BNY Mellon Careers

Sr Principal, Enterp. Rel Mgmt

New York, New York
Customer/Client Service

Job Description

Relationship Management - IC5 Independently develops the enterprise-wide 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. Serve 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 help drive the enterprises achievement of its goals and objectives. Client accounts are significantly diverse and complex, requiring a high-level primary point of contact coordinating all relationship management activities across the enterprise. Leads team implementation of Bank-wide initiatives. Has developed significant expertise on industry trends, competitor services/offerings and clients business environment. Serve as the primary point of contact for the Banks premier clients -- those with the most diverse needs and largest dollar spend across the enterprise. Ensure that business embedded RMs understand the enterprise approach to servicing the client and that the strategies for account maintenance/growth are aligned to enterprise strategies irrespective of product/service line. Address any escalated service issues. 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 at the highest level (C-Suite). 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 enterprise metrics, dashboards and roadmaps. Ensure relationship management strategy is followed through down to the account management and client service teams. Keep abreast of all 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 enterprise. 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.


Bachelors degree or the equivalent combination of education and experience is required. Advanced/graduate degree preferred. 10-12 years of total work experience preferred. Experience in Relationship Management, Client Services or Account Management preferred. Applicable local/regional licenses or certifications as required by the business.

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: 70646
Job: Customer/Client Service
Organization: Platinum Client Group-HR12406
Requisition Number: 1912839