Sales and Relationship Manager

Role Overview

Key Objectives

• Retain existing client revenue through strong relationship management and customer satisfaction.
• Achieve annual cross-sell and upsell targets for specified product solutions.
• Partner with internal teams to become a trusted business partner to clients.
• Contribute to building the Calastone brand.

External Responsibilities

• Lead assigned client strategies and engage key stakeholders across each client organization.
• Build industry networking opportunities and position Calastone in line with corporate messaging.
• Understand client priorities, challenges, expectations, decision centers, and competitive landscapes.
• Develop client-specific value propositions and maximize the impact of industry insights.
• Own proposal quality and conclude contract negotiations successfully.
• Coordinate efficient client onboarding with internal and external stakeholders.

Internal Responsibilities

• Maintain concise client profiles and lead annual client strategy reviews with Calastone executives and management.
• Maintain accurate, timely client data in Salesforce and provide monthly and annual revenue forecasts.
• Build relationships with Management, Sales and RM, Operations, Client Delivery, Marketing, Legal, Finance, and Development.
• Maintain product and industry knowledge and analyze industry news, data, and trends.
• Execute sales and client strategies in line with the company's sales and relationship management methodology.

Required Experience

• Proven relationship management experience engaging C-level stakeholders within the funds industry.
• Track record of executing sales and client strategies with multiple internal stakeholders.
• Understanding of Calastone, funds industry participants, fund trading, service providers, custodians, market structures, and regulatory frameworks.

Person Specification

• Strong relationship builder with client Operations and C-level stakeholders.
• Clear focus, organizational capability, and excellent communication skills.
• Ability to influence key decision makers and provide demonstrations of live Calastone products and services.
• Entrepreneurial approach combined with corporate discipline, honesty, integrity, and good IT skills.
• Articulate written and spoken English communication.

Workplace

• The position is based in London and follows a hybrid work model.

Company and Product Context