Director, Client Strategist

1 week ago

Newport Beach, United States BNY Mellon Full time

At BNY, our culture empowers you to grow and succeed. As a leading global financial services company at the center of the world's financial system we touch nearly 20% of the world's investible assets. Every day around the globe, our 50,000+ employees bring the power of their perspective to the table to create solutions with our clients that benefit businesses, communities and people everywhere.


We continue to be a leader in the industry, awarded as a top home for innovators and for creating an inclusive workplace. Through our unique ideas and talents, together we help make money work for the world. This is what #LifeAtBNY is all about.


As a leading wealth manager, BNY Wealth Management is focused on helping successful individuals and their families build, manage, and sustain their wealth across generations and market cycles. Through a unique service model focused on five Active Wealth practices - Investing, Borrowing, Spending, Managing Taxes, Protecting Legacies - they help clients in the U.S. and abroad achieve stronger after-tax performance to help maintain their wealth over generations.


We're seeking a future team member for the role of Director, Senior Client Strategist to join our Wealth Management team in Newport Beach, CA.


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


  1. The Director Client Strategist will focus on offering BNY Wealth Management's full suite of services to ultra-high net worth individuals primarily through face-to-face meetings and networking with various sources by way of direct prospecting, cultivation of external referral sources, and networking with key influencers.
  2. The Senior Client Strategist seeks to help BNY drive growth by finding new clients whose wealth circumstances will be well served by BNY's unique value proposition in wealth advisory and planning, including solutions that bridge business and personal goals, private banking, investment management, and trust administration.
  3. The Senior Client Strategist is assigned annual production goals and ranked against a peer group. Sales results will be based on client activity, ability to provide insightful solutions, and collaboration with internal partners.
  4. For new clients to BNY, the Senior Client Strategist will have the primary responsibility for developing new business and working with the team to determine the best coverage model and client lead for day-to-day management.
  5. The Senior Client Strategist will stay involved as required by the relationship team in order to deepen, broaden, and support the relationship while developing additional opportunities through the client's COIs and personal network for referrals, while also cultivating external and internal referral sources.
  6. They will leverage best practices for an efficient sales process, including preparation and post-calls with their team surrounding client discussions. Additionally, the Senior Client Strategists are expected to engage in marketing strategies, regional campaigns, hosting events in the community, and being active participants in local professional networks to build and maintain their business.
  7. The individual will leverage their skills to partner with, share their national practice expertise and add value to less seasoned strategists to support client needs and aid in their professional growth.
  8. The Senior Client Strategist will be expected to meet or exceed the performance expectations established for the role. Individual will focus on new business growth and client expansion by helping clients achieve their strategic vision.
  9. He/She will build and maintain a portfolio of clients with average total investable assets > $50M and deliver comprehensive wealth management advice and solutions to clients.
  10. Practice consistently represents Family Office, Investor Solutions, and other Lines of Business across the firm.
  11. Practice Development --Demonstrate pipeline growth and opportunity advancement-Exhibit best practices and behaviors (PACES/Team PACES, Active Wealth)-Tracks and reports on business development results and corresponding activity.
  12. Team-Based Behaviors - Ability to implement a new business development strategy through a team based approach.
  13. Contribute to existing relationships and participation in Wealth Management activities (calls, trainings, etc.).
  14. Assist BNY partners with client retention and new sales opportunities.
  15. Team Precall/Postcall discipline and inclusive participation.
  16. COI joint calling efforts - Partner with and share knowledge of national practice to other members of the sales team to help coach and develop.
  17. Risk Management - Ensure all policies, procedures, and regulations are properly followed and executed on.
  18. Adherence to risk policies and absence of risk events tied to client and/or sales activities.
  19. Ability to partner with and share knowledge/expertise with local sales teams and wealth managers.

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


  1. Undergraduate degree required. Additional certifications and advanced degree a plus.
  2. 15+ years of sales experience, relationship management experience, and/or demonstrated the ability to be a strong producer of sales records in the Wealth Management industry.
  3. Successful candidates must have experience working with ultra-high net worth individuals and clients with substantial investable assets.
  4. Ability to analyze complex financial situations in order to propose the appropriate services to the prospect and the prospect's advisors.

Our Benefits and Rewards:


BNY 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, including paid volunteer time, that can support you and your family through moments that matter.


BNY is an Equal Employment Opportunity/Affirmative Action Employer - Underrepresented racial and ethnic groups/Females/Individuals with Disabilities/Protected Veterans.


BNY assesses market data to ensure a competitive compensation package for our employees. The base salary for this position is expected to be between $128,200 and $250,000 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 BNY 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.

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