Partnership Sales Manager - South Central

About Allica Bank

Allica is the UK’s fastest growing company - and the fastest-growing financial technology (Fintech) firm ever. Our purpose is to help established SMEs, one of the last major underserved opportunities in Fintech.

Established SMEs are the backbone of local communities - representing over a third of our economy - yet have been largely neglected both by traditional high street banks and modern fintech providers.

Purpose of Role

Finding effective ways of generating new business is critical to our continued growth. One way is through partnerships with third-parties who refer their SME clients to Allica on an ongoing basis based on mutual trust. Our Partnerships Sales Team work with trusted advisors to established SMEs, in particular their Accountants.  As a Partnerships Sales Manager you’ll be responsible for developing and nurturing trusted relationships with accounting firms in your region. Your focus will be on winning active new Business Rewards and Savings Accounts, taking responsibility for the end-to-end client experience – generating referrals, onboarding clients and delivering funded accounts. For additional lending requirements you will co-ordinate the introduction to our specialist Relationship Manager (RM) team.  You will be responsible for proactive outreach to these larger accounting firms, introducing them to Allica and presenting how we can support their clients with our business banking services. You will take a consultive sales approach, overseeing and following through with the relationship at a corporate level. You will increase our presence across the firm’s stakeholders and multiple offices.

This role will include regional travel to meet with your partners. Your activity will also be supported by our Marketing team. This will include attending and hosting events, roundtables, educational webinars and contributing to case studies. You will build excellent regional relationships with key organisation in the wider accountancy industry, including software providers (e.g. Sage, Xero) and industry bodies (e.g. ACCA, ICAEW) to develop awareness, credibility and trust. It is vital that our Partnerships Sales Manager is experienced in B2B sales and account management, managing multiple stakeholders, creating revenue opportunities and reporting across their portfolio. Experience in enterprise sales is also beneficial.  As a Partnerships Sales Manager, you may also be involved in building relationships with other local partners such as business advisors and business chambers. This role does not include working with commercial finance brokers, these partnerships are managed by a dedicated team within the bank.

Principal Accountabilities

• Working with a regional portfolio of Top 100 accounting firms. This will include cold outbound, warm inbound and actively referring partners. Managing firms through each stage of our pipeline towards becoming repeat new client referrers.

• Taking a consultative approach to build trust and understanding, establishing Allica as the most recommended bank by accountants.

• Managing the relationship at a firm level, increasing our presence and awareness across their multiple accountant colleagues, stakeholders and offices. This role will include regional travel and regular in person meetings.

• Introducing our Business Rewards Account and associated cash management products for the firm and their clients. Being responsible for the end-to-end client onboarding journey, funding and usage of accounts.

• Qualifying and assigning each firm to an appropriate Relationship Manager (RM) when they / their clients require an Allica lending product (e.g. commercial mortgage).

• Being the dedicated Allica representative for a firm to speak to. Always being professional, proactive, knowledgeable, precise and friendly, and always exhibiting our values of Straightforward, Integrity, Collaborative and Delivery.

• Delivering and improving our Accountants Playbook. Ensuring we build trust, credibility and knowledge through our communication, activity and processes. Ensuring firms are positively onboarded as partners and become active, repeat referrers.

• Running regional activities, including events, roundtables and webinars and team meetings alongside colleagues and third-party organisations, where appropriate.

• Providing firms with an effective Partnerships Pack with information about identifying and introducing clients to Allica. Supporting them with marketing materials and joint initiatives.

• Managing your portfolio and following our customer relationship management (CRM) process. Ensuring we capture, track and report on progress. Demonstrating quality, effectiveness and informed decision making.

• Actively mana