Relationship Manager

Opening its doors over 40 years ago, FSSI is one of the largest woman-owned providers of document services in the western United States, specializing in highly-customizable print and mail, electronic delivery, marketing and compliance solutions. As a vibrant, growing organization, FSSI is looking to expand our team.

We are currently looking for a Relationship Manager to join our Business Development team in Santa Ana, CA. This position assists the Chief Revenue Officer in the overall management of the client portfolio and is responsible for client retention, upselling of products/services, and identifying new revenue generating opportunities to grow the portfolio.

This is a full-time, hybrid position. The position will work onsite at least 3 days a week for an initial training period of no less than 90 days.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Manage overall relationship profitability and portfolio risk and is responsible for profitable growth of the portfolio.
• Increase revenue by seeking out new business opportunities with current clients and solicit new business from prospects.
• Create and maintain an active dynamic pipeline of prospects, based on cold calling, attending trade shows or industry association meetings, referrals or receiving prospects from FSSI management or marketing.
• Develop, present or submit formal bids, pricing proposals, and/or Request for Proposals (RFPs) as needed by potential clients or existing portfolio accounts.
• Determine and communicate overall terms and conditions related to contractual relationships and client requirements.
• Pre-qualify the suitability of potential revenue generating prospects.
• Discern FSSI capabilities appropriately, matching prospective client requirements and/or profitability expectations.
• Foster and develop channel partner relationships in order to generate new revenue opportunities.
• Prepare and host in-person and virtual presentations to introduce FSSI and its products/solutions, with the assistance of internal teams.
• Interface with the FSSI Client Services representatives assigned to convert new work to FSSI and communicate with the client as needed.
• Prepare annual forecast of portfolio accounts and compare to actual on a monthly basis.
• Prepare quarterly or annual presentations and visit all business relationships at least once a year, or as deemed necessary by management.
• Ensure client pricing reflects all services provided by FSSI to the clients.
• Represent FSSI at trade shows and trade association meetings.
• Bring marketplace feedback to the attention of FSSI management.
• Engage in contractual negotiations.
• Advise and inform internal teams on best practices in meeting each client’s needs.
• Assist internal teams with resolving any issues, handling escalated cases directly with the client.
• Maintain all contact information and call activity in FSSI’s CRM program, generate pipeline reports and sales dashboard statistics as defined by management (such as calls, building tours, online demos).
• Attend FSSI’s Annual Sales Conference, Client Conference, quarterly all-employee meetings, and monthly sales team meetings as requested.
• Consult and advise clients on the most effective solutions to meet their requirements.
• Keep up-to-date on our industry and the industries of clients and their portfolios.

Requirements

EDUCATION, EXPERIENCE & SKILLS

• Must have a bachelor’s degree in business, communications or related field.
• 3 or more years' experience in relevant sales techniques is required, or substitutable experience in a series of relevant sales and business development positions.
• Demonstrable track record of achieving quotas and closing deals.
• Strong business development and client relationship skills, and business writing and communication skills required.
• Must work autonomously to make sound business decisions and exercise authority appropriate to one's experience and level of responsibility.
• Demonstrated ability to create and deliver presentations tailored to audience needs.
• Intermediate level knowledge of Word, Excel and PowerPoint required.
• Strong prioritization, time management, multi-tasking, attention-to-detail, and organization skills.
• Knowledge of social media platforms such as LinkedIn, Twitter, Facebook, Google+ and other relevant platforms.
• An aptitude for learning, interpreting, and communicating complex technical concepts and processes.

PHYSICAL REQUIREMENTS

Regularly required to sit, talk and hear. Frequently required to use hands and/or fingers to grasp, handle or feel; and reach with hands and arms. Occasionally required to stand; walk; and stoop, kneel, or crouch. Specific vision required by this job include close, distant, and peripheral vision, and focus adjustments. This position is expected to work as part of a team and as independently. Some travel required to attend conferences, trade shows and client visits.

Benefits

FSSI offers its employees competitive pay and benefits with opportunities for growth and advancement. Benefits include (subject to eligibility and plan terms):

• 401(k) & Roth
• Participation in Employee Stock Ownership Plan
• Medical, Dental, and Vision Insurance coverage
• Life insurance provided, and voluntary additional life insurance options
• Paid holidays
• Paid sick leave
• Vacation time
• Employee Assistance Program
• Additional perks and employee programs

All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex or gender, national origin, disability, or status as a protected veteran.

Hiring Salary Range: 90k - 100k annual salary

Schedule: Full-time, Hybrid. Will work onsite at least 3 days a week for an initial training period of no less than 90 days.