Newton - Relationship Manager, Partner Distribution EMEA & APAC
The primary objective of the Business Development Executive, EMEA & APAC is to oversee the processes by which the Newton EMEA and APAC Partnered Distribution teams provide day to day support to BNY Mellon Investment Management EMEA (IM EMEA) and APAC (IM APAC), thereby strengthening Newton's partnership with BNY Mellon, retaining end-clients and maximising Newton's exposure to opportunities in the regions.
Working with the Newton heads of both EMEA and APAC partnered distribution, and collaborating with the team's client service executives, this multi-faceted role includes the following responsibilities:
•Relationship management - Maintain strong links with relevant touchpoints across all BNY Mellon IM EMEA and APAC regional distribution teams, as well as Newton investment team and all other areas of Newton to enable effective support for BNY Mellon IM EMEA and APAC distribution activities.
•Product Advocacy - Co-ordinating and tracking the provision of detailed, accurate and up to date information on Newton products and services to IM EMEA and APAC regional distribution teams in response to both routine requirements and ad hoc queries.
•Event Co-ordination and Preparation - Govern the processes by which Newton provide the resources required to support meetings and events run by IM EMEA and APAC distribution teams, including allocation of investment team members and oversight of the generation of supporting materials such as presentation packs.
•MI Data Governance - Own Newton Salesforce pipeline process for IM EMEA and APAC partnered channels, including monitoring receipt of IM EMEA/APAC pipeline information and working with relevant Newton teams to establish correct reconciliation system in order to identify updated and new opportunities that need to be added to Newton's pipeline.
The Business Development Executive must maintain positive relationships both internally in Newton and externally with IM EMEA and IM APAC, so as to contribute to the management of the distribution relationship and assist with the enhancement of processes and communication between both businesses.
As part of their support to the teams' product advocacy mission, the Business Development Executive will co-ordinate the provision of the teams' responses to Newton-related investment queries from stakeholders, liaising with different parts of both businesses to produce a timely and accurate response. This will require the ownership of the Newton Partnered Distribution inbox, including ensuring other members of the team are appropriately engaged with traffic through it, and following agreed procedures relating to it. They should also develop and enhance an in-depth knowledge of Newton products and services, particularly those portfolios and strategies most relevant to the EMEA and APAC regions, as well as the structures of IM EMEA, IM APAC and other BNY Mellon departments.
In collaboration with Newton's Client Service team, the Business Development Executive will support the servicing of BNY Mellon clients to a high standard. They will oversee the coordination of provision of portfolio manager and product specialist support to IM EMEA and APAC and their clients/prospects across the regions, ensuring full briefings are provided to Newton staff in advance of meetings. They may also be required to host or attend client and prospect meetings, as required, for NA as well as for EMEA and APAC.
The Business Development Executive will also monitor new business opportunities and own the process by which shared RFP/RFIs are generated. Importantly, they will supervise the transfer of Salesforce data from IM EMEA and IM APAC to Newton, making creative use of the system to enable Newton EMEA and APAC partnered distribution teams to track pipeline opportunities, thereby prioritising resources and influencing BNY Mellon sales teams. Key Responsibilities Relationship Management
•Contribute to the management of the distribution relationship through the enhancement of processes to ensure that both businesses collaborate and communicate effectively.
•Drive accountability through engagement with BNY Mellon stakeholders and by helping to establish appropriate governance and review of BNY Mellon's Newton-related activities.
•Work closely with and maintain good working relationships with BNY Mellon and Newton colleagues
•Be prepared to deputise for the Newton heads of EMEA and APAC partnered distribution as required. Product advocacy
•Coordinate the production of responses to stakeholder queries in a timely manner - seeking input from the broader Partnered Distribution teams and Newton more widely as required. Share responses with colleagues and, where notable, other relevant teams across both businesses to drive efficiency, leverage global expertise and encourage communication culture, idea generation and best practice.
•Coordinate Newton input into the completion of RFPs and DDQs for EMEA-related opportunities. Ensure IM EMEA/IM APAC and Newton stakeholders adhere to the agreed RFP process and that deadlines for production and review of materiel are met.
•Coordinate the timely provision of data and other information as part of regular requests to support IM EMEA client reporting.
•Convey knowledge to all stakeholders in order to improve their understanding of Newton's investment offering and portfolios; and support BNY Mellon's distribution and business development efforts.
•Develop investment knowledge and a solid understanding of Newton's investment products and processes. Identify areas to improve knowledge and understanding, addressing these through close interaction with the Newton heads of EMEA and APAC partnered distribution, as well as the Newton investment team, review of literature and pursuit of relevant qualifications.
•Understand and ensure compliance with local regulations and reporting requirements. Event Co-Ordination and Preparation
•Work with Newton heads of EMEA and APAC partnered distribution to ensure allocation of Newton resources to IM EMEA/APAC events is in line with strategic priorities.
•Co-ordinate the provision of Newton support to client or prospect meetings and the production of associated material, attending or hosting meetings as required.
