In the hot seat: Chris Cullen, Senior Account Manager

We recently sat down with Chris Cullen, a Senior Account Manager from our sales team, to learn more about his day-to-day at finova, what he loves most about his role, and insights on the future of Account Management.

What are the essential skills an Account Manager should have?

An account manager must be able to wear many hats. First and foremost, you need excellent communication skills, both in listening to clients' needs and conveying solutions clearly. Relationship-building is key, as maintaining trust is the foundation of any successful account. Being detail-oriented and organised is also crucial, ensuring that deadlines are met and your key stakeholders are engaged appropriately. Finally, problem-solving and adaptability are essential, as you often have to manage unforeseen challenges and pivot strategies quickly.

What project are you most proud of?

I’ve been with finova for over 9 years and in that time have seen a phenomenal amount of growth as we’ve developed our proposition and strengthened our place in the market; the business has transformed year to year and I’m certainly proud to have been part of that journey.  

I think there’s no single project but rather the combination of multiple successes over the years. In general, I’m most proud of accounts where you really get involved over longer timeframes and everyone buys in to the dynamic, partnership approach. A key part to making that work is trust and transparency, as well as making the best use of all the expertise available in both parties. If you get that right, you can confidently deliver a strategy that benefits everyone. Ultimately, we are here to deliver great client outcomes, which in turn drive company growth.  

A glimpse into a typical day?

Morning: Kick off with... a quick reminder of the priorities I set the day before. I’ve always been a big fan of the MoSCoW technique and find it helps me rank the daily ‘to-do’ list

Mid-morning: Dive into... client calls or meetings to check in on key projects

Afternoon: Engage in... strategy discussions with internal teams to tailor any active proposals

Late afternoon: Dedicate time to... preparing any presentations for upcoming client meetings; book any travel for upcoming client visits

Evening: Wind down with... the kids’ bathtime usually! We have two young children and with the hybrid working policy at finova it’s great to see more of them than I would if based at the office 5 days a week. Then energy-permitting some rowing or cycling before cooking dinner – we consume far too much pasta in our family than is healthy!

What do you enjoy the most?

For me it’s the dynamic nature of the job - no two days are the same, and there’s always a new challenge or opportunity around the corner, often when you least expect it!

What does the future look like for Account Management?

The future of account management is going to be increasingly data-driven and proactive. At finova, we are continually looking at ways to collaborate with our clients, gain insights into their individual and collective challenges and aspirations, and anticipate where future priorities will lie so we can stay one step ahead. The ability to combine technology with the human element of relationship management will always be key though.

Do you have any final comments?

I’d say that account management is all about balance - balancing our clients’ needs with finova’s goals and balancing short-term problem-solving with long-term strategic thinking. For anyone looking to succeed in this field, having both the soft skills to build relationships and the technical and commercial skills to navigate data and insights is crucial. It's a rewarding and constantly evolving career.

Interested in joining the team at finova?

Explore exciting opportunities across our business and find your perfect fit. Visit our careers page to view current openings.

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