Principal, Relationship Management

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.

• Independently develops the strategic plan for managing and growing existing client relationship, with a focus on revenue retention. Responsible for achievement of organic, incremental growth (revenue, asset) goals and overall relationship profitability within assigned client portfolio. Develop, track and report on relationship strategy/results for assigned client portfolio. Contribute to the development of team/unit metrics, dashboards and roadmaps. Assigned clients are key to the team's achievement of its goals and objectives.
• Keep abreast of client account activity occurring throughout the firm and serve as the ultimate escalation point for client satisfaction. 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.
• Serves in a consultative role to the client, advising client top leadership (C-Suite) on the best way to achieve short- and long- term strategic objectives. Consult with clients on their strategic vision and how the firm can help them achieve that vision. Client accounts are significantly large in size, complex and/or global, requiring depth of knowledge in a niche area or significant breath of knowledge across numerous products/services.
• Provide clients with industry expertise sharing trends as well as current and potential impact on the client business model. Promotes firm services/product offerings that solve client challenges and achieve account growth. May evaluate and structure deal (pricing, contract terms, etc.) to determine the optimal terms for both the client and the firm.
• Typically recommend product/service enhancements internally in order to fill underserved client interests and recommend product/services directly to the client. 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. Recommend areas for firm thought leadership efforts based on client feedback and may deliver thought leadership feedback both internally and externally to clients.
• Attend industry events and conferences to remain visible in the market and remain current on industry trends and competitor services/offerings. Represent BNYM in industry events and forums; and contribute thought leadership content as appropriate.
• If necessary, leads team implementation of firm-wide initiatives. Has developed significant expertise on industry trends, competitor services/offerings and client's business environment. Primary client advocate and ultimate escalation point for client satisfaction.
• 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.
• No direct reports. Provide guidance to less experienced Relationship Managers as needed. May lead small teams and enlist and lead other RMs to assist in managing very large, global complex accounts. Teams are geographically dispersed with multiple reporting lines, adding to complexity of oversight.

• 15+ years in Relationship Management, Sales, Business Development, Consulting in the Financial Services industry; experience with buy-side clients (e.g. Investment Managers, Central Banks) as well as C-suite connectivity preferred.
• Demonstrate track record in exceeding sales or growth targets; cross sell of solutions; knowledge of financial digital solutioning will be an asset
• Significant expertise with buy-side industry trends, competitor services/offerings and client's business environment. Previous working experience with buy-side slides preferred.
• Minimum Bachelor's degree in business or a related discipline, or equivalent work experience required; MBA or other advanced degree preferred.

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