Relationship Management - M5 Oversees the relationship management family within multiple business units or a single very large business on identifying opportunities for incremental account growth. Subordinate teams are typically servicing global, complex clients.
May continue to manage a limited portfolio of key clients of strategic importance to the firm. Contacts within the client are at the highest level (C-Suite). Accountable for meeting assigned KPIs. Manages the human and financial resources of the assigned area.
Recommends and leads the development of firm thought leadership within a business segment based on client feedback and industry/segment knowledge. Has both an internal and external reputation for significant expertise on the industry. Establishes and stewards internal relationships to recommend and advocate for product/service enhancements that will fill underserved client interests.
Recommends areas for firm thought leadership efforts based on client feedback. Establishes the strategic objectives for Relationship Management across the firm or a significant business unit within the firm. Ensures objectives link directly to related enterprise or firm-wide goals.
Identifies areas of focus for achieving incremental growth and establishes protocols to guide Relationship Managers in integrating these focus areas into their clients account plans. May establish strategies for pricing and contract terms for the firm or a significant business unit within the firm that will optimize client satisfaction yet manage internal risk. Creates the strategic direction on the methods for establishing and maintaining effective client relationships.
Tracks and reports on relationship strategy/results for the function within the business unit/firm. Develops and reports on function metrics and dashboards. Accountable for meeting assigned KPIs.
Liaises and strategizes with cross-business relationship managers in addition to peer leaders in account management and business development, and serves on governance committees to ensure effective client account coordination throughout the firm. Drives corporate initiatives through an industry and regional lens. May work with other Relationship Managers and/or marshals firm-wide resources (marketing, legal, compliance, etc.) to ensure client needs are being addressed and client engagement is sustained, sharing client and business knowledge across the firm.
Serves as an escalation point for critical service issues or roadblocks. Shepherds issues through to resolution. 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. 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. Manages the Relationship Management function across the firm or within a large business unit.
Work is accomplished through subordinate managers. Teams are geographically dispersed with multiple reporting lines, adding to complexity of oversight. Responsible for achievement of business unit goals.
Ensures team is equipped to operationalize and attain business unit objectives. Ensures appropriate financial and human resource allocation. In some regions, may serve as the primary interface for jurisdictional/ regulatory matters and may have entity governance responsibilities.
Qualifications Bachelors degree or the equivalent combination of education and experience is required. Advanced/graduate degree preferred. 15 plus years of total work experience preferred with 5-7 years of management experience preferred. Financial Services experience as is prior experience in Relationship Management.
Applicable local/regional licenses or certifications as required by the business. As global firm, bi-lingual capabilities are helpful as is an understanding of local/cultural nuances important for client trust.
For over 230 years, the people of BNY Mellon have been at the forefront of finance, expanding the financial markets while supporting investors throughout the investment lifecycle. BNY Mellon can act as a single point of contact for clients looking to create, trade, hold, manage, service, distribute or restructure investments & safeguards nearly one-fifth of the world's financial assets.
BNY Mellon remains one of the safest, most trusted and admired companies. Every day our employees make their mark by helping clients better manage and service their financial assets around the world. Whether providing financial services for institutions, corporations or individual investors, clients count on the people of BNY Mellon across time zones and in 35 countries and more than 100 markets.
It's the collective ambition, innovative thinking and exceptionally focused client service paired with a commitment to doing what is right that continues to set us apart. Make your mark: bnymellon.com/careers.
Global Client Management (GCM) delivers the whole company to our largest and most complex clients globally. GCM has a deep knowledge of our clients and their markets and industries, empowering BNY Mellon to tailor and deliver innovative solutions that address clients strategic needs.
GCM drives BNY Mellon's business development efforts by working with our clients and business relationship managers, sales managers and product specialists. GCM is a key part of our Client and Regional Management organization, which includes client industry segment coverage, corporate lending and regional area business management, and is organized into four client coverage teams: Banks/Broker Dealers & Advisors, Corporates, Insurers and Investment Managers.
Corporate Lending is structured into Real Estate, Syndications and Credit Management. GCM maintains a regional focus on franchise clients, including sovereigns and central banks, in Europe, Middle East and Africa (EMEA), Latin America and Asia Pacific.
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: 70053
Job: General Mgmt / Admin
Organization: Corporate and Public Finance-HR12405
Requisition Number: 1814201
The Bank Of New York Mellon