Associate Relationship Manager

Overview

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 over 238 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.

• Cross-functional Relationship Management - Independently manages a portfolio of existing clients or prospects, focusing on client satisfaction, relationship building, retention of existing business, ensuring the highest level of customer service, and responsible business growth that is compliant, of acceptable risk and profitability.
• Clients/prospects managed are key to the unit achieving its goals and objectives. Clients/prospects are significantly large and complex institutions, requiring depth of knowledge in a niche segment or significant breadth of knowledge across numerous products/services.
• Prospect and client needs are often enterprise-wide and may involve a multi-year or long-term pursuit approach.
• Generates leads from existing client accounts or as a results of industry research, prospecting.
• Identify, co-ordinate and participate in opportunities for enhancing the Company's visibility.
• Consults with clients on their strategic vision and uses an in-depth understanding of the firms solutions and value proposition to help achieve that vision.
• Employs marketing strategies that promote the full range of Company products/services through close collaboration with the various lines of business. Introduces and market integrated product/service solutions to clients wherever possible.
• Drive partnership between business and functional teams (e.g. technology, operations, HR, marketing, etc.) to achieve business objectives
• May offer customized product offerings.
• Contributes to and advises on negotiation strategy for the business unit.
• Leads conversion of new client arrangements coordination and setup..
• Ensures deals are compliant with all regulations. Deals may involve significant risk to the organization.
• Work closely with related teams (RMs, AMs, CSD) and other firm-wide resources (marketing, legal, compliance, etc.) to ensure all risk management/compliance activities relevant to business development, relationship management, and/or account management activities are conducted and captured.
• Tracks and reports on relationship management, and/or account management results for assigned area (geographic, business/industry category, product category, etc.)
• Provide input to leaders for addressing identified issues.
• May enlist and lead other business development, relationship management, and/or account management colleagues in pursuing very large, complex opportunities.
• Responsible for business development for existing clients, relationship management, and/or account management within a large and/or complex area, often requiring breadth of knowledge across geographic, product or industry categories and segments.
• Knowledge of Custody would be beneficial in order to assist with the lifecycle management of securities, both equities & fixed income

• Securities Finance product acumen or experience in the Asset Servicing industry is preferred
• 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.
• 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.
• As global firm, bi-lingual capabilities are helpful as is an understanding of local/cultural nuances important for client trust.

• Fortune World's Most Admired Companies & Top 20 for Diversity and Inclusion
• Bloomberg's Gender Equality Index (GEI)
• Human Rights Campaign Foundation, 100% score Corporate Equality Index
• Best Places to Work for Disability Inclusion , Disability: IN - 100% score
• 100 Best Workplaces for Innovators, Fast Company
• CDP's Climate Change 'A List'