Relationship Management - IC5
Independently develops the strategic plan for managing and growing existing client relationships, with a focus on revenue retention. Identifies opportunities to evolve client business for incremental account growth. Serves 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 are key to the units achievement of its goals and objectives. Client accounts are significantly large in size, complex and/or global, requiring depth of knowledge in a niche area or significant breadth of knowledge across numerous products/services. If necessary, leads team implementation of firm-wide initiatives. Has developed significant expertise on industry trends, competitor services/offerings and clients business environment. Primary client advocate and ultimate escalation point for client satisfaction.
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. 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 team/unit metrics, dashboards and roadmaps.
Work closely with business development teams to ensure relationship management strategy is executed by account management and client service teams. Keep abreast of 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 unit.
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.
Qualifications Bachelors 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 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.
Primary Location: United States-New York-New York
Internal Jobcode: 70057
Organization: TS Sales-HR07024
Requisition Number: 1902178