🤝 Relationship Partner (RP) – Full Role Guide
Department: Sales & Business Development
Reports to: Head of Business Development / Sales Director
Location: Remote
1️⃣ Role Summary
The RP is not just a deal closer — they are the client’s long-term business partner.
They:
- Receive hot, fully nurtured leads from the Business Development Associate (BDA)
- Close deals while building trust-based, lasting relationships
- Continue providing value and support even after the sale
- Act as the client’s extended sales & sourcing team
💡 The RP’s mission is to ensure retention, growth, and trust over years — not just months.
2️⃣ Core Responsibilities
- 📥 Receive hot leads from BDA with full context & background
- 📞 Make first contact within 24 hours, referencing pain points & needs
- 🤝 Build strong, trust-based relationships beyond the first sale
- 🎯 Present tailored solutions for current and future needs
- 📑 Negotiate and finalize deals efficiently
- 🔄 Maintain ongoing communication as the client’s sales partner
- 📝 Share client insights with BDA & RS to improve targeting and offerings
- 📈 Identify upsell and cross-sell opportunities through regular engagement
3️⃣ RP Workflow
Step 1 – Lead Handover from BDA
- Review lead score, engagement history, and BDA notes
- Understand pain points, urgency, and buying authority before calling
- If possible, join BDA on a warm introduction call for a smooth transition
Step 2 – Initial Contact & Relationship Foundation
Goals:
- Confirm understanding of client’s needs & challenges
- Position yourself as their extended sales/procurement team from day one
- Begin building trust-based, long-term partnerships
- Show reliability, market knowledge, and commitment to their success
- Provide immediate value (market update, pricing insight, quick tip)
Step 3 – Solution Presentation & Negotiation
- Present tailored offers matching client requirements
- Highlight efficiency, transparency, and competitive advantages
- Handle objections with solutions, not pressure
- Agree on pricing, terms, and timelines professionally & transparently
Step 4 – Deal Closure
- Confirm final terms in writing
- Send contract or purchase order promptly
- Ensure seamless transition to operations for execution
Step 5 – Continuous Partnership
- Maintain regular, proactive contact even when no deal is active
- Share market intelligence, price updates, and new opportunities
- Conduct quarterly business reviews for performance & future needs
- Remain the go-to point of contact for sourcing needs
- Keep BDA & RS updated on market signals & client needs
4️⃣ KPIs (Key Performance Indicators)
- 📊 Closure rate of hot leads
- 🔄 Repeat business percentage
- 📈 Average deal size growth per client
- 🏆 Client retention rate
- 💰 Number of cross-sell/upsell wins
5️⃣ Required Skills
- 🤝 Strong relationship-building ability
- 🗣 Negotiation & persuasion skills
- 🌍 Deep market knowledge
- ⚡ High responsiveness & reliability
- 💡 Solution-oriented mindset
⭐ Golden Rules for RPs
- Be a partner, not just a vendor
- Stay in regular contact, even without active deals
- Build trust from Day 1 and maintain it for years
- Be proactive in spotting growth opportunities
- Share insights & updates to strengthen the sales process
🏅 Remember: The RP role is about long-term value creation — making every client feel like we are part of their team, not just their supplier.