Our client is a leading international company in the leasing sector. In order to strengthen its local structure, it has entrusted us with the search for the following professional profile:
KEY ACCOUNT MANAGER -
LEASING TECHNOLOGY
The role will be responsible for developing the direct business in the
technology area
with distributors, resellers, service providers and integrators (vendors), being their reference entry point and supporting them in originating business and in managing new financing opportunities; and for managing the related roll-out within the company, included the possible required specific committees required by the policies.
Main Responsabilities:
To develop and to support the vendors in originating business and in managing new opportunities
To analize/study/investigate the market and to identify the prospects that could meet the target vendors, as agreed and planned together with the BUM/HoS
To develop sound, loyal, fruitful relationships with the identified vendors, without derogating to a reasonable and safe risk approach, in line with the Group's instructions.
To manage the smooth and effective roll-out of the new relationships/businesses through the internal departments
To be responsive to the Vendor's needs and requirements in terms of support
To teach and train the vendors to respect the Group policies and procedures
To assess the proposed business and its compliance to the Group policies and capabilities, especially in terms of risk and structure
To negotiate appropriate finance schemes and to collect all relevant information to assess the feasibility of the deal and to prepare the credit application
To manage the NON standard deals and the customized documentation, reporting to the BUM/HoS
To be responsible for AMLO/KYC checks
To upload deals in the FO tool (in particular large deals, specific deals after Vendor/customer visit) according to BU organisation, supported by the Business Support, where possible and relevant
To regularly visit the Vendors, to understand their needs and to qualify the level of service provided by the Group
To regularly collect information about the business of the Vendors, the penetration of the financing business
To take care and to put in place actions to enhance the conversion rate of the approvals
To benchmark with the direct competitors
To meet the assigned targets in terms of volumes of business, profitability, level of service, vendor's satisfaction
Business performance (pipeline, portfolio)
Financial performance (margin, ROE, other income)
Risk performance (CoR, delinquency monitoring)
Qualitative performance (level of service, Vendor satisfaction, IVM satisfaction)
To prepare the target assessment: Yearly budget targets; Penetration rates; Volumes; Margins; conversion rates, other income
Use CRM Tool, if available, or ensure regular reporting on business activities as defined by the Management (Pipeline, bookings, visits, etc.) to BUM / HoS
To ensure the periodical programmes review in co-ordination with the Business Unit Manager/Head of Sales
To ensure reporting to Vendors if needed
To support the follow up of Vendor Business Performance and to contribute to remediation actions if necessary
To support the reporting processes with IVM
To represent the Group in meetings and marketing events related to the given vendors
To support the BU in the management of business development activities
To manage and to be responsible for the Permanent Supervision assessment on the given vendors
To organize processes and workload in order to make them efficient and effective
Requirements:
At least 5 years of experience in a similar role within the banking, financial, leasing or insurance sector.
English fluent
Excellent communication skills, decision-making, and accountability
Flexibility and adaptability in a dynamic work environment
Strong teamwork and collaboration skills
Detailed understanding of the entire business development lifecycle
Self-starting attitude with a drive to develop market coverage
Strong analytical and planning skills with the ability to contribute to the strategic plans
Advanced problem-solving and negotiation skills
The company offers a permanent contract CCNL of Credit, company's car, benefits, international work environment and the possibility of working remotely.
Place of work
: Lombardia (
hybrid
).