Job Title: Senior Specialist, Institutional Relationship Manager
Grade : K
Department: Pershing Client Group
Who we are:
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:
About BNY Mellon’s Pershing
BNY Mellon’s Pershing is a leading provider of clearing, settlement and custody services that is uniquely positioned to help complex financial services firms transform their businesses, drive growth, maximize efficiency, and manage risk and regulation. Wealth management and institutional firms outsource to Pershing for trading and settlement services, investment solutions, bank and brokerage custody, middle and back office support, data insights, and business consulting. Pershing brings together high-touch service, an open digital platform and the BNY Mellon enterprise to deliver a differentiated experience for every client. Additional information is available on pershing.com , or follow us on LinkedIn or .
What we do:
As wholly owned subsidiary of BNY Mellon, Pershing EMEA is the line of business which is delivering three designated business proposition pillars across the region, being;
This role will be an individual contributor role to predominantly help us grow our Broker-Dealer Institutional pillar.
The Institutional broker-dealer pillar is enjoying strong multi-year growth. Across the region, firms need a robust and reliable clearing and settlement solution with established connections to multiple markets supporting a myriad of products. Firms choose Pershing as their partner of choice due to its strong balance sheet, access to liquidity and established links to international markets and exchanges. Pershing has a rich history supporting the post trade lifecycle and is uniquely positioned to help support scalable, regulatory compliant clearing and settlement solutions for the industry.
Our business is enjoying the same long-term substantial growth and this individual is expected to help us keep this momentum going.
Independently develops the strategic plan for 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 client, advising on the best way to achieve short- and long- term strategic objectives. From a global, bank-wide perspective, assigned to core, small to moderately-sized clients of limited complexity, often with a local or regional focus. Has developed core understanding of the business, its strategy and its products/services; may assist a more senior Relationship Manager on large or complex accounts to gain additional breadth/depth of knowledge. Is the client’s advocate and may 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 client challenges and achieve account growth. Research 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 clients, ensuring their continued satisfaction ensuring continued satisfaction and strategic alignment with firm services/product offerings. Continually evaluate client needs and ensure sustained client engagement.
Develop, track and report on relationship strategy/results for assigned client portfolio.
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 may serve as the ultimate escalation point for client satisfaction. Conduct service review meetings and assist in client training, sharing of market information/experience. May assist with prospecting new clients in a similar industry or segment of existing clients.
May work with other Relationship Managers and/or marshal firm-wide resources (marketing, legal, compliance, etc.) to ensure client needs are being addressed and to proactively inform clients of industry developments or firm thought leadership. Ensures client onboarding and/or risk management activities are conducted and captured (KYC, BAC, etc.) In some regional/local markets may manage relationships with regulators directly.
Research and analyze the business environment of assigned clients, industry trends and competitor services/ offerings.
Experience & Qualifications:
5-7 years of total work experience preferred. Financial Services experience with knowledge of the full trade lifecycle is 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.