BNY Mellon Careers

Sr Principal, Enterp. Rel Mgmt

Washington, District of Columbia
General Mgmt / Admin

Job Description

Relationship Management - Independently develops the enterprise-wide strategic plan for managing and growing existing client relationships, with a focus on revenue retention.

The strategic account manager with responsibility for developing the strategy for new business development with the Federal Government, its Agencies and other Official Institutions involving all services and solutions offered by BNY Mellon.

The executive will work with subject matter experts across the company to understand client needs and organize the execution plan to achieve revenue growth within this client segment.

Identifies opportunities to evolve client business for incremental account growth. Serve in a consultative role to the client, advising client top leadership (C-Suite) on the best way to achieve short- and long- term strategic objectives. Assigned clients help drive the enterprises achievement of its goals and objectives.

Client accounts are significantly diverse and complex, requiring a high-level primary point of contact coordinating all relationship management activities across the enterprise.

Leads team implementation of Bank-wide initiatives.

Has developed significant expertise on industry trends, competitor services/offerings and clients business environment. (within Federal Government, it's Agencies, and other Official Institutions)

Serve as the primary point of contact for the Banks premier clients -- those with the most diverse needs and largest dollar spend across the enterprise.

Ensure that business embedded RMs understand the enterprise approach to servicing the client and that the strategies for account maintenance/growth are aligned to enterprise strategies irrespective of product/service line.

Address any escalated service issues.

Consult with clients on their strategic vision and how the firm can help them achieve that vision.

Promote firm services/product offerings that solve client challenges and achieve account growth. May evaluate and structure deal (pricing, contract terms, etc.) to determine the optimal terms for both the client and the firm.

Conduct frequent and regular check-ins with assigned clients, ensuring their continued satisfaction and strategic alignment with firm services/product offerings.

Continually evaluate client needs and ensure sustained client engagement at the highest level (C-Suite).

Provide clients with industry expertise sharing trends as well as current and potential impact on the client business model.

Typically recommend product/service enhancements internally in order to fill underserved client interests and recommend product/services directly to the client.

Develop, track and report on relationship strategy/results for assigned client portfolio.

Contribute to the development of enterprise metrics, dashboards and roadmaps. Ensure relationship management strategy is followed through down to the account management and client service teams.

Keep abreast of all client account activity occurring throughout the firm and serve as the ultimate escalation point for client satisfaction.

Conduct service review meetings and assist in client training, sharing of market information/experience.

May prospect new clients in a similar industry or segment of existing clients. Contribute to the development of overall RM strategies for the enterprise. May work with other Relationship Managers and/or marshal firm-wide resources (marketing, legal, compliance, etc.) to ensure client needs are being addressed and to proactively inform clients of industry developments or firm thought leadership.

Recommend areas for firm thought leadership efforts based on client feedback and may deliver thought leadership feedback both internally and externally to clients. Ensures client onboarding and/or risk management activities are conducted and captured (KYC, BAC, etc.) Serves as the interface for compliance, regulatory, reputational matters between clients and the Bank.

In some regional/local markets may manage relationships with regulators directly.

Attend industry events and conferences to remain visible in the market and remain current on industry trends and competitor services/offerings. No direct reports.

Provide guidance to less experienced Relationship Managers as needed.

May lead small teams and enlist and lead other RMs to assist in managing very large, global complex accounts.

Teams are geographically dispersed with multiple reporting lines, adding to complexity of oversight.

Responsible for achievement of organic, incremental growth (revenue, asset) goals within assigned client portfolio.

Manages overall relationship profitability of key clients with complex needs.


Bachelors degree or the equivalent combination of education and experience is required.

Advanced/graduate degree preferred.

10-12 years of total work experience preferred.

Experience in Relationship Management, Client Services or Account Management preferred.

Applicable local/regional licenses or certifications as required by the business.

For over 230 years, the people of BNY Mellon have been at the forefront of finance, expanding the financial markets while supporting investors throughout the investment lifecycle. BNY Mellon can act as a single point of contact for clients looking to create, trade, hold, manage, service, distribute or restructure investments & safeguards nearly one-fifth of the world's financial assets. BNY Mellon remains one of the safest, most trusted and admired companies. Every day our employees make their mark by helping clients better manage and service their financial assets around the world. Whether providing financial services for institutions, corporations or individual investors, clients count on the people of BNY Mellon across time zones and in 35 countries and more than 100 markets. It's the collective ambition, innovative thinking and exceptionally focused client service paired with a commitment to doing what is right that continues to set us apart. Make your mark:

Global Client Management (GCM) delivers the whole company to our largest and most complex clients globally. GCM has a deep knowledge of our clients and their markets and industries, empowering BNY Mellon to tailor and deliver innovative solutions that address clients strategic needs. GCM drives BNY Mellon's business development efforts by working with our clients and business relationship managers, sales managers and product specialists. GCM is a key part of our Client and Regional Management organization, which includes client industry segment coverage, corporate lending and regional area business management, and is organized into four client coverage teams: Banks/Broker Dealers & Advisors, Corporates, Insurers and Investment Managers. Corporate Lending is structured into Real Estate, Syndications and Credit Management. GCM maintains a regional focus on franchise clients, including sovereigns and central banks, in Europe, Middle East and Africa (EMEA), Latin America and Asia Pacific.

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

Primary Location: United States-District of Columbia-Washington
Internal Jobcode: 70646
Job: General Mgmt / Admin
Organization: Corporate and Public Finance-HR12405
Requisition Number: 1816395