Relationship Manager

at  McMillan Shakespeare Group

Relationship Manager
The McMillan Shakespeare Group (MMS) is a trusted provider of salary packaging, novated leasing, disability plan management and support co-ordination, asset management and related financial products and services. From our origins in 1988 when we created Australia’s salary packaging industry to today, MMS has a proud history of innovation and exceptional service.
Through our subsidiaries, we offer a breadth of services and expertise designed to responsibly deliver superior long-term value to our clients and customers, which include Federal and State governments and some of the largest public and private sector, health and charitable organisations.
At the heart of achieving this mission is our team. Driven by a passion for the work we do, we work together with our customers to make a real difference to people’s lives.
The Relationship Manager is the primary point of contact between the Client and Maxxia (Salary Packaging and Novated Leasing) and the aim of the role is to be regarded as an industry expert and trusted business partner, which is particularly important within the Not for Profit industry sectors (examples are Healthcare and Government.
The primary purpose of the Relationship Manager role is to retain all clients in the portfolio, along with enabling growth by ensuring solid client relationships are established and maintained with all key stakeholders and & value-adding.
It is the responsibility of this role to achieve 100% client retention, program participation growth, portfolio profitability, cross selling of company products and up-selling of services. In addition, this position is responsible for facilitating maximum access for employee education and awareness, via all channels and media.

• Develop and maintain the strategy for each account, which will include the Employer Profile, Organisational Structure, Key Stakeholder identification, SWOT, Pricing, Marketing, Education and Engagement strategy
• Manage contract renewal and contract negotiation processes, in collaboration with internal stakeholders
• Maintain or increase program participation rates toward benchmark levels for each account within the portfolio
• Work with Relationship Support Officers to maintain accurate client contact details, client insights and data in ERM system
• Plan and facilitate the execution of sales and marketing plans through multiple channels, including on-site event activity
• Proactively engage with internal stakeholders, industry parties and business suppliers as required to ensure sales outcomes are achieved
• Act as an advocate on customers behalf by communicating Employer feedback and information to ensure optimal level of service is provided
• Review and present KPI Reporting at regular Client Program Review meetings
• Document and minute client reviews & visitations in ERM
• Present lead and sales results against targets at Weekly Team Meeting
• Present portfolio sales results at Monthly Team Meeting
• Drive initiatives and constantly seek business improvements within the function to enhance customer service delivery.