Relationship Manager - TPA in London

Overview

As a Relationship Manager you will play a key role in expanding Vitesse's presence in serving the global insurance market. You will help strengthen engagement with Third Party Administrators (TPAs) and Brokers to create advocates of our service proposition. You will be responsible for ensuring that insurance companies and all relevant TPAs and Brokers are using the platform optimally, drive wider adoption, and identify cross-selling opportunities to meet our growth targets.

We are a fast-growing team with big ambitions and offer opportunities to play an integral role in Vitesse’s growth, alongside colleagues and customers.

Responsibilities

• Develop strong relationships with existing key clients through proactive engagement, effective communication and a deep understanding of our product offering
• Attend and own agenda points at regular business and service review meetings
• Manage relationships with a portfolio of approximately 40 insurance customers and platform users, developing and owning the relationship to identify opportunities
• Understand the customer’s corporate/organization structure, stakeholders and potential whitespace; articulate this within Vitesse and act as a client advocate
• Understand the customer’s multi-level strategy and fit with Vitesse; relate the company’s annual report to the delegated authority teams’ activities
• Understand the client’s roadmap, needs and pain-points; maintain knowledge of customer sector, payments and the platform
• Proactively learn and educate in advance of client engagements
• First point of contact for strategic/commercial queries for existing clients; coordinate internal processes/resources to reach resolution

Improve Proposition

• Engage external and internal stakeholders to ensure client feedback informs system and process development and the product roadmap
• Maintain a tracker of service and product feedback and escalate to prioritize platform/process improvements
• Analyze data to identify payment patterns, optimize payment flow, increase revenue and enhance the Vitesse experience; coordinate with BD, RM, Ops to implement

Service Delivery

• Collaborate across the organisation to satisfy customer requirements efficiently
• Provide best-in-class service and strategic solutions to improve client operations
• Deliver new product initiatives to existing customers and assess viability on a per-customer basis
• Communicate product and service plans and rollout to clients
• Act as escalation point for non-contracted TPAs when queries are not timely resolved

Revenue and Growth

• Prepare client presentations and sales materials to support conversations
• Identify and execute on revenue opportunities across the existing client base (cross-sell, upsell, new geographies)
• Share new product initiatives with existing customers and assess viability per customer

Engagement and Onboarding

• Support onboarding for non-contracted TPAs and present Vitesse’s proposition to selected TPAs
• Deliver engaging overview sessions of Vitesse to stakeholders or new TPAs as requested

Lloyd’s of London Programme – Faster Claims Payment (FCP)

Deliver engaging overview of FCP and Vitesse proposition to non-contracted TPAs

Customer Data

Maintain accurate customer data using tools (e.g. Salesforce, Zendesk) to provide accurate revenue and resource forecasting

Industry Knowledge

Apply knowledge of the insurance industry to navigate and deliver business results

Requirements

• 1-3 years’ experience in a related sales or account management role with a proven track record in growing a portfolio through consultative sales and relationship building
• Experience within an insurer or TPA is essential
• Excellent interpersonal, verbal and written communication skills
• Ability to manage multiple tasks, projects and deadlines simultaneously
• Proficient in Microsoft Office and Salesforce for client management
• Ability to work effectively in a team environment

Benefits

• 25 days holiday per year (increasing with service) + bank holidays
• Hybrid working arrangements with minimum 2 days in the office
• Contributory pension, enhanced parental leave, cycle to work, private medical insurance
• Therapy access, gym membership discounts, financial coaching
• Volunteer leave and sabbatical options
• Ongoing learning and development support

Equality and Inclusion

We are an Equal Opportunity Employer and are committed to creating an inclusive environment that enables everyone to perform at their best. If selected for an interview, please indicate any interview adjustments you may need.

About Vitesse

Vitesse is a payments provider for the insurance and treasury industry, FCA regulated, with a global payments network and treasury optimisation services. We value collaboration, customer centricity and integrity, and are looking for like-minded people to join our journey.