The Strategic Relationship Management function is the critical component that pulls together the resources of the various stakeholders within Business Development to provide a cohesive, integrated approach and supports the overall Group Executive of Business Development in achieving strategic objectives. By virtue of Signa Group being a very diverse working environment with a key focus on transformation in a culturally diverse economy of South Africa,

SRM must be culturally astute and competent in working with colleagues, and external parties, and respond appropriately to the potential challenges that may be faced in the effort of extracting the maximum value from various stakeholders internally and externally. Team reporting to the Group Executive of Business Development who may amend responsibilities from time to time in line with changing organisational strategy, structure and roles.

The duties include the following:

• Act as primary contact and maintain good relationships with clients so that the business can maximize the value of those relationships

• Network and create strong relationships with Relationship Custodians and key client stakeholders at both decision-making / Executive, and senior management levels

• Be externally focused and identify key contacts at potential Strategic Client and Strategic Partners / companies to establish and foster relationships.

• Grow the client relationship by identifying new sales and business development opportunities/ Seek opportunities to cross-sell or upsell to existing clients.

• Participate in one-on-one meetings with clients and or strategic partner cluster forums to explain services/expose Signa products and guide their choices.

• Propose and agree opportunities for, the frequency of, as well as client centric nature of

interaction/engagement sessions, as well as internally with Business Units

• Understand the problems and challenges of clients and identify solutions/ways Signa could better address those needs.

• Contribute/inform product innovation/development.

• Draft/coordinate the development/drafting of proposals for strategic clients.

• Manage requests for proposals and renewals by collaborating/coordinating effectively with Account managers and Strategic Partners and/or Relationship custodians.

• Collaborate with Marketing department to ensure proper branding and effective internal and external campaign development.

• Inform current and potential strategic partners and clients about key business developments to ensure a first to market advantage.

• Organize/coordinate and participate in capacity building/training(webinars)/information sessions for strategic clients and strategic partners.

• Collaborate effectively with (Key) Account Managers, and Relationship Custodians to ensure customer complaints/enquiries are resolved /handled promptly and professionally.

• Take total responsibility for the provision of excellent communication and contact on service matters to maintain a positive reputation for the business by leveraging most efficient resources including CRM.

STRATEGY

• Participate and contribute as required towards the development of client/sector solutions for Signa's Businessn Development and networking strategy.

• Contribute to the identification and articulation of Signa's unique selling propositions and differentiators.

• Canvas client feedback to inform stakeholders of the development and continuous improvement of Signa's services and products.

• Serve cross-silo/functionally, internally and externally in raising the profile of Signa, its client relations and perceptions of service/ quality.

LEADERSHIP AND MANAGEMENT

• Manage Strategic relationship team members effectively to achieve outcomes and targets set by the strategic relationship team.

• Review, manage and contribute to achieving an optimal strategic relationship team structure.

• Manage strategic partners, clients, and projects, ensuring internal collaboration for adherence to SLAs.

• Coordinate meetings as per internal and external SLA with stakeholders for alignment with Business units, marketing on internal and client expectations

• Prepare and submit inputs to strategic client/partners to marketing/executive communication.

• Analyse client /partnership data/CRM information and recommend and advise movement/promotion to strategic.

• Ensure preparation, negotiation of and management of contracts related to the strategic clients and partners, ensuring compliance with strategic objectives, internal policies, procedures and regulatory obligations.

• Oversee and manage all reporting and control tasks performed within the SR department.

• Identify, monitor and manage risks related to client relationships.

• Inspire cross-silo teams to implement client strategies and to achieve objectives and targets.

• Undertake training and mentoring to business developers/strategic partners and cross-silo team/collaborative members.

CLIENT MANAGEMENT

• Work with Signa Management, and technical staff/specialists and other internal colleagues to meet client needs.

• Facilitate collaboration between leadership to deliver effective managed/Cross-silo solutions for identified clients.

• Manage client and strategic partner relationships to ensure ongoing mutual benefit.

• Arrange and participate in internal and external client debriefs, training workshops.

• Comply with governance requirements.

• Adhere to Signa's philosophy to the requirements of Signa's Intellectual Property Policy, ethics policy and relevant Data Protection legislation.

• At all times to work in a manner that ensures the health and safety of team members and clients, partners on Signa's premises.

PROPOSALS

• Obtain and distribute proposals from the group entities based on Strategic Partner requests in a timely manner to ensure the needs of the SP’s and eventual clients are met.

• Assist in combining strategic proposals which might require input from multiple group clients to meet the needs of the clients.

• Write persuasively, including executive summaries and other critical components of deliverables such as capturing actions from meetings with proposal team members, capture teams, and understanding of the business's value proposition

• Implement or coordinate writing by content contributors/authors, lead-generators, and collate / capture to ensure proposals are clear and concise proposals.

• Adhere to and coordinate approval of exceptions/deviations from standard features/clauses inclusive of pricing of proposals.

AUTHORITY

• Inform/recommend differentiating penetration solutions for strategic client business development and sales efforts.

• Contribute and motivate for the review cross-silo sales solutions/product innovation to ensure Signa market relevance.

• Enforce the Group's regulation/policies and the governance practices within own collaborative team and for mitigation of risk.