Responsibilities

  • Independently manages a portfolio of existing clients or prospects, focusing on client satisfaction, relationship building and responsible business growth that is compliant, of acceptable risk and profitable.
  • Serves in a consultative role to clients and prospects, advising top leadership on the best way to achieve their short- and long- term strategic objectives through the firms solutions.
  • Assists small to moderate emerging institutional prospects or clients with high-growth potential, increased complexity of strategic needs and a longer pursuit process.
  • May also pursue advantageous strategic partnerships with third parties in order to better respond to client/prospects needs.
  • Responsible for executing trades and managing of the sales book
  • Performs in-depth industry research and maintains an understanding of the market environment, including short- and long-term trends, competitor offerings, regulatory developments etc. in order to achieve account growth or new accounts.
  • Generates leads from within existing client accounts or as a results of industry research, prospecting.
  • Incumbents are highly experienced in independently developing leads and initiating contact with prospects.
  • Client/prospect contacts are usually institutional leadership.
  • Assists lower level peers with complex analyses when needed. Consults with clients/prospects on their strategic vision and uses an in-depth understanding of the firms solutions and value proposition to help achieve that vision.
  • May offer customized product offerings.
  • Develops a negotiation strategy and position to align client/prospect needs to firm offerings.
  • Closes new prospects or new client arrangements by structuring deals (pricing, contract terms, etc.) that achieve optimal terms for both the client and the firm.
  • Ensures deals are compliant with all regulations.
  • Marshals firm-wide resources (marketing, legal, compliance, etc.) to ensure the most appropriate response to prospect proposals and deal structure.
  • Work closely with related teams (RMs, AMs, CSD) and other firm-wide resources (marketing, legal, compliance, etc.) to ensure all risk management/compliance activities relevant to business development, relationship management, and/or account management activities are conducted and captured.
  • Tracks and reports on business development, relationship management, and/or account management results for assigned area (geographic, business/industry category, product category, etc.) Builds reports for use by senior leaders that identifies trends, opportunities, potential areas of concern, etc.
  • Provides guidance to less experienced business development, relationship management, and/or account management roles as needed.
  • Responsible for business development, relationship management, and/or account management within assigned area (geographic territory, product category, business/industry category/segment, etc.).
  • Typically pursues emerging, moderately-sized prospects with increasingly complex needs.

Qualifications

  • Bachelors degree or the equivalent combination of education and experience is required.
  • Advanced/graduate degree preferred.
  • 10-15 years of total work experience preferred.
  • Financial Services experience with a particular client type or product (Hedge, Pension, etc.) preferred as is prior experience in a related customer-facing role, Sales Support, Global Capital Markets or Product Management.
  • Applicable local/regional licenses or certifications as required by the business.
  • A good understanding of the relevant marketplace, competitive landscape and industry drivers in the relevant region is preferred.
  • As global firm, bi-lingual capabilities are helpful as is an understanding of local/cultural nuances important for client trust

BNY Mellon is an Equal Employment Opportunity/Affirmative Action Employer. Minorities/Females/Individuals with Disabilities/Protected Veterans. Our ambition is to build the best global team – one that is representative and inclusive of the diverse talent, clients and communities we work with and serve – and to empower our team to do their best work. We support wellbeing and a balanced life, and offer a range of family-friendly, inclusive employment policies and employee forums.

BNY Mellon is an Equal Employment Opportunity/Affirmative Action Employer. Minorities/Females/Individuals With Disabilities/Protected Veterans.

Our ambition is to build the best global team – one that is representative and inclusive of the diverse talent, clients and communities we work with and serve – and to empower our team to do their best work. We support wellbeing and a balanced life, and offer a range of family-friendly, inclusive employment policies and employee forums.

Seniority level
Not Applicable

Employment type
Full-time

Job function
Finance and Sales

Industries
Financial Services

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