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Head of Relationship Management, Alternatives Segment

Company: Bank of New York Mellon
Location: Boston
Posted on: September 19, 2023

Job Description:


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 over 238 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 leader for the role of Head of Relationship Management, Alternatives to join our Asset Servicing team. This role can located in New York or Boston

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

  • Lead a team of Relationship Managers, servicing the Alternatives segment within Asset Servicing's client coverage organisation.
  • Serve in a consultative role to the client, advising client top leadership on the best way to achieve short- and long- term strategic objectives. Assigned clients are key to the business units achievement of its goals and objectives.
  • Independently develop the strategic plan for managing and growing existing US client relationships, with a focus on revenue retention.
  • Provide clients with industry expertise sharing trends as well as current and potential impact on the client business model.
  • Promotes firm services/product offerings that solve client challenges and achieve account growth. May evaluate and structure deal (pricing, contract terms, etc.) to determine the optimal terms for both the client and the firm.
  • 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 serve as the ultimate escalation point for client satisfaction
  • Ensures client onboarding and/or risk management activities are conducted and captured (KYC, BAC, etc.) Serves as the interface for compliance, regulatory, reputational matters between clients and the Bank.
  • Develop, track and report on relationship strategy/results for assigned client portfolio.
  • Driving a transformation agenda where required, around people and go to market strategies
    To be successful in this role, we're seeking the following:
    • Recognized as expert in the Alternatives sector
    • Possess established relationships within/across industry and with clients at c-suite level
    • Strong leadership; calm presence and ability to instill confidence in key stakeholders, internally and externally
    • A passion for the business, 'drive to win' and outperformance mindset
    • Commercial focus on growing the bottom-line while mitigating/managing risk
    • Intellectual curiosity; desire to constantly learn and continuously improve
    • Excellent ability to establish, develop, and maintain trust-based relationships with key stakeholders
    • Ability to inspire others to action and able to draw on broader teams to deliver a superior outcome for clients and the firm
    • Strong communication and presentation skills (both verbally and in writing); able to articulate complex information in a clear and simple manner to a variety of audiences
    • Strong negotiation and influencing skills
    • Consummate professional; able to navigate a matrixed organization
      • Minimum of fifteen (15) years in Relationship Management, Sales, Client Service, or Account Management in Financial Services industry
      • Bachelor's degree in business or a related discipline, or equivalent work experience required; MBA or other advanced degree preferred
        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)
        • Human Rights Campaign Foundation, 100% score Corporate Equality Index
        • Best Places to Work for Disability Inclusion , Disability: IN - 100% score
        • 100 Best Workplaces for Innovators, Fast Company
        • 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.

          Employer Description:

          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 and 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:

          EEO Statement:

          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.

Keywords: Bank of New York Mellon, Boston , Head of Relationship Management, Alternatives Segment, Executive , Boston, Massachusetts

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