VP, Relationship Management - Corporate Trust

  • Competitive
  • Sydney, New South Wales, Australia
  • Permanent, Full time
  • BNY Mellon
  • 19 Apr 19

VP, Relationship Management - Corporate Trust

The Corporate Trust Relationship Management Team in Australia is responsible for developing and managing all Corporate Trust client relationships in Australia and the Pacific. Each Relationship Manager is responsible for a portfolio of existing Corporate Trust clients acting as their single point of contact within BNYM and is responsible for acting as the Client's advocate within BNYM as well as actively seeking opportunities to grow each relationship with a focus on both revenue retention and growth.

Your duties will include, but not be limited to:

  • 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 on the best way to achieve short- and long- term strategic objectives
  • From a global, bank-wide perspective, assigned to core, small to moderately-sized clients of limited complexity, often with a local or regional focus
  • Has developed core understanding of the business, its strategy and its products/services. May assist a more senior Relationship Manager on large or complex accounts to gain additional breadth/depth of knowledge
  • Is the client's advocate and may serve as the ultimate escalation point for client satisfaction. Consult with clients on their strategic vision and how the firm can help them achieve that vision
  • Promote firm services/product offerings that solve client challenges and achieve account growth
  • Research client issues and bring to resolution
  • May be assigned as owner/expert of a particular process or product
  • Conduct frequent and regular check-ins with assigned clients, ensuring their continued satisfaction ensuring continued satisfaction and strategic alignment with firm services/product offerings
  • Continually evaluate client needs and ensure sustained client engagement
  • Develop, track and report on relationship strategy/results for assigned client portfolio
  • 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 may serve as the ultimate escalation point for client satisfaction
  • Conduct service review meetings and assist in client training, sharing of market information/experience
  • May assist with prospecting new clients in a similar industry or segment of existing clients. 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
  • Ensures client onboarding and/or risk management activities are conducted and captured (KYC, BAC, etc.) In some regional/local markets may manage relationships with regulators directly. Research and analyze the business environment of assigned clients, industry trends and competitor services/ offerings
  • No direct reports
  • Provide guidance to junior Relationship Managers as needed
  • Responsible for achievement of organic, incremental growth (revenue, asset) goals within assigned client portfolio
  • Manages overall relationship profitability of core clients
  • Continues to receive advice and coaching from senior team members/management.

  • Bachelors degree or the equivalent combination of education and experience is required. Advanced/graduate degree preferred
  • 5-7 years of total work experience preferred
  • Financial Services experience with a particular client type or product (Securitisations, Managed Investment Trusts, Debt Capital Markets, Project Finance, etc.) preferred as is prior experience in Relationship Management, Client Services or Account Management
  • Applicable local/regional licenses or certifications as required by the business
  • As global firm, bi-lingual capabilities are helpful as is an understanding of local/cultural nuances important for client trust.

BNY Mellon is an Equal Employment Opportunity Employer.

Primary Location: Australia-New South Wales-Sydney
Job: Corporate Trust
Internal Jobcode: 70059
Organization: Corporate Trust-HR06320
Requisition Number: 1817744