Director, Client Executive

BNY Mellon•New York, NY

2d•Hybrid

About The Position

The Bank of New York Mellon seeks a Director, Relationship Management in New York, NY, to develop the strategic plan for managing and growing existing client relationships, focusing on revenue retention while analyzing potential risks to the business. The role involves identifying opportunities for incremental account growth, analyzing new legislation's impact on risk exposure, and serving as a consultative advisor to client leadership on strategic objectives. The Director will act as the primary client advocate and escalation point for client satisfaction, addressing queries on risk exposure, market scenarios, and values-at-risk calculations. Responsibilities include documenting key risks, consulting on strategic visions, developing contingency plans, informing financial decisions through analysis, promoting firm services, evaluating and structuring deals, and conducting regular client check-ins to ensure satisfaction and strategic alignment. The role also involves providing industry expertise, sharing trends, and assessing the impact of new legislation. The Director will develop, track, and report on relationship strategies, contribute to team metrics, and collaborate with business development teams. Prospecting new clients and informing financial decisions through analysis are also key. The role requires marshaling firm-wide resources to address client needs and proactively informing clients of industry developments. The Director will recommend areas for thought leadership and serve as the interface for compliance, regulatory, and reputational matters. Remote work may be permitted within a commutable distance from the worksite. Seventeen percent (17%) travel is required, both domestic and international.

Requirements

Bachelor’s degree, or foreign equivalent, in Business Administration, International Relations, or a related field
Ten (10) years of progressively responsible experience in the job offered or in a related Finance occupation.
Ten (10) years of progressively responsible experience must include: Planning growth strategy for global payments, foreign exchange, cash management, trade and trade finance products and services for banking and non-banking financial institutions
Applying an understanding of a country’s political and economic situations to manage the relationship to drive revenue according to planned growth targets across existing mature businesses and new growth initiatives
Managing and planning large lending portfolios including primary market exposure (trade finance, working capital loans, letters of credits) and secondary market (trading trade assets and insurance)
Conducting relationship management with the largest financial institutions in South America
Performing consultative selling of global payments and cash management products and services including USD, EUR, GBP and other G10 currencies, Bene and credit deduct structures, fullpay, virtual accounts, overnight sweep investments and regular and cross-currencies cash pooling structures
Utilizing Tableau, CRM, Internal Trade tool for calculation and analytics, and SWIFT Analytics
Conducting client onboarding and risk management activities using KYC and BAC

Responsibilities

Develop the strategic plan for managing and growing existing client relationships, with a focus on revenue retention while analyzing areas of potential risk to the assets, earning capacity and success of the business.
Identify opportunities to evolve client business for incremental account growth and analyze new legislation to determine impact on risk exposure.
Serve in a consultative role to the client, advising client top leadership (C-Suite) on the best way to achieve short- and long- term strategic objectives and determine potential environmental impacts of new products or processes on long-term growth and profitability.
Act as primary client advocate and ultimate escalation point for client satisfaction in order to answer queries on subjects such as risk exposure, market scenarios, or values-at-risk calculations.
Document communication of key risks and consult with clients on their strategic vision and how the firm can help them achieve that vision and develop contingency plans to deal with client emergencies.
Inform financial decisions by analyzing financial information to forecast business, industry, or economic conditions and promote firm services and product offerings that solve client challenges and achieve account growth.
Evaluate and structure deal (pricing, contract terms, etc.) to determine the optimal terms for both the client and the firm and determine potential environmental impacts of new products or processes on long term growth and profitability.
Conduct frequent and regular check-ins with assigned clients, ensuring their continued satisfaction and strategic alignment with firm services/product offerings.
Evaluate client needs and ensure sustained client engagement.
Provide clients with industry expertise sharing trends as well as current and potential impact on the client business model such as new legislation to determine impact on risk exposure and monitor developments in the fields of industrial technology, business, finance, and economic theory.
Develop, track and report on relationship strategy/results for assigