Regional Key Account Manager

Sesame Bankhall Group; United Kingdom; Remote; GBP 70,000 - 90,000; Full time

Job summary

Sesame Bankhall Group seeks a senior recruitment and sales leader to drive income growth across Appointed Representatives in a defined region. You will implement recruitment plans, secure RI advisers, and ensure advisers join in line with the network proposition.

You will build strong relationships with firms, manage risk and regulatory considerations, and collaborate with internal teams to maximise revenue and deliver good customer outcomes.

Qualifications

• Proven track record of achieving outstanding sales results ideally within Financial Services recruitment.
• Proven track record of achieving personal sales targets at senior and board level of major accounts.
• Experience within a commercial environment and within the Financial Services – Mortgage Protection & GI.
• Strong experience in Account management and relationship development.
• Self-Motivated and energetic with high commitment to targets and opportunities.
• People oriented and a team player.

Responsibilities

• To lead recruitment for Appointed Representatives in a defined region to grow income and Sesame revenue.
• Proactively prospect within the allocated area with AR firms to recruit RI advisers and meet targets.
• Demonstrate highest professional standards in dealings with advisers and clients.
• Advise on published pricing for propositions for new recruits and growing networks.
• Build strong relationships with firms in the region and with internal teams.
• Develop Adviser feedback and market intelligence for network propositions.
• Represent the Network to external and internal stakeholders and advisers.
• Contribute to commercial success and support departmental objectives.
• Own relationships and activities within the defined region and manage risks.

Skills

Relationship management

Sales achievements

Account management

Negotiation skills

Time management

Influencing skills

Education

Certificate in Mortgage Advice and Practice (equivalent qualification)

Tools

CRM systems

Sourcing systems

Job description

Working with Network firms to maximise firm income, Sesame revenue, retention of firms and advisers, head count growth and adviser productivity through the effective distribution of existing and new services to also ensure positive customer outcomes.
To lead the implementation of the recruitment plan for the members on panel in order to meet business plan targets for quality new advisers joining existing firms on panel.

Responsibilities:

• To have responsibility for a number of Appointed Representatives in a given region to grow their income and Sesame revenue from the full Sesame Proposition to ensure good customer outcomes are delivered and income targets are met.
• To proactively prospect within the allocated geographical area in conjunction with AR firms to secure new RI recruits in order to meet personal agreed sales targets of new recruits into existing firms.
• To demonstrate the highest professional standards in all dealings with prospective and existing advisers.
• To make recommendations to the Head of Department for any proposed changes to the published pricing for the propositions for individual cases both for new recruits and Network ARs as they grow.
• To work in conjunction with the relevant colleagues in order to build strong relationships with Firms in the geographical area allocated.
• To assist in the development of the Network propositions by implementing a systematic approach for collecting Adviser feedback, competitor and market intelligence and providing this to the necessary colleagues.
• To professionally represent the Network to external and internal stakeholders and Advisers.
• To contribute as required to ensure the commercial success of the Network.
• To undertake projects as and when required, to support the needs of the business or to achieve departmental objectives.
• Proactive ownership and Relationship management of accounts in a defined region in line with the agreed business plan.
• Demonstrate Strong relationship Management of firms managing issues proactively to a final resolution, escalating to line manager or other departments where necessary.
• Actively seeks to expand the usage of SBG services and revenue opportunities in line with the Regional and Departmental Strategic Plan.
• Work to minimise losses from resignations from the Network and where appropriate promotes the wider SBG propositions.
• Work with accounts where necessary and with the PMS and Bankhall teams to demonstrate a balanced and informed view of the Direct Authorisation alternative and where appropriate helps firms transition between SBG propositions.
• Foster effective working relationship with office-based teams and other field staff to build a team-based approach to activities.
• Identify firm and adviser development requirements and deliver solutions.
• Maintain SMS, D365 and other MI reporting as required by their line manager.
• Actively lead in the Hosting of events, to expand attendance deliver presentations and support the needs of our members business.

Critical behaviours required

• An understanding of financial services industry and legislative changes.
• Mortgage Protection & GI knowledge.
• Good understanding of the competitor landscape.
• Awareness of the compliance requirements of our customers and an understanding of current and future regulatory change.
• Good knowledge of the local adviser industry.
• Understanding of the proposition and that of our key competitors.
• Effective use of MI and reporting systems.

Personal profile

Qualifications required

• Certificate in Mortgage Advice and Practice (equivalent qualification).

Experience required

• Proven track record of achieving outstanding sales results ideally within Financial Services recruitment.
• Proven track record of achieving personal sales targets at senior and board level of major accounts.
• Experience within a commercial environment and within the Financial Services – Mortgage Protection & GI.
• Strong experience in Account management and relationship development.
• Self-Motivated and motivational, with high levels of energy and commitment to focus on achieving personal targets and maximising opportunities within the allocated geographical area.
• People orientated
• Team player

Our Approach to Risk Management

• You will require an awareness of operational and regulatory risk, which may impact on SBG. You will be responsible for reporting to their line manager any risk which may impact on the business.

Three Lines of Defence Risk Management Model

• You will be required to deliver your role competently and comply with the relevant standards and procedures, ensuring that SBG deliver a service where suitable advice is given to the end consumer, which is adequately recorded and ultimately promotes good customer outcomes. This can either be through direct influence or in a support services capacity.

The Consumer Duty Principle

• You will be required to highlight to your line manager procedures and processes that may impact on SBG’s ability to deliver good outcomes for retail customers and/or may lead toforeseeable harm. Where possible and relevant to your department, put forward suggestions that could positively impact the outcomes achieved by retail customers.

Information Security

• You will need to be aware of all information security principles, policies and procedures and ensure these are followed on a day-to-day basis. You will be required to remain vigilant at all times and report any security concerns, suspicions and/or breaches in a timely manner.

Excellent presentation and negotiation skills

Excellent time management, planning and influencing skills

Good IT skills, with an understanding of CRM & sourcing systems used by the mortgage and protection industry.

Territory management and business planning

Proven track record of Relationship Management

Works proactively with colleagues and other staff to build a team-based approach

Communicates effectively with management, colleagues and other staff.

Manages time and tasks effectively

Proven track record of achieving outstanding sales results ideally within Financial Services recruitment.

Critical Knowledge Required

In-depth understanding of the network proposition, onboarding criteria and internal processes to support the successful onboarding and transition of new advisers and firms joining the network

Solid understanding of the intermediary market and the propositional differences

Knowledge of regulatory standards required under the Appointed Representative Regime

Understanding of internal approval levels and escalation points

Knowledge of all AR business models and required contractual documentation

Ability to understand the contents of a firm's business plan and resulting production

Working knowledge of committee and FCA submission processes

Sesame Bankhall Group Limited, company number 3573352. Sesame Limited, company number 2844161. Sesame Services Limited, company number 2338540. Bankhall Support Services Limited, company number 2785381. Premier Mortgage Service Limited, company number 05011650. Each company is registered in England & Wales with a registered office at Aviva, Wellington Row, York, YO90 1WR.