Principal, Relationship Management & Business Development Principal, Relationship Management & Business  …

BNY Mellon
in New York, NY
Permanent, Full time
Last application, 11 Apr 21
BNY Mellon
in New York, NY
Permanent, Full time
Last application, 11 Apr 21
Principal, Relationship Management & Business Development

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 a 23% return on tangible common equity.

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 approximately $37 trillion financial assets of the world's leading institutional investors, hedge funds, sovereign wealth funds, and corporates
  • Investing approximately $2 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 through our wealth management franchise
  • 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
  • Advising large global corporations on a range of trust and other solutions
  • Providing integrated managed data services to asset managers


BNY Mellon provides a suite of payment solutions designed to address the needs of our Non-Bank Financial Institution clients.

The segment is made up of Investment Managers, including alternative funds, Broker Dealers including Wealth Managers, Investment Banks, and exchanges, and Insurance companies.

BNY Mellon differentiates itself with its quality of solutions, technology, and high touch customer service. BNY Mellon facilitates operational efficiency through outsourcing solutions and allows companies to focus on core competencies that generate revenue.


Independently develops and implements the strategic plan for prospecting new clients, 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 prospect/client, advising client top leadership on the best way to achieve short- and long- term strategic objectives. Has developed significant expertise on industry trends, competitor services/offerings and prospects/clients business environment. As the client advocate, often 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 prospect/client challenges and achieve account growth. Research prospects/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 prospects/clients, ensuring their continued satisfaction ensuring continued satisfaction and strategic alignment with firm services/product offerings. Continually evaluate prospect/client needs and ensure sustained engagement. Develop, track and report on prospecting/business development strategy/results for assigned prospect/client portfolio. Keep abreast of prospect/client account activity occurring throughout the firm and often serve as the ultimate escalation point for prospect/client satisfaction. Conduct service review meetings and assist in prospect/client training, sharing of market information/experience. Contribute to the development of overall strategies for the unit. May work with other Relationship Managers and/or marshal firm-wide resources (marketing, legal, compliance, etc.) to ensure prospect/client needs are being addressed and to proactively inform prospects/clients of industry developments or firm thought leadership. Ensures onboarding and/or risk management activities are conducted and captured (KYC, BAC, etc.) Attend industry events and conferences to remain visible in the market and remain current on industry trends and competitor services/offerings. No direct reports. Responsible for achievement of sales, organic, incremental growth (revenue, asset) goals within assigned client portfolio/prospecting industry segments.


  • Experience in prospecting/business development strongly preferred.
  • Background in Client facing role is strongly preferred, strong interpersonal skills is a must for this role.
  • Prior experience in a similar capacity at a top-tier commercial bank preferred.

  • Bachelor's degree or the equivalent combination of education and experience is required.
  • Advanced/graduate degree preferred. 7-10 years of total work experience preferred.
  • Financial Services experience with a particular client type or product (Investment Managers, Hedge Funds, Brokerage Firms, Insurance, 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/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-New York-New York
Internal Jobcode: 70058
Job: Sales/Marketing
Organization: TS REL MGMT AND BUS DEV-HR07024
Requisition Number: 2100893
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