Vice President, Relationship Management I

Job description

Vice President, Relationship Management

Bring your ideas. Make history.
BNY Mellon offers an exciting array of future-forward careers at the intersection of business, finance, and technology. We are one of the world's top asset management and banking firms that manages trillions of dollars in assets, custody and/or administration. Known as the "bank of banks" - 97% of the world's top banks work with us as we lead and serve our customers into the new era of digital.

With 240 years of rich history and industry firsts, BNY Mellon has been built upon our proven ability to evolve, lead, and drive new ideas at every turn. Today, we're approximately 50,000 employees across 35 countries with a culture that empowers you to grow, take risks, experiment and be yourself. This is what #LifeAtBNYMellon is all about.

We're seeking a future team member for the role of Vice President, Relationship Management to join our Global Markets team. The role is located in London and is Hybrid.

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

• Cross-functional Relationship Management and Business Development - Manages a portfolio of existing clients or prospects, focusing on client satisfaction, relationship building, retention of existing business, ensuring the highest level of customer service, and responsible business growth that is compliant, of acceptable risk and profitable.


• Clients/prospects managed are key to the unit achieving its goals. Clients/prospects are significantly large and complex institutions, requiring depth of knowledge in a niche segment or significant breadth of knowledge across numerous products/services.


• Prospect and client needs are often enterprise-wide and may involve a multi-year or long-term pursuit approach.


• If necessary, drives team implementation of firm-wide initiatives.


• Performs in-depth industry research and maintains an understanding of the market environment, including short- and long-term trends, competitor offerings, regulatory developments etc. to achieve account growth or new accounts.


• Generates leads from within existing client accounts or as a results of industry research, prospecting. Incumbents are highly experienced in developing leads and initiating contact with prospects.


• Identify, co-ordinate and participate in opportunities for enhancing the Company 's visibility.


• Work with the appropriate functions to develop and market new products, services, solutions and concepts.


• Consults with clients/prospects on their strategic vision and uses an in-depth understanding of the firms solutions and value proposition to help achieve that vision.


• Employs marketing strategies that promote the full range of Company products/services through close collaboration with the various lines of business. Introduces and market integrated product/service solutions to clients wherever possible.


• Drive partnership between business and functional teams (e.g. technology, operations, HR, marketing, etc.) to achieve business goals.


• May offer customized product offerings.


• Develops a negotiation strategy and position to align client/prospect needs to firm offerings.


• Contributes to and advises on negotiation strategy for the business unit.


• Closes new prospects or new client arrangements 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. Deals may involve significant risk to the organization.


• 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, relationship management, and/or account management activities are conducted and captured.


• Tracks and reports on business development, relationship management, and/or account management results for assigned area (geographic, business/industry category, product category, etc.)


• Builds reports for use by senior stakeholders that identifies trends, opportunities, potential areas of concern, etc.


• Provide input to stakeholders for addressing identified issues.


• May enlist and lead other business development, relationship management, and/or account management colleagues in pursuing very large, complex opportunities.


• Responsible for business development, relationship management, and/or account management within a large and/or complex area, often requiring breadth of knowledge across geographic, product or industry categories and segments.


• Knowledge of Custody would be beneficial to assist with the lifecycle management of securities, both equities & fixed income.

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

• Securities Finance product acumen or experience in the Asset Servicing industry is required


• Thoughtful analytical skills; able to develop, clearly present and draw conclusions


• Self-starter: ability to prioritize, multi-task and meet deadlines


• Disciplined approach to managing clients, processes, and controls.


• Energetic, self-motivated, and effective under pressure


• Strong analytical and data manipulation skills; proficient in Microsoft Office - Excel, PowerPoint; strong project management and presentation skills.


• Financial Services experience with a particular client type or product (Hedge, Pension, etc.) preferred 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.


• A good understanding of the relevant marketplace, competitive landscape and industry drivers in the relevant region is preferred.


• As global firm, bi-lingual capabilities are helpful as is an understanding of local/cultural nuances important for client trust.

At BNY Mellon, our inclusive culture speaks for itself. Here's a few of our awards:

• Fortune World's Most Admired Companies & Top 20 for Diversity and Inclusion


• Bloomberg's Gender Equality Index (GEI)


• Best Places to Work for Disability Inclusion , Disability: IN - 100% score


• 100 Best Workplaces for Innovators, Fast Company


• Human Rights Campaign Foundation, 100% score Corporate Equality Index


• CDP's Climate Change 'A List'

Our Benefits:

BNY Mellon 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 that can support you and your family through moments that matter.

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