Business Development Manager

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:

This position resides in BNY Mellon's Treasury Services business and leads efforts with technology companies, fintech's and strategic business partners. Treasury Services focuses on providing payments, trade finance and liquidity solutions for our clients. We pride ourselves on not waiting for the future to happen: we make it happen. Our business is defined not by innovation, but by reinvention. Across all three of our areas of specialization, we've established ourselves as industry leaders, improving existing products, integrating state-of-the-art technologies and introducing market-changing new capabilities.

JOB DESCRIPTION:

Within BNY Mellon's Treasury Services business we have established a team that focuses on large technology companies, fast growing fintech's and strategic technology partners we "sell with" in the US market and globally. The Business Development Manager for this segment independently evaluates and pursues new business opportunities and client prospects, focusing on responsible business growth that is compliant, of acceptable risk and profitable. As a member of the leadership team within the Treasury Services Corporate, Technology & Government segments this is a team leader role with direct responsibilities for very large, strategic and sophisticated technology companies and fast growing fintech's. The incumbent will lead the team to develop business by consultatively prospecting & advising top leadership on the best way to achieve their short- and long- term strategic objectives through the banks solutions. Prospects pursued are key to the team achieving its goals and objectives. Prospects are significantly large and complex institutions, requiring depth of knowledge in a niche segment 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. Incumbent will also be responsible for the team 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 Treasury Services Corporate, Technology and Government segments strategy with a focus on technology companies, fintech's and strategic partners. 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 banks 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 team. Closes new prospects by structuring deals (pricing, contract terms, etc.) that achieve optimal terms for both the client and the bank. Ensures deals are compliant with all regulations. Deals may involve significant risk to the organization. Marshals firm-wide resources (marketing, legal, compliance, risk, operations, technology, product management, etc.) to ensure the most appropriate response to prospect proposals and deal structure. Work closely with related teams and other firm-wide resources to ensure all risk management/compliance activities relevant to business development activities are conducted and captured. Overseas the tracking and reporting on business development results for the team. Presents to senior leaders, the trends, opportunities, potential areas of concern, and areas for growth. Provide input to leaders for addressing identified issues. Provides guidance to less experienced Business Development roles and provides direct supervision to the small team.

• 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.