Position Objective
The role of the Relationship Manager - Major Oil Co’s is to be a key relationship point of contact for our Major Oil partners in Asia. The primary objective is to support the growth and commercial success of WEX's expanding business across the Asian market. WEX is on a journey to modernise the payment experience for businesses, drivers, and merchants/site operators, and this role is instrumental in driving that change with our partners. The Manager will provide ongoing commercial support to our strategic Oil partners ensuring growth and opportunities are realized, and act as a commercial lead providing direction and guidance to internal teams (Product, Technology, Operations, Risk, Finance, and Legal) to support the Oil Co’s. It requires the individual to understand the competitive environment of the allocated portfolio and ensure the delivery of best practice in implementing new products and services, improving operational processes and procedures, and resolving issues.
Key Responsibilities
Relationship/Account ManagementEnsure a deep understanding of the client’s business across the Asian market is maintained and WEX’s opportunities are leveraged.
Identify opportunities and provide direction on development and implementation of suitable solutions as required, particularly those supporting the modernisation of the payment experience.
Support the Business Development activities of the Major Oils Team at WEX in closing deals across existing/new portfolios in the Asian market.
Provide oversight and direction for resolution of client issues as required by WEX to ensure communications with key contacts at the Major Oil companies in Asia are handled professionally and in the best interests of WEX.
Identification and implementation of business improvements that are commercially beneficial to WEX and our clients.
Sharing of best practice across the team.
Identify customer issues and provide business solutions to benefit both WEX and the customer.
Develop consistency in approach across clients and WEX’s business units to reduce complexity and increase satisfaction.
Coach and develop the allocated portfolio’s key stakeholders to ensure they are advocates for WEX and promote and sell WEX products and services to their clients and prospects.
Internal stakeholder management to seek agreement and buy in to support customer functions and requirements.
Use of CRM for client management.
Provision of reporting and metrics on client performance, at regular intervals and on an ad hoc basis.
Maintain internal knowledge base to ensure information is up to date, all team members are using standard templates, customer comms etc. for consistency.
Attending client meetings for both new business and existing business.
Other ad hoc tasks as and when requested.
Key Challenges
Increased knowledge of WEX product offerings and operational processes and procedures relevant to the Asian market.
Must be seen as a trusted advisor to clients.
Gaining a deep understanding of our client’s business, systems and processes in a diverse Asian market.
Identifying customer gaps and pain points and developing solutions to fulfill customer needs.
Gaining internal stakeholder buy in to deliver outcomes.
Minimum 7 years’ experience in managing strategic accounts.
Proven experience in meeting KPIs and excellence in client service.
Ability to establish a “trusted partner” relationship with clients.
Ability to work cross functionally with internal stakeholders to deliver the requirements of the customer.
Demonstrated experience in liaising with key internal and external senior stakeholders.
Highly competent and confident in group and individual presentations.
Ability to work independently and autonomously.
Excellent communication skills and ability to liaise effectively across all levels of the organisation.
Ability to juggle competing priorities and work to strict deadlines.
Strong organizational and leadership skills.
Strong attention to detail.
Mature approach.
Ability to work autonomously and as part of a team.
Willingness to travel across the region in support of our many relationships in Asia
