Principal, Relationship Management (Asset Servicing)

Job Description

Profile:

We are looking to strengthen our Relationship Management Team with an experienced Relationship Manager (RM). The RM will own and lead the BNY Mellon relationship for a specific number of large complex existing clients. The primary responsibility will be to assist in the execution of opportunities and in ensuring the maintenance of the quality of service required for their client base.
Roles consult with the client on business strategies and recommend appropriate organizational solutions/offerings in order to retain and grow revenue, assemble the right subject matter experts throughout the firm to respond to client needs and new opportunities and ensure that service to the client is coordinated appropriately.  In some areas of the Bank, this would include prospecting and new sales generation.

 

Summary:

Independently develops the strategic plan for managing and growing existing client relationships, with a focus on revenue growth and retention. Identifies opportunities to evolve client business for incremental account growth. Serves in a consultative role to the client, advising client top leadership on the best way to achieve short- and long- term strategic objectives. Has developed significant expertise on industry trends, competitor services/offerings and clients' business environment. As the client advocate, often serves as the ultimate escalation point for client satisfaction.   

 

Other tasks and responsibilities are:

Consult with clients on their strategic vision and how the firm can help them achieve that vision.
Develop a network of relationships within a client that allows understanding of client priorities and initiatives
Be accountable for negotiating and driving revenue growth and share of wallet through the development of global account plans

Promote firm services/product offerings that solve client challenges and achieve account growth. Research client issues and bring to resolution.
Develop responses to RFPs and follow up on referrals in a timely fashion with very high quality, ensuring compliance with company policies
May be assigned as owner/expert of a particular process or product
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.
Ensures client on boarding and/or risk management activities are conducted and captured (KYC, BAC- Business Acceptance Committee etc.)
Be responsible for distilling industry, product, market and client knowledge into prioritized action plans based upon client needs
Coordinate with Service Directors (SD) to ensure excellent service delivery across the assigned client base

Conduct service review meetings with SD and assist in client training, sharing of market information/experience. 
Protect and enhance client satisfaction and client profitability, identify and expand wallet share through developing and executing effective cross-sales

Co-ordinate legal documentation and ensuring correct invoicing and timely payment
Be the final point of escalation for operational issues

Qualifications

A minimum of 7- 10 years of Relationship Management Experience in the Banking or other Financial Industry
Keen understanding of key Investment Services product offerings (Custody, Depositary, TA, Fund Admin & Ancillary Services, e.g. Sec. Lending, FX, Collateral management etc.)
University or Bachelor degree in Business, Finance or related discipline
Keen understanding of competitor Asset Servicing offerings
Proven track record for partnering with management, relationship and client service teams
Detailed knowledge of all regulatory, environmental and industry related issues which impact the financial services sector
Strong understanding of the key legal, compliance and risk principles that are relevant to the asset servicing businesses
Must have demonstrated strong leadership, teamwork and a high degree of collaboration
Ability to show emotional intelligence to deal with senior leaders both within the client
organization and BNY Mellon
Strong and proven negotiation skills required to close complex transactions
Understanding of advanced financial models is critical
Excellent analytical, conceptual, communication, presentation and networking skills
Team player, self-motivated and pro-active


BNY Mellon is an Equal Employment Opportunity Employer.

Primary Location: Germany-Hessen-Frankfurt
Job: Asset Servicing
Internal Jobcode: 70058
Organization: AS Global Front Office-HR16987
Requisition Number: 1915435