Director, Relationship Management

BNY’s Global Collateral Platform helps clients segregate, optimize, finance and "transform" collateral in support of their financial strategies. Institutional investors and intermediaries look to us for the global expertise, clarity, and operational support as they need to navigate an environment of sweeping regulatory change.

Our innovative, insight-driven solutions help our clients, whether on the buy-side or the sell-side, improve the way they manage their collateral, engage in more investment opportunities to help maximize their investment returns and access new financing alternatives. Backed by modern technology and multi-dimensional thinking, we're ready to deliver the expertise, products and services clients need as they address their collateral, liquidity, and securities financing needs.

We’re seeking a future team member for the role of Director, Relationship Management to join our Clearance and Collateral team. This role is located in London. 

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

• Independently develops the strategic plan for managing and growing existing client relationships.
• Identifies opportunities to evolve client business for incremental account growth.
• Serves in a consultative role to the client, advising client top leadership on the best way to achieve short- and long- term strategic objectives.
• From a global, bank-wide perspective, assigned moderate to large client accounts with high-growth potential and increased complexity of strategic needs across a region or globally.
• Has developed significant expertise on industry trends, competitor services/offerings and 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.
• Collaborate across other platforms and lines of business to identify opportunities to grow and expand client franchise.
• 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. Contribute to the development of team/unit metrics, dashboards and roadmaps.
• 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 often serve as the ultimate escalation point for client satisfaction. May assist with prospecting new clients in a similar industry or segment of existing clients.
• Conduct service review meetings and assist in client training, sharing of market information/experience.
• Contribute to the development of overall RM strategies for the unit.
• 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. Attend industry events and conferences to remain visible in the market and remain current on industry trends and competitor services/offerings.
• No direct reports. Provide guidance to less experienced Relationship Managers as needed.
• Responsible for achievement of organic, incremental growth (revenue, asset) goals within assigned client portfolio. Manages overall relationship profitability of moderate to large-sized clients with increased complexity.

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

• Bachelor’s degree or the equivalent combination of education and experience is required.
• Advanced/graduate degree preferred.
• Extensive work experience preferred.
• Financial Services expertise with a particular client type or product (Hedge, Pension, etc.) preferred
• Prior experience in Relationship Management, Client Services or Account Management preferred.
• Leadership positions and a track record of leading high performance client coverage teams with dedicated revenue strategy plans preferred.