Business Development - IC4 Independently
evaluates and pursues new business opportunities and client prospects for trade
finance and trade services solutions, focusing on financial institutions across
Latin America & the Caribbean. This role is key to the business's ability
to maintain, develop and grow new trade services business portfolios and to
service trade services relationships within existing client portfolios.
Position will pursue moderate to large institutions with high-growth potential,
increased complexity of strategic needs and a longer pursuit process. May also
pursue advantageous strategic partnerships with third parties in order to
better respond to prospects' needs.
Serves in a consultative role to prospects, advising top leadership on the best way to achieve their short- and long- term strategic objectives through the firms solutions. 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 usually institutional leadership.
Screens and evaluates prospects by analyzing market strategies, deal requirements, growth potential, financials and internal firm priorities. Assists lower level peers with complex analyses when needed.
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.
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. 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.
May have people management responsibilities in some geographies. Provides guidance to less experienced Business Development roles as needed.
Responsible for business development within assigned area (geographic territory, product category, business/industry category/segment, etc.). For some areas of the Bank, may be responsible for achieving organic incremental growth from existing clients. Strong technical trade services knowledge and
analytical skills are preferred in order to match prospects/client needs with
appropriate trade services solutions. Technical and subject matter
expertise include; traditional letter of credit & Standby/
guarantees, risk mitigation, trade financing and solution structuring,
correspondent banking trade services (reimbursement, collections, network trade
language skills, particularly Spanish and Portuguese, would be an advantage.
Bachelors 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 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 relevant 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. 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:
TS Sales-HR07024 Requisition Number: