BNY Mellon Careers
Sr Principal, Bus. Development
Pershing EMEA is experiencing a number of consecutive years of strong growth across all of its client segments and business and revenue pillars and is confident in its ability to continue this pace of growth. Lines of business and revenue pillars are: - Wealth Management and IFA outsourcing solutions - Brokerage and Execution outsourcing solutions - Sell-side middle- and back-office outsourcing solutions As a result, we are keen to find key individuals that can assist in making these growth ambitions happen, or even accelerate.
Individually 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 management on the best way to achieve their short- and long- term strategic goals through the firm's solutions. Prospects pursued are key to the unit achieving its goals. 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, coordinates 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 autonomously developing leads and initiating contact with prospects. Prospect contacts are almost exclusively the most senior management team within an organization (i.e., C-suite).
Screens and evaluates prospects by market strategies, deal requirements, growth potential, financials, and internal firm priorities. (20%)
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. (20%)
Consults with prospects on their strategic vision and uses an in-depth understanding of the firm's 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. (20%)
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. (15%)
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. (10%)
Tracks and reports on business development results for assigned area (geographic, business/industry category, product category, etc.) Builds reports for use by senior management that identifies trends, opportunities, potential areas of concern, etc. Provide input to lthe wider organisation for addressing identified issues. (15%)
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 coordinate across 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.
Needs to meet MIFID II Knowledge & Competence qualifications – annual assessment and attestation
Strategic and Corporate Responsibilities • To participate in the development and implementation of the business strategy in the UK and Europe within the specific remit of areas of responsibility;
Control Environment and Operational Responsibilities • To contribute to the creation of pricing schedules, including the endorsement of adjustments, and provide approval for those finalised in contracts, subject to and within the overall governance framework of the firms. • In conjunction with Finance, to assess deal profitability in order to contribute positive operating leverage. Department Management and other Responsibilities • N/A Required Technical Knowledge • Technical/functional knowledge as required for the role. • To maintain a working knowledge of the Financial Conduct Authority (“FCA”), the Central Bank of Ireland (“CBI”) and the Jersey Financial Services Authority (“JFSC”) rules and regulations, as well as up to date knowledge of market practices and Exchange rules. • To maintain an understanding of the industry from a regulatory and market perspective. • To maintain an understanding of the fundamentals of workflow and systems design. • To maintain an understanding leadership and management theories and practices.
Qualifications12+ 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.
• Annual Holiday – 25 Days, plus bank holidays and the ability to purchase a further 5 days • Pension – 12% employer contribution • Life Assurance, Income protection and Medical Insurance • Education Assistance • Cycle to work • Health screening • Season ticket loans for Travel • Recognition and service awards • 2 volunteering days per annum
BNY Mellon is an Equal Employment Opportunity Employer.
Primary Location: United Kingdom-Greater London-London
Internal Jobcode: 70020
Organization: Pershing International-HR16947
Requisition Number: 1911742