Senior Vice President, Relationship Management

3 weeks ago

Jersey City, United States The Bank of New York Mellon Full time

Senior Vice President, Relationship Management

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.

We're seeking a future team member for the role of Senior Vice President, Institutional Relationship Management to join our Global Outsourced Clearance team. This role is in Jersey City, NJ - Hybrid, minimum three days in office.

The relationship manager is a leader responsible for the overall commercial success of their book of business, meeting all revenue and business objectives.

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

  • Managing overall relationship profitability of assigned client portfolio.
  • Identifying and translating client-based needs into compelling solutions that create tangible benefits to our clients.
  • Generating, qualifying, and converting organic growth opportunities of existing client base through networking, prospecting, and cross-selling.
  • Developing and executing on commercial strategies and business plans, proving outlooks and pipeline information to management.
  • Developing and maintaining knowledge of industry trends and practices in credit, risk management, KYC/financial crimes, finance, and regulatory compliance.
  • Gaining and maintaining familiarity with client organization and processes to help direct them towards the appropriate BNY solution(s).
  • Acting as the trusted advisor and point of contact for C-Level (e.g., CEO, COO, CFO, CRO, CCO) at the client company to help elevate the relationship.
  • Organizing 100+ client "touches" per year as well as representing BNY at industry events.
  • Managing client contract cycles through effective coordination and collaboration with colleagues across the Firm demonstrating strong negotiation skills and strategies to retain business and revenue.
  • Coordinating with all Internal BNY Pershing and BNY Sales, Product, Service and Support teams to achieve overall firm level goals and objectives.
To be successful in this role, we're seeking the following:
  • Bachelor's degree or the equivalent combination of education and experience is required. Advanced / graduate degree preferred.
  • 10+ years of total work experience
  • Financial Services experience with Institutional Capital Markets clients preferred.
  • Extensive understanding of the relevant marketplace, competitive landscape and industry drivers in the relevant demographic and specific product channels preferred.
  • Series FINRA 7, and 63 required.
  • A good understanding of executing on organic growth revenue and profitability targets.
At BNY, our culture speaks for itself. Here's a few of our awards:
  • America's Most Innovative Companies, Fortune, 2024
  • World's Most Admired Companies, Fortune 2024
  • Human Rights Campaign Foundation, Corporate Equality Index, 100% score, 2023-2024
  • Best Places to Work for Disability Inclusion, Disability: IN - 100% score, 2023-2024
  • "Most Just Companies", Just Capital and CNBC, 2024
  • Dow Jones Sustainability Indices, Top performing company for Sustainability, 2024
  • Bloomberg's Gender Equality Index (GEI), 2023


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 $100,000 and $180,000 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.

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.

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