Senior Vice President, Relationship Management (Securities Finance)

Senior Vice President, Cross-Function Relationship Management and Business Development.

Bring your ideas. Make history.

BNY Mellon offers an exciting array of future-forward careers at the intersection of business, finance, and technology. We are one of the world's top asset management and banking firms that manages trillions of dollars in assets, custody and/or administration. Known as the "bank of banks" - 97% of the world's top banks work with us as we lead and serve our customers into the new era of digital.

With 240 years of rich history and industry firsts, BNY Mellon has been built upon our proven ability to evolve, lead, and drive new ideas at every turn. Today, we're approximately 50,000 employees across 35 countries with a culture that empowers you to grow, take risks, experiment and be yourself. This is what #LifeAtBNYMellon is all about.

We're seeking a future team member for the role of Senior Relationship Manager to join our Securities Finance, Global Markets team. This role is located in New York or Pittsburgh

• HYBRID.

In this role, you'll make an impact in the following ways:

• Manages a portfolio of existing clients or prospects. Independently develops the 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. Serves in a consultative role to the client, advising client top leadership on the best way to achieve short- and long- term strategic objectives. From a global, bank-wide perspective, assigned moderate to large emerging client accounts with high-growth potential and increased complexity of strategic needs across a region or globally. Has developed significant expertise on industry trends, competitor services/offerings and clients' business environment. As the client advocate, often serve as the ultimate escalation point for client satisfaction.

• Responsible for achievement of organic, incremental growth (revenue, asset) goals within assigned client portfolio. Manages overall relationship profitability of moderate to large-sized clients with increased complexity.

• 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. Research client issues and bring to resolution. 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 ensuring continued satisfaction and strategic alignment with firm services/product offerings. Continually evaluate client needs and ensure sustained client engagement.

• Develop, track and report on relationship strategy/results for assigned client portfolio. Contribute to the development of team/unit metrics, dashboards and roadmaps.

• Work closely with business development teams to ensure relationship management strategy is executed by account management and client service teams. Keep abreast of client account activity occurring throughout the firm and often serve as the ultimate escalation point for client satisfaction. May assist with prospecting new clients in a similar industry or segment of existing clients. Conduct service review meetings and assist in client training, sharing of market information/experience. Contribute to the development of overall RM strategies for the unit.

• 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. Ensures client onboarding and/or risk management activities are conducted and captured (KYC, BAC, etc.) In some regional/local markets may manage relationships with regulators direct.

• 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.

Knowledge of Custody would be beneficial to assist with the lifecycle management of securities, both equities & fixed income.

To be successful in this role, we're seeking the following: 

• Securities Finance product acumen or experience in the Asset Servicing industry is required

• Thoughtful analytical skills; able to develop, clearly present and draw conclusions

• Self-starter: ability to prioritize, multi-task and meet deadlines

• Disciplined approach to managing clients, processes, and controls.

• Energetic, self-motivated, and effective under pressure

• Strong analytical and data manipulation skills; proficient in Microsoft Office

• Excel, PowerPoint; strong project management and presentation skills.

• 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.

• Knowledge of Custody would be beneficial to assist with the lifecycle management of securities, both equities & fixed income.

• 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

At BNY Mellon, our inclusive culture speaks for itself. Here's a few of our awards:

• Fortune World's Most Admired Companies & Top 20 for Diversity and Inclusion, 2023  
• Bloomberg's Gender Equality Index (GEI), 2023
• Human Rights Campaign Foundation, Corporate Equality Index, 2023
• Best Places to Work for Disability Inclusion, Disability: IN - 100% score, 2023
• Dow Jones Sustainability Indices, Top performing company for Sustainability, 2023
• Forbes Blockchain 50, 2023

Our Benefits:

BNY Mellon offers highly competitive compensation, benefits, and wellbeing programs rooted in a strong culture of excellence and our pay-for-performance philosophy. We provide access to flexible global resources and tools for your life's journey. Focus on your health, foster your personal resilience, and reach your financial goals as a valued member of our team, along with generous paid leaves that can support you and your family through moments that matter.

BNY Mellon is an Equal Employment Opportunity/Affirmative Action Employer

• Underrepresented racial and ethnic groups/Females/Individuals with Disabilities/Protected Veterans.

BNY Mellon assesses market data to ensure a competitive compensation package for our employees. The base salary for this position is expected to be between $100,000 and $221,000 per year at the commencement of employment. However, base salary if hired will be determined on an individualized basis, including as to experience and market location, and is only part of the BNYM total compensation package, which, depending on the position, may also include commission earnings, discretionary bonuses, short and long-term incentive packages, and Company-sponsored benefit programs.

This position is at-will and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation) at any time, including for reasons related to individual performance, change in geographic location, Company or individual department/team performance, and market factors.

BNY Mellon is an Equal Employment Opportunity/Affirmative Action Employer. Minorities/Females/Individuals With Disabilities/Protected Veterans.

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.