Oversees the client coverage family within multiple business units or a single very large business, always through subordinate managers. Identifies the markets and areas for future growth and development and ensure staff are deployed accordingly. May continue to manage a limited portfolio of key clients of strategic importance to the firm. Contacts within the client are at the highest level (C-Suite). Participates in and contributes to the development of firm-wide strategy and goals and interfaces regularly with senior leaders and stakeholders. For some areas of the Bank, may be responsible for achieving organic incremental growth from existing clients. Develops and implements the client coverage strategy for assigned business(es). Owns optimization process for client relationships. Ensures that subordinate managers effectively develop an operating model/procedure to execute the strategy. Oversees deal structures and sets standards for negotiations to best meet client needs. Reviews and approves deal structure ensuring optimal terms for both the client and the firm and mitigating risk where necessary. Directs functional strategy to achieve key business objectives. Ensures deals are compliant with all regulations. Ensures staff have access to the right firm-wide resources (marketing, legal, compliance, etc.) to ensure the most appropriate response to prospect proposals and deal structure. Manages client experience partnership. Develops the key metrics and sales analyses that will gauge the success of the client coverage activities within the family. Tracks and reports on client coverage results for the function. Fosters a constructive feedback loop with clients to serve both transactional needs to more involved and strategic product development. ;Leads recruitment efforts and manages and develops teams to maximize their collective contributions. Motivates lower-level managers to maximize their contributions and encourage professional growth. Continually coaches and monitors skill development of the team, ensuring that team members have access to and take advantage of formal and informal training opportunities, foster mentorships, etc. Responsible for team's/business' achievement of organic, incremental growth (revenue, asset) goals within assigned client portfolio (may span across business lines). May have limited portfolio of key, strategic clients. ;Manages full lifecycle of the sales relationship, including account/client profitability, business retention and client satisfaction. Manages the client coverage family across the firm, within a large business unit or across multiple business units. Work is accomplished through subordinate managers. Modified based upon local regulations/requirements. Bachelor's degree or the equivalent combination of education and experience is required. Advanced/graduate degree preferred. 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 assesses market data to ensure a competitive compensation package for our employees. The base salary for this position is expected to be between $136,500 and $300,000 per year at the commencement of employment. However, base salary if hired will be determined on an individualized basis, including as to experience and market location, and is only part of the BNY total compensation package, which, depending on the position, may also include commission earnings, discretionary bonuses, short and long-term incentive packages, and Company-sponsored benefit programs.
This position is at-will and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation) at any time, including for reasons related to individual performance, change in geographic location, Company or individual department/team performance, and market factors.
What We Do
We help make money work for the world — managing it, moving it and keeping it safe. As a leading global financial services company at the center of the world’s financial system, we touch nearly 20% of the world’s investable assets. Today we help over 90% of Fortune 100 companies and nearly all the top 100 banks globally access the money they need. For 240 years we have partnered alongside our clients to create solutions that benefit businesses, communities and people everywhere.
