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Key@Work Account Manager - EPA, Hudson Valley and New York in Plymouth Meeting, PA at KeyBank

Date Posted: 10/28/2020

Job Snapshot

Job Description

This role will be covering the Eastern Pennsylvania, Hudson Valley, and New York, New York markets. The candidate will be predominantly partnering with KeyBank Line of Business Partners in Plymouth Meeting, Tarrytown, and New York City.

The Key@Work Account Manager, a Business-to-Business role, works closely with Key’s Core Business Banking, Middle Market, Institutional Banking and other Key groups to maintain and grow existing and generate new business clients into the Key@Work program. The Account Manager builds close relationships with a client’s Human Resources function or other corporate contact and uses rigorous account management skills to build long-term relationships. The Account Manager further partners and jointly owns ultimate client success with a dedicated K@W Relationship Manager (RM), a Business-to-Customer role, to provide financial wellness education and the full suite of Key’s banking solutions to the employees of the business client as a part of its benefits package.

Within the account management process Account Managers will be responsible for functions that align with the Key Sales Process and Consultative Sales Process Framework (Opportunity Management, Needs Assessment, Employer Present/Pitch, Fulfillment, and Follow Up) in their daily work to create a positive Client Experience. This includes:

Opportunity Management
Develops and maintains in-depth knowledge of Key@Work products and services.
Works with Core Business Banking, Middle Market, Institutional Banking, and other Key groups to establish a prioritized prospect list in their respective Markets based on the size and strength of the business, client employee base and consistent with the industries targeted by the Business Banking, Middle Market, Institutional Banking and other Key groups.
Uses thorough account management to manage an existing book of business and actively seeks new target clients to deliver the entire bank in partnership with Retail Banking and the Key@Work RM. Helps ensure the Key@Work program is well-integrated within each client’s benefits program through regular dialogue with HR or other relevant business contacts.
Actively seeks new HSA clients within and outside of Core Business Banking, Middle Market, Institutional Banking and other Key groups books of business; for opportunities outside of existing books of business, Account Managers will seek to cross-refer opportunities back to Key partners
Opens the door for the Key@Work RM partner to interact at the client level and attends planning meetings with the RM once the client has committed to implement the program.
Builds trusting relationships with banking partners including local Business Banking, Commercial Banking, Institutional Banking and Retail Banking leadership and consistently reports K@W market-level performance and K@W program updates to partners.
Develops an annual calendar with each business client along with Key@Work RM to maintain a regular cadence.
Plans, coordinates, and conducts employer presentations to HR and c-suite level leadership to maintain existing and enroll new business clients into the K@W program.
Documents all account management activities in CE Desktop and Salesforce.
Promotes the benefits of Key@Work to maximize new client acquisition, focusing on primary checking and deepening existing client relationships. Serves as Key@Work champion for banking partners. Disseminates program information to banking partners.
Meets or exceeds local business client enrollment and Market goals for the K@W program and introduces Key@Work RM partner to these business clients.
Monitors client presentation topics, new account generation and cross sell opportunities of existing client base and ensures those match up with original account plans. Works with Key@Work RMs to identify and address new educational topics in case new industry / market or client needs emerge.
Records and tracks results to continue to improve the process on an ongoing basis.

Needs Assessment
Develops a comprehensive understanding of the business client and its employee base.
Delivers distinctive service by presenting a value-added banking program for the client's employees through employer presentations that opens the door for the Key@Work RM partner to engage.
Brings other Key business partners to the table to deepen the relationship.
Promotes and cross-markets products and services by keeping business clients informed of offerings.

Fulfillment
Actively listens to concerns, presents a clear concise picture and provides the business client with additional information to close the sale.
Ensures that new client relationships consistently meet all compliance requirements.

Follow- Up
Ensures ongoing contact with new business clients to strengthen the experience with Key.
Partners with Key@Work RM to aggressively grow and maintain primary checking accounts and deepen relationships after successfully signing business clients up for the K@W program.
Meets regularly with Key@Work RM partner(s) to ensure client’s satisfaction with the program and secures feedback.

MARGINAL OR PERIPHERAL FUNCTIONS
Coaches banking partners to ensure their ability to independently promote K@W program.
General knowledge of business environments.

REQUIRED QUALIFICATIONS
Undergraduate degree in business/related field or equivalent work experience.
Excellent verbal and written communication skills and strong presentation skills.
Demonstrated ability to engage a group in interactive dialogue and build strong partnerships within an organization.
Three plus years demonstrated sales and business development experience including lead generation with proven results and establishing local market relationships centers of influence.
Strong customer service and account management skills.
In-depth knowledge of financial products and banking regulations. Must be familiar with employee-focused products and services to maximize cross-sell opportunities (Key Investment Services, Health Savings Accounts, etc.).
Proven experience with and comprehensive understanding of financial services products.
Proficient in personal computer applications.
Experience in using LinkedIn and e-marketing tools like Cvent.

FLSA STATUS:Exempt

KeyCorp is an Equal Opportunity and Affirmative Action Employer committed to engaging a diverse workforce and sustaining an inclusive culture. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

44802BR

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