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Job Description

Responsibilities: Identify and communicate the actions needed to implement the function's strategy and business plan within the business area or department; explain the relationship to the broader organization's mission, vision, and values; motivate people to commit to these tenets and do extraordinary things to achieve local business goals. Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Manage ongoing relationships with identified customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input. Configure a complex product-and-services solution and associated contractual terms that meet the customer's mid- to long-term needs, taking input from relevant internal specialists. Present the solution to customer representatives and negotiate agreement within a predefined range of commercial parameters, or, alternately, review sales proposals from team members and authorize those that deviate from standard terms, escalating issues to senior management where appropriate. Develop a personal network within the business sector and represent the organization at business sector events. Obtain market intelligence and enhance the visibility and reputation of the organization, its products, and its services. Manage and report on the performance of a substantial, diverse team; set appropriate performance objectives for direct reports or project/account team members and hold individuals accountable for achieving them; take appropriate corrective action where necessary to ensure the achievement of team/personal objectives. Oversee an operational area with guidance from senior colleagues. Could involve responsibility for development or delivery (or both). Develop internal marketing plans and work collaboratively with other departments to improve internal relationships and build strong external customer relationships. Manage and develop important customer relationships with guidance from senior colleagues, and/or manage an account team delivering day-to-day support. Customers are likely to include mid-tier companies, multinational corporations, and the like. Develop and implement relationship management plans for complex potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Develop and/or deliver budget plans with guidance from senior colleagues. Use the organization's formal development framework to identify the team's individual development needs. Plan and implement actions, including continuing professional development specified by professional or regulatory institutions, to build their professional capabilities. Provide informal training or coaching to others throughout the organization in own area of expertise to enable others to improve performance and fulfill personal potential.

Skills: Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on developing appropriate plans or performing necessary actions based on recommendations and requirements. Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on planning, organizing, prioritizing and overseeing activities to efficiently meet business objectives. Uses comprehensive knowledge and skills to act independently while guiding and training others to accurately identify and understand the key buying influences pertaining to an opportunity. Uses comprehensive knowledge and skills to act independently while guiding and training others to acknowledge and ask questions to understand the circumstances surrounding client indifference. Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly identify and accurately articulate why a client does or does not want a change based on their business objectives and challenges. Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly and effectively establish trust within the buying centers in the client’s organization. Acts independently to apply comprehensive understanding of the business environment and objectives developing solutions while providing guidance and training to others. Uses comprehensive knowledge and skills to act independently while guiding and training others to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Uses comprehensive knowledge and skills to act independently while guiding and training others to continuously provide effective solutions and value to the client's organization. Uses comprehensive knowledge and skills to act independently while guiding and training others to acknowledge a client's indifference and gain agreement from the client to discover the root causes of resistance. Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on developing, monitoring, interpreting and understanding policies and procedures, while making sure they match organizational strategies and objectives. Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly and accurately define the needs of the key buying influencers. Uses comprehensive knowledge and skills to act independently while guiding and training others to articulate the customer needs in the customer's business language and business context. Applies comprehensive knowledge to act independently while providing guidance and training to others on using clear and effective verbal communications skills to express ideas, request actions and formulate plans or policies. Works at an advanced level to shift into and out of a mental mindsets associated with assessing the facts and circumstances of the current situation and/or environment and making the appropriate/innovative adjustments to thinking and work habits to thrive in any scenario. Typically works independently and provides guidance. Uses comprehensive knowledge and skills to act independently while guiding and training others to arrive at mutually beneficial commitments that help move the sales/client relationship forward. Uses comprehensive knowledge and skills to act independently while guiding and training others to clearly present solutions that link directly to the key objectives and challenges important to the client. Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on maintaining high performance while applying a change mindset to the planning, execution and monitoring of business activities during times of change. Works at an advanced level to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works independently and provides guidance. Uses comprehensive knowledge and skills to act independently while guiding and training others to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained. Uses comprehensive knowledge and skills to negotiate independently while providing guidance and training to others on how to help the organization by obtaining consensus between two or more internal or external parties who may have different interests. Uses comprehensive knowledge and skills to work independently while guiding and training others on managing projects and/or programs within desired cost, time and quality parameters. Uses comprehensive knowledge and skills to act independently while guiding and training others to identify ideal potential clients. Uses comprehensive knowledge and skills to act independently while guiding and training others to spend the appropriate time for the size and potential of each opportunity. Uses comprehensive knowledge and skills to act independently while guiding and training others to uncover clients’ explicit needs and/or unforeseen opportunities and challenges. Applies comprehensive knowledge and skills to work independently while providing guidance and training to others on reviewing and creating relevant, lucid and effective reports. Works at an advanced level to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically works independently and provides guidance. Uses comprehensive knowledge and skills to act independently while guiding and training others to align the client's sales process with their organization's sales process, including the key influencers/sales team members when appropriate. Works at an advanced level to orient work in a workflow to plan, organize, and execute the steps it takes to achieve a goal to achieve higher efficiencies. Typically works independently and provides guidance.

Education

Bachelor’s: Accounting, Bachelor’s: Business Administration, Bachelor’s: Finance

Work Experience

General Experience - 6 to 10 years

Certifications

Securities Industry Essentials Exam (SIE) - Financial Industry Regulatory Authority (FINRA)

Travel

Less than 25%

Workstyle

Resident

At Raymond James our associates use five guiding behaviors (Develop, Collaborate, Decide, Deliver, Improve) to deliver on the firm's core values of client-first, integrity, independence and a conservative, long-term view.

We expect our associates at all levels to:

• Grow professionally and inspire others to do the same

• Work with and through others to achieve desired outcomes

• Make prompt, pragmatic choices and act with the client in mind

• Take ownership and hold themselves and others accountable for delivering results that matter

• Contribute to the continuous evolution of the firm

At Raymond James – as part of our people-first culture, we honor, value, and respect the uniqueness, experiences, and backgrounds of all of our Associates. When associates bring their best authentic selves, our organization, clients, and communities thrive. The Company is an equal opportunity employer and makes all employment decisions on the basis of merit and business needs.

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