Sr. Principal, Business Development – Treasury Services
BNY Mellon
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Sr. Principal, Business Development – Treasury Services

BNY Mellon

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Details
Posted:
March 16, 2021
Location:
New York, New York
Salary:
Open
Type:
Full Time
COMPANY OVERVIEW:

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


JOB DESCRIPTION:

In this role, the incumbent will report directly to the Market Head / Regional Manager of the Treasury Services Relationship Management and Business Development for the Corporate, Technology and Government Segments ("CTG") and will be a member of the CTG senior leadership team. Incumbent will independently evaluate and pursue new business opportunities and client prospects within BNY Mellon's Treasury Services Corporate, Technology and Government segments, focusing on responsible business growth that is compliant, of acceptable risk and profitable. Serves in a consultative role to the prospects, advising top leadership on the best way to achieve their short- and long- term strategic objectives through the firm's solutions. Prospects pursued are key to the unit achieving its goals and objectives. Prospects are significantly large and complex institutions, requiring depth of knowledge in niche segments or significant breadth of knowledge across numerous products/services. Prospect needs are often enterprise-wide and may involve a multi-year or long-term pursuit approach. May also pursue advantageous strategic partnerships with third parties in order to better respond to prospects needs. If necessary, leads team implementation of firm-wide initiatives. 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 almost exclusively the most senior leadership within an organization (i.e., C-suite). Screens and evaluates prospects by analyzing market strategies, deal requirements, growth potential, financials, and internal firm priorities. Contributes to the development of business unit prospect strategy. 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 thought leadership concepts. 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. Contributes to and advises on negotiation strategy for the business unit. 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. Deals may involve significant risk to the organization. Marshals firm-wide resources (marketing, legal, risk, operations, compliance, etc.) to ensure the most appropriate response to prospect proposals and deal structure. Work closely with related teams Relationship Manager, Product Managers, Client Executives, Subject Matter Experts and other firm-wide resources (marketing, legal, risk, operations, compliance, etc.) to ensure all risk management/compliance activities relevant to business development are conducted and captured. Ensures new business development, client onboarding and/or risk management activities are conducted and captured including but not limited to KYC (Know-Your-Customer), BAC (Business Acceptance Committee), AMLOC (Anti-Money Laundering Operating Committee), and TPG (Third Party Governance). 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. Provide input to leaders for addressing identified issues. No direct reports. Provides guidance to less experienced Business Development roles as needed or may provide direct supervision to a small team. May enlist and lead other Business Development colleagues in pursuing very large, complex opportunities. Responsible for business development within BNY Mellon's Treasury Services Corporate, Technology and Government segments which is a large and complex area, requiring breadth of knowledge across geographic, product or industry categories and segments. Typically pursues large, complex prospects requiring multi-year, long-term pursuit processes. Deals are critical to the achievement of unit goals and objectives. For some areas of the Bank, may be responsible for achieving organic incremental growth from existing clients.

Qualifications
  • Bachelor's degree or the equivalent combination of education and experience is required.
  • Advanced/graduate degree preferred.
  • 10-12 years of total work experience preferred.
  • 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.

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: 70020
Job: Sales/Marketing
Organization: TS REL MGMT AND BUS DEV-HR07024
Requisition Number: 2100889

Internal Number: 10547485
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