Outsourced Trading Business Development

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Job description

Overview

Who we are:

BNY Mellon is a global investments company dedicated to helping its clients manage and service their financial assets throughout the investment lifecycle. Whether providing financial services for institutions, corporations or individual investors, BNY Mellon delivers informed investment and wealth management and investment services in 35 countries. As of March 31, 2021, BNY Mellon had $41.7 trillion in assets under custody and/or administration, and $2.2 trillion in assets under management. BNY Mellon can act as a single point of contact for clients looking to create, trade, hold, manage, service, distribute or restructure investments. BNY Mellon is the corporate brand of The Bank of New York Mellon Corporation (NYSE: BK). Additional information is available on . Follow us on or visit our newsroom at for the latest company news.

What we do:

Exciting opportunity to join our Execution Services team as an Outsourced Trading Business Development leader as we look to build out BNY Mellon's Outsourced Trading and Transition Management services to buy side clients. We are a trading organization providing execution and other trading services to internal asset management clients, with more than $650B in AUM. We are looking to externalize this offering to third party clients and build a robust sales pipeline.

JOB DESCRIPTION:

• Independently evaluates and pursues new business opportunities and client prospects.
• Serves in a consultative role to prospects, advising top leadership on the best way to achieve their short- and long- term strategic objectives through the firm's solutions.
• 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.
• Highly experienced in independently developing leads and initiating contact with prospects.
• Screens and evaluates prospects by analyzing market strategies, deal requirements, growth potential, financials and internal firm priorities.
• 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. Develops a negotiation strategy and position to align prospect needs to firm offerings.
• 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. Marshals firm-wide resources (marketing, legal, compliance, etc.) to ensure the most appropriate response to prospect proposals and deal structure.
• Work closely with related teams (Product Managers, Relationship Managers and Sales Teams) and other firm-wide resources (marketing, legal, compliance, etc.) to ensure all risk management/compliance activities relevant to business development activities are conducted and captured.
• Tracks and reports on business development results. Builds reports for use by senior leaders that identifies trends, opportunities, potential areas of concern, etc.
• Maintain effective internal communications to ensure that all relevant stakeholders are informed of product updates and new functionality.
• Implement and refine a sales strategy aiming at tapping into BNYM's client network to sell new solutions and maximizing associated revenue.
• Develop innovative ways to communicate to existing clients and leverage existing contacts to understand client needs, introduce the offering, and drive adoption.
• Form relationships with other salespeople across the BNY Mellon franchise to ensure outsourced trading is part of the sales pitch.
• Evaluate the effectiveness of client meetings and outreach. Track results and use data and other metrics to report findings and results to management and sales.

PREFERRED QUALIFICATION:

• Bachelor's degree or equivalent experience.
• Background in Institutional Sales with experience selling outsourced trading solutions across a range of asset classes preferred.
• 7-10 years of experience at a financial services firm/buy-side organization.
• Team-first attitude, with ability and desire to motivate and support others.
• Applicable local/regional licenses or certifications as required by the business.
• Self-motivated, willingness to drive client relationships independently.

QUALIFICATIONS:

• Bachelor's degree or the equivalent combination of education and experience is required.
• Advanced/graduate degree preferred.
• 7-10 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.