•Ensure processes for securing appropriate levels of pre-meeting information from IM EMEA/APAC are in place, and be prepared to seek it out when it is not forthcoming.
•Check Newton Investment team provide appropriate input into collateral supporting IM EMEA/APAC events, support Newton client services team in extracting this from the investment team, and ensure appropriate preparation time is allowed.
•Work with IM EMEA/APAC and Newton compliance teams to so that appropriate processes are in place to ensure materials are compliant for the market in which they are to be presented are efficient and effective.
•Where appropriate, suggest improvements to existing messaging and materials (e.g. presentation, RFP database) to better connect with local audience based on own views and stakeholder feedback.
•Assist Newton heads of EMEA and APAC partnered distribution with the co-ordination and implementation of product training to relevant BNY Mellon colleagues and distribution partners (e.g. intermediaries) as required.
•No more than once a quarter, be prepared to attend IM EMEA events across the region, to verify the relevance of the activity to Newton's sales strategy and properly understand the needs of the sales teams. MI Data Governance
•Own Salesforce pipeline process, including monitoring receipt of IM EMEA and APAC pipeline information and working with relevant Newton teams to establish correct reconciliation system in order to identify updated and new opportunities that need to be added to Newton's pipeline.
•Work with Newton heads of EMEA and APAC partnered distribution to ensure opportunity statuses are accurate and use Salesforce to accurately track Newton's pipeline in the region, engaging with BNY Mellon to ensure the most timely, accurate and relevant data and MI possible.
•Assist Newton heads of EMEA and APAC partnered distribution to document all meaningful interactions with BNY Mellon or other stakeholders and keep other relevant stakeholder informed/copied into emails. Additional Responsibilities Financial
•Manage any delegated budget in a manner that will best serve Newton's best interests.
•Provide the Finance Department with monthly tracking and projection information.
TCF, Regulatory and Compliance Responsibilities
•Be aware, maintain knowledge and adhere to the relevant regulatory and legal obligation of the function managed, including local and wider group policies. This should include an understanding, and the appropriate application, of the FSA requirements, the Six Consumer Outcomes and Newton's TCF commitments. TCF, Regulatory and Compliance Responsibilities
•Be aware, maintain knowledge and adhere to the relevant regulatory and legal obligation of the function managed, including local and wider group policies. This should include an understanding, and the appropriate application, of the FSA requirements, the Six Consumer Outcomes and Newton's TCF commitments.
•Report any suspected breaches to the Compliance or Legal departments, as appropriate immediately on discovery. Risk Management
•Monitor, document and report business risks and internal controls of the function managed, alerting Senior Management immediately of any significant changes. Business Continuity
•Maintaining and test a current and effective continuity plan to ensure an appropriate response to any disruption to systems, information services, communications and office facilities. Staff (if appropriate)
•Provide clear direction and leadership to teams managed.
•Set professional example to staff.
•Support and encourages staff development, objective setting and appraisal.
•Ensure adequate succession plans are in place for the functions managed. Generic Staff Responsibilities
•Comply with all BNY Mellon corporate policies and procedures, including HR policies and procedures, applicable to BNY Mellon.
•Alert management including the Chief Risk Officer and / or the EMEA Chief Risk Officer immediately of any significant changes to business risks and internal control effectiveness.
•Notify management and/or the Chief Compliance and Ethics Officer and Head of International Compliance immediately on discovery of any material regulatory breach.
•Comply with all Security and Health & Safety policies and procedures operating within the business. Qualifications Values:-
1.Client Focus - demonstrates clear understanding of importance of effective customer service, internally and externally.
2.Trust - evidences high standards of integrity and openness.
3.Teamwork - demonstrates ability to work effectively as a member of a team, a collaborative style, and understands the value of diversity.
4."Outperformance" - evidences the ability to exceed expectations of others. Core Competencies:-
1.Global Acumen - Developing and incorporating an understanding of the competitive global business environment as well as an awareness of economic, social and political trends that affect the organization's global strategy.
2.Developing Strategic Relationships - Using appropriate interpersonal styles and communication methods to influence, collaborate and build effective relationships with business partners (e.g., peers, functional partners, external vendors and alliance partners).
3.Building Organisational Talent - Attracting, developing and retaining talented individuals. Providing timely coaching, guidance and feedback to help others maximize their potential and meet key accountabilities. Using appropriate methods and interpersonal styles to develop, motivate and guide a team toward successful outcomes and attainment of business objectives.
4.Change Leadership - Continuously seeking (or encouraging others to seek) opportunities for different and innovative approaches to addressing organizational problems and opportunities.
5.Client Orientation - Cultivating strategic client relationships and ensuring that the client perspective is the driving force behind all value-added business activities.
6.Driving Execution - Translating strategy into operational reality. Breaking down strategic priorities or business initiatives into key tasks and identifying accountabilities. Aligning communication, people, culture, processes, resources and systems to ensure effective implementation and delivery of required results. BNY Mellon is an Equal Employment Opportunity Employer. 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. Primary Location:
United Kingdom-Greater London-London Job:
Asset Management Internal Jobcode:
Newton-HR06148 Requisition Number: