Senior Sales Manager - Asset Servicing

  • Competitive
  • London, England, United Kingdom
  • Permanent, Full time
  • BNY Mellon
  • 24 Nov 17 2017-11-24

Senior Sales Manager - Asset Servicing


Responsibilities:

Independently evaluates and pursues new business opportunities and client prospects, focusing on responsible business growth that is compliant, of acceptable risk and profitable. Serves in a consultative role to prospects, advising top leadership on the best way to achieve their short- and long- term strategic objectives through the firm's solutions. Builds a pipeline of opportunities and manages the target names from prospect through to deal closure. Primarily will be focused on the institutional sector within the U.K. market but may be required to support other sectors and geographies. For some areas of the Bank, may be responsible for achieving organic incremental growth from existing clients.

Locates potential prospects through in-depth industry research and an understanding of the market environment, including short- and long-term trends, competitor offerings, regulatory developments etc. Incumbents are highly experienced in independently developing leads and initiating contact with prospects. Prospect contacts are usually institutional leadership.

Screens and evaluates prospects by analyzing market strategies, deal requirements, growth potential, financials and internal firm priorities.  Assists lower level peers with complex analyses when needed.

Consults with prospects on their strategic vision and uses an in-depth understanding of the firm's solutions and value proposition to help achieve that vision. May offer customized product offerings. Develops a negotiation strategy and position to align prospect needs to firm offerings.

Closes new prospects by structuring deals (pricing, contract terms, etc.) that achieve optimal terms for both the client and the firm. Ensures deals are compliant with all regulations. Marshals firm-wide resources (marketing, legal, compliance, etc.) to ensure the most appropriate response to prospect proposals and deal structure.

Work closely with related teams (RMs, AMs, CSD) and other firm-wide resources (marketing, legal, compliance, etc.) to ensure all risk management/compliance activities relevant to business development activities are conducted and captured.

Tracks and reports on business development results for assigned area (geographic, business/industry category, product category, etc.)  Builds reports for use by senior leaders that identifies trends, opportunities, potential areas of concern, etc.

Provides guidance to less experienced Business Development team members as needed.

Responsible for business development within assigned area (geographic territory, product category, business/industry category/segment, etc.). Typically pursues emerging, moderately-sized prospects with increasingly complex needs.   For some areas of the Bank, may be responsible for achieving organic incremental growth from existing clients.

Qualifications

Requirements:

Bachelors degree or the equivalent combination of education and experience is required. Advanced/graduate degree preferred.

Financial Services experience in particular with the asset owner or asset management sectorpreferred as is prior experience in a related customer-facing role, Sales Support, Global Capital Markets or Product Management. Applicable local/regional licenses or certifications as required by the business. Senior c-suite contacts in the institutional sector would be advantageous. A good understanding of the relevant marketplace, competitive landscape and industry drivers in the relevant region is preferred.  As we are a global firm, bi-lingual capabilities are helpful as is an understanding of local/cultural nuances important for client trust.

 

*LI-BW2

 

For over 230 years, the people of BNY Mellon have been at the forefront of finance, expanding the financial markets while supporting investors throughout the investment lifecycle. BNY Mellon can act as a single point of contact for clients looking to create, trade, hold, manage, service, distribute or restructure investments & safeguards nearly one-fifth of the world's financial assets. BNY Mellon remains one of the safest, most trusted and admired companies. Every day our employees make their mark by helping clients better manage and service their financial assets around the world. Whether providing financial services for institutions, corporations or individual investors, clients count on the people of BNY Mellon across time zones and in 35 countries and more than 100 markets. It's the collective ambition, innovative thinking and exceptionally focused client service paired with a commitment to doing what is right that continues to set us apart. Make your mark: bnymellon.com/careers.

BNY Mellon's Asset Servicing business is dedicated to dynamically supporting our clients' investments and safeguarding their assets, keeping them working around the clock and across the world. It's part of our commitment to being a true partner for our clients' investment success. We specialize in operational solutions and capabilities for today's market-enhancing management and administration of investments with services that process, monitor and measure investment data from around the world. By leveraging BNY Mellon's global footprint and deep expertise, we deliver insight-driven solutions for every phase of investing.

BNY Mellon is an Equal Employment Opportunity Employer.

Primary Location: United Kingdom-Greater London-London
Job: Asset Servicing
Internal Jobcode: 70021
Organization: ASSET SERVICING EMEA-HR06400
Requisition Number: 1714196

Tags: EFC:EMEA:IS