Manages the business development family within a business unit or large region, primarily through subordinate managers. Sets the strategy for business development in assigned business unit or region and develops tactics to execute on that strategy in support of business unit goals, and focuses on responsible business growth that is compliant, of acceptable risk and profitable. Identifies the markets and areas for future growth and development and ensure staff are deployed accordingly.
You will drive the sales process from identification of key prospects, origination of opportunities through to execution of the sales strategy and closing deals. You will be expected to have an in-depth product knowledge of the Private Markets product set and a working knowledge of BNY Mellon’s entire asset servicing and global offering to present comprehensive and compelling solutions to clients and be capable of delivering the whole company; the particular focus for the role is in the private equity, debt, infrastructure and real estate segment within EMEA. You should be intimately familiar with all relevant regulatory events and strategic industry issues related to this particular segment. You should be at the professional level to represent the company at industry events, conferences and panels.
You are responsible for all commercial aspects of new business and therefore need a deep understanding of financial and commercial aspects aligning those with the company's legal and risk guidelines.
In this role you will work closely with BNY Mellon’s Product and Relationship Management teams locally and globally to pursue targeted opportunities; leverage existing contacts within the sector as part of sales execution; present product solutions to potential clients based on proven expertise, in partnership with the relevant business, operational and technology. Partner with the Asset Servicing business and marketing teams to enhance BNY Mellon's industry presence through industry conferences, relationships with key influencers and via thought leadership. Will have proven expertise and skills to engage with multiple cultures and various client types, understand the dynamics of the funds, pensions and insurance markets and build relationships with key decision makers, at executive level, across the region.
•Develop a sales strategy with the segment sales team, Sector Head and EMEA Head of Business Development for the assigned market that ensures attainment of the company's sales goals and revenue targets set annually but which will be in a range of $5 - $10 million revenue booked per annum
•Sets the standards for dealing with unprecedented, complex or intricate issues regarding prospect needs, deal structure, negotiations, priorities, compliance, regulations, etc. Establishes guiding principles or standard operating procedures to ensure consistency of approach across the family.
•Reviews and approves deal structure ensuring optimal terms for both the client and the firm and mitigating risk where necessary. Ensures deals are compliant with all regulations. Ensures staff have access to the right firm-wide resources (marketing, legal, compliance, etc.) to ensure the most appropriate response to prospect proposals and deal structure.
•Develops the key metrics and sales analyses that will gauge the success of business development activities within the family. Tracks and reports on business development results for the function.
•Recruits, directs, motivates and develops staff, maximizing their individual contribution, their professional growth and their ability to function effectively with their colleagues as a team. Continually coaches and monitors skill development of the team, ensuring that team members have access to and take advantage of formal and informal training opportunities, foster mentorships, etc. Actively sources for key roles and identifies candidates with existing relationships that would supplement the Banks relationships.
•Identify and maintain an updated, defined universe of key prospects within a given territory
•Implement a calling schedule with key prospects which ensures BNY Mellon is positioned with all chosen key prospects
•Coordinate internally to ensure appropriate knowledge networks are leveraged and relevant people are aligned with strategy. e.g. Business Head, Relationship Management, Strategic Client Group, Client Executives.
•Identify and coordinate additional resources required for achievement of revenue targets
•Networking within industry bodies to further promote the brand.
•Provide information which inputs into Senior management / Product management for the institutional marketplace.
•Provide the competitive strategy and executive ownership of the deal
•Assist in the development of the Financial Model and present to the Business Acceptance Committee.
•Lead negotiator on commercial aspects of the deal.
The ideal candidate would have significant experience in the private equity, debt and real estate industry, with a proven track record within a securities servicing organisation in successfully growing revenues.
•In-depth knowledge with strong experience in Private Markets segment
•An in-depth understanding of all aspects of the sales lifecycle and a track record for closing deals.
•Detailed understanding of commercial models and financial acumen.
•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.
•Advanced negotiation skills required to close complex transactions.
In addition to the core competencies of Communication Skills, Decision-making and Accountability, Flexibility and Adaptability, Team work and Managing Risk the Sales executives should show an aptitude for:
•Strategic knowledge and skill set to develop regional/ market business development strategies
•Detailed understanding of all aspects of the business development lifecycle
•Relationships with key decision makers and senior influencers e.g. CEO, CIO, CFO, Consultants in specific markets
•Develop as a figurehead in their local market representing BNY Mellon on industry boards, committees, speaker at conferences etc
•Self starting and drive to develop market coverage and build market share
•Strong analytical and planning skills and keep updated strategic plans at client / regional level
•Ability to interpret complex concepts and create demand
•High levels of personal organisation
•Ability to motivate and manage colleagues and coordinate all resources / stakeholders
•Advanced problem solving and negotiation skills
To perform the job successfully, an individual should demonstrate the following competencies:
•Ability to think and plan strategically and to execute against a plan
•Excellent attention to detail
•Ability to work under high degrees of pressure and against significant targets
•Excellent communication skills and build relationships at top level
•Balance the internal and external administration duties for timely and accurate completion of tasks
•Strong organisation skills
BNY Mellon is an Equal Employment Opportunity Employer.
Our ambition is to build the best global team – one that is representative and inclusive of the diverse talent, clients and communities we work with and serve – and to empower our team to do their best work. We support wellbeing and a balanced life, and offer a range of family-friendly, inclusive employment policies and employee forums.
Primary Location: Luxembourg-Luxembourg-Luxembourg
Internal Jobcode: 70020
Organization: AS Global Front Office-HR16987
Requisition Number: 2001760