Who we are

For over 235 years, Bank of New York Mellon (BNY Mellon) has been at the center of the global financial markets, providing the world’s leading institutions the tools, capabilities, and services to be distinctive investors. BNY Mellon has approximately $16.5 billion in revenues and market capitalization of approximately $45.3 billion[1]

BNY Mellon is a leader in the world of investment services and investment management, and our businesses support the full range of stakeholders of the financial system including:

• Managing the custody of over $37 trillion financial assets of the world’s leading institutional investors, hedge funds, sovereign wealth funds, and corporates
• Investing over $1.9 trillion as one of the largest global asset managers across a wide range of asset classes
• Providing collateral, liquidity, and funding for the world’s largest banks through our markets franchise
• Serving family offices and high net worth individuals in our top 10 wealth manager ($266 billion assets)
• Providing a full suite of solutions to advisors, broker-dealers, family offices, hedge and '40 Act fund managers, registered investment advisor firms and wealth managers (over $1.9 trillion in client assets)
• Advising large global corporations on a range of trust and other solutions
• Providing integrated managed data services to asset managers (over $4.7 trillion)

BNY Mellon’s Data and Analytics Solutions further extend Asset Servicing capabilities in securities and cash into the world’s most important ‘asset class,’ data. As a software and content business, the solutions cover Data Management, Accounting, Performance, Sales and Market insight, Investment Research, and data insight solutions

Position Summary:

Independently develops the strategic plan for managing and growing existing client relationships, with a focus on revenue retention, revenue growth and client referenceability. 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, is an experienced leader who has the “sphere of influence” to bring the Asset Servicing organization to these strategic clients in order to drive Data & Analytic’s portfolio of product and services.           

Key Role Responsibilities:

• 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 (C-Suite) on the best way to achieve short- and long- term strategic objectives. Assigned clients are key to the business units achievement of its goals and objectives.
• Act as internal/external escalation point for portfolio of clients leveraging Data and Analytics solutions
• 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.
• 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.
• Provide clients with industry expertise sharing trends as well as current and potential impact on the client business model.
• Typically recommend product/service enhancements internally in order to fill underserved client interests and recommend product/services directly to the client.
• Assess risk levels for assigned clients and develop action plans for client retention. 
• Own Data & Analytics client RAG updates using full knowledge of client relationship status. 
• Engage in early stages of client lifecycle to share ownership of key implementation decisions; influence decisions with an eye towards long-term client success. 
• Develop, track and report on relationship strategy/results for assigned client portfolio.  
• Contribute to the development of team/unit metrics, dashboards and roadmaps.
• Identify and align with broader BNYM products and services to solve client’s business problems
• Contribute to BNYM Asset Servicing Strategic Account Plans as applicable
• 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 serve as the ultimate escalation point for client satisfaction.
• Work with clients to ensure awareness of product enhancements, new capabilities and maintaining regular adoption of the latest releases
• Conduct service review meetings and assist in client training, sharing of market information/experience.  May prospect new clients in a similar industry or segment of existing clients. 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.
• 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.

 

 

 

Qualifications

Qualifications & Experience:

• 7 – 10 years in Relationship Management, Sales, Client Service, or Account Management in Financial Services industry with focus on investment managers and fund companies
• Bachelor's degree in business or a related discipline, or equivalent work experience required; MBA or other advanced degree preferred
• Has developed significant expertise on industry trends, competitor services/offerings and client’s business environment.

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.

Primary Location: United States-Massachusetts-Wellesley
Internal Jobcode: 70058
Job: Asset Servicing
Organization: Data-HR08406
Requisition Number: 2105944