Principal, Relationship Management Principal, Relationship Management …

BNY Mellon
in New York, NY, United States
Permanent, Full time
Last application, 20 Feb 20
BNY Mellon
in New York, NY, United States
Permanent, Full time
Last application, 20 Feb 20
Principal, Relationship Management
Worksclosely with the Director of Strategic Partnership Solutions (SPS) withinTreasury Services CGNP (Corporate, Government & Not-for-Profit)relationship management team to develop the strategic plan for managingand growing existing SPS client relationships and prospects, with a focus onretaining and increasing revenue.

Identifiesopportunities to evolve client business with complex and large companies forincremental growth. Serves in a consultative role to the client, advisingclient top leadership and business units on the best way to achieve short- andlong- term strategic objectives. From a global, bank-wide perspective, workswith Director of SPS on emerging client accounts with high-growth potential andincreased complexity of strategic needs.

Hasdeveloped significant expertise on industry trends, competitorservices/offerings and clients' business environment. As the client advocate,often serve as the ultimate escalation point for client satisfaction. Consult with clients on their strategic vision and how the firm can helpthem achieve that vision, as documented by a robust account plan. Promote firmservices/product offerings that solve client challenges and achieve accountgrowth. Research client issues and bring to resolution.

Maybe assigned as owner/expert of a particular process or new product from arelationship management perspective. Conduct frequent and regularcheck-ins with assigned clients, ensuring their continued satisfaction andstrategic alignment with firm services/product offerings. Continuallyevaluate current client needs and new business opportunities and ensuresustained client engagement.

Develop,track and report on relationship strategy/results for assigned clientportfolio. Contribute to the development of team/unit metrics, dashboardsand roadmaps. Work closely with business development teams and Directorof SPS to ensure relationship management strategy is executed by accountmanagement, client service and other internal firm-wide teams. Keep abreast ofclient account activity occurring throughout the firm and often serve as theultimate escalation point for client satisfaction.

Mayassist with prospecting new clients in a similar industry or segment ofexisting clients. Conduct service review meetings and assist in clienttraining, sharing of market information/experience. Contribute to thedevelopment of overall RM strategies for the unit. May work with otherRelationship Managers and/or marshal firm-wide resources (marketing, legal,compliance, etc.) to ensure client needs are being addressed and to proactivelyinform clients of industry developments or firm thought leadership.

Ensuresnew business development, client onboarding and/or risk management activitiesare conducted and captured including but not limited to KYC(Know-Your-Customer), BAC (Business Acceptance Committee), AMLOC (Anti-MoneyLaundering Operating Committee), and TPG (Third Party Governance).

Attendindustry events and conferences to remain visible in the market and remaincurrent on industry trends and competitor services/offerings.

Nodirect reports; provide guidance to less experienced Relationship Managers asneeded.

Responsiblefor achievement of organic, incremental growth (revenue, deposits) goals withinassigned client portfolio. Manages overall relationship portfolio profitabilityand financial economics with Director of SPS.

Daily/ Weekly...

Ø Identifyand take actions to evolve prospect/client business opportunities/discussions

• Prospects,emerging clients and mature client relationships

Ø Meetwith clients and prospects via phone, conference/video conference and in personin order to advise their leadership, business units and other relevant staff onthe best way to achieve their business objectives

• RMwill have daily/weekly discussions on progress with Director of SPS and in somecases, other business partners

Ø Asdaily issues arise, serve as the ultimate escalation point for clientsatisfaction

Ø Continuallyevaluate current client needs and new business opportunities and ensuresustained client engagement

Ø Workon new business development processes including KYC (Know-Your-Customer), BAC(Business Acceptance Committee), AMLOC (Anti-Money Laundering OperatingCommittee), and TPG (Third Party Governance); These activities will oftenrequire at least weekly discussions (internal and with client/prospect) and insome cases, daily

Weekly, monthly and quarterly...

Ø Conductfrequent and regular check-ins with assigned clients, ensuring their continuedsatisfaction (at least monthly and in some cases, weekly)

Ø Develop,track and report on relationship strategy/results for assigned client portfolioand team/unit metrics (monthly)

Ø Conductservice review meetings and assist in client training, sharing of marketinformation/experience. (monthly or quarterly)

Ø Consultwith clients regularly on their strategic vision and how the firm can help themachieve that vision (monthly or quarterly)


Ø Wheremonthly and quarterly frequency is indicated, on a daily / weekly basis, RMwill be working on preparing for these responsibilities and following-up onthem

Ø Thisis a client facing role and at various levels within client organizations(senior "C" suite to admin)

Ø Travelfrom 10-20% and will vary month-to-month

  • Bachelor's degree or the equivalent combination of education and experience is required. Advanced/graduate degree preferred.
  • 7-10 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 Relationship Management, Client Services or Account Management.
  • Applicable local/regional licenses or certifications as required by the business.
  • 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.

Primary Location: United States-New York-New York
Internal Jobcode: 70058
Job: Sales/Marketing
Organization: TS REL MGMT AND BUS DEV-HR07024
Requisition Number: 1909284