- Externally based wholesaling role in the Southeast and Gulf Coast states. - Primary function is to drive new asset growth in both Lockwood and client sponsored managed account programs. - Proven territory management skills required. With guidance, evaluates and pursues new business opportunities and client prospects, focusing on responsible business growth that is compliant, of acceptable risk and profitable. 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. Prospects tend to be of smaller scope, with less complex needs and a shorter pursuit process. Prospects could be advisors, individuals or institutions. In some cases at this level, incumbents follow leads that come in to the organization, versus generating leads themselves. May assist a more senior Business Development colleague on large or complex accounts to gain breadth/depth of knowledge. For some areas of the Bank, may be responsible for achieving organic incremental growth from existing clients. Under guidance from more experienced staff, 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. For some business units, leads may originate from direct inquiries from prospects. Prospect contacts could be advisors/individuals or institutional leaders. Under guidance, screens and evaluates prospects by analyzing market strategies, deal requirements, growth potential, financials and internal firm priorities. Through partnership with and assisting experienced peers, works with prospects on their strategic vision and uses an understanding of the firms solutions and value proposition to help them achieve that vision. May help develop a negotiation strategy and position to align prospect needs to firm offerings. Assists with closing of new prospects by contributing analyses supporting deal structures (pricing, contract terms, etc.) that achieve optimal terms for both the client and the firm. Assists with ensuring that deals are compliant with all regulations. Follows up with other firm-wide resources (marketing, legal, compliance, etc.) to gather needed information required to finalize a proposal/deal. 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.) May have people management responsibilities in some geographies. Under guidance, responsible for business development within assigned area (geographic territory, product category, business/industry category/segment, etc.). Typically pursues small, non-complex prospects, however, still requires advice and coaching from senior team members/management. For some areas of the Bank, may be responsible for achieving organic incremental growth from existing clients.
Qualifications Bachelors degree or the equivalent combination of education and experience is required. Advanced/graduate degree preferred. 3-5 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-Pennsylvania-King of Prussia
Internal Jobcode: 70023
Organization: Pershing Domestic-HR06431
Requisition Number: 1910636