• Ethical Conduct: Upholding high ethical standards in all interactions, reinforcing Waystone's reputation as a trustworthy partner in the industry.

Education: 

• Bachelor's degree in Business Administration, Finance, or a related field (MBA preferred).