Business Development -
This is a director level position on the senior leadership team within the Treasury Services Corporate, Government & Not-for-Profit relationship management segments in North America.
The main focus for this position will be to drive relationship management and business development efforts with the US federal government and related agencies, ‘quasi’ governmental agencies and select municipalities in the Northeast United States.
Our expectation is to bring in an experienced individual to these segments who can quickly and appropriately identity and work on meaningful opportunities while maintaining compliance when working in the government sector, and ensuring we effectively manage risk. Independently evaluates and pursues new business opportunities and client prospects within a Segment, focusing on responsible business growth that is compliant, of acceptable risk and profitable. Serves in a consultative role to the prospects, advising top leadership on the best way to achieve their short- and long- term strategic objectives through the firms solutions. Prospects pursued are key to the unit achieving its goals and objectives. Prospects are significantly large and complex institutions, requiring depth of knowledge in a niche segment or significant breadth of knowledge across numerous products/services. Prospect needs are often enterprise-wide and may involve a multi-year or long-term pursuit approach. May also pursue advantageous strategic partnerships with third parties in order to better respond to prospects needs. If necessary, leads team implementation of firm-wide initiatives. For some areas of the Bank, may be responsible for achieving organic incremental growth from existing clients. Locates potential prospects through in-depth industry research and an understanding of the market environment, including short- and long-term trends, competitor offerings, regulatory developments etc. Incumbents are highly experienced in independently developing leads and initiating contact with prospects. Prospect contacts are almost exclusively the most senior leadership within an organization (i.e., C-suite). Screens and evaluates prospects by analyzing market strategies, deal requirements, growth potential, financials, and internal firm priorities. Contributes to the development of business unit prospect strategy. Identify, co-ordinate and participate in opportunities for enhancing the Company s visibility. Work with the appropriate functions to develop and market new products, services, solutions and thought leadership concepts. Consults with 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 prospect needs to firm offerings. Contributes to and advises on negotiation strategy for the business unit. Closes new prospects 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. Deals may involve significant risk to the organization. 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 activities are conducted and captured. Tracks and reports on business development 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. Provide input to leaders for addressing identified issues. No direct reports. Provides guidance to less experienced Business Development roles as needed or may provide direct supervision to a small team. May enlist and lead other Business Development colleagues in pursuing very large, complex opportunities. Responsible for business development within a large and/or complex area, often requiring breadth of knowledge across geographic, product or industry categories and segments. Typically pursues large, complex prospects requiring multi-year, long-term pursuit processes. Deals are critical to the achievement of unit goals and objectives. For some areas of the Bank, may be responsible for achieving organic incremental growth from existing clients.
Bachelor's degree or the equivalent combination of education and experience is required. Advanced/graduate degree preferred. 10-12 years of total work experience preferred. Financial Services experience with Federal Government experience in payments, cash and liquidity/deposit management and overall treasury services. 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 Federal Government 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. Preferred location Washington D.C. 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:
TS Sales-HR07024 Requisition Number: