Job description

A Relationship Manager's role is to manage relationships between a company and its existing and potential client base.

Achieving a sale from a new client is one thing, managing that client over a period of time is another and this is where the Relationship Manager excels, ensuring that high levels of customer service (both pre and post sales) are provided and that each client's potential in terms of revenue is achieved. The Relationship Manager will work closely with all their clients and build up a sound long term relationship in which, as the clients' businesses grow, so too do sales from those clients.

As well as maintaining relationships with existing clients, Relationship Managers must also seek new opportunities for business development within their industry or defined geographical area. This is done through a variety of channels including meeting other potential customers via recommendations made by their existing clients.

Generally, an in depth understanding of their industry is essential so that as a client's needs grow, the Relationship Manager understands these needs and how to satisfy them.

Some duties include:

• Speaking regularly with existing customers to establish their needs.
• Sourcing leads for new business generation.
• Keeping up to date with developments within the industry or territory.
• Monitoring competition, who's selling what to whom?
• Presenting solutions to clients' requirements.
• Regular liaison with other areas of your business, for example the marketing department.
• Providing market appraisals to more senior members of your organisation.
• Attending trade shows and networking events.
• Exceeding those sales targets!

Qualifications

None are formally required other than a decent track record of sales and customer service within another business. Displaying that you have been trained well and have some sales essentials, such as negotiation skills, door opening skills, closing skills and account management experience will jump out from your CV to potential employers. If you're aiming to work in a technical business, a degree in a related subject may be required.

Salary Snapshot

Recent salaries for Relationship Manager Jobs advertised at the time of writing (January 2010), include:

• £30-33,000 plus commission for a Sales and Relationship Manager working for an online coupon firm based in London.
• £22-25,000 plus good benefits for a Sales Relationship Manager working for a card services firm based in the Midlands.
• £30-38,000, OTE £60k for a Relationship Manager working for an agricultural machinery form based in Yorkshire.
• £28-32,000 plus great benefits and OTE £50k for a New Business Relationship Manager working for a plant hire firm based in Manchester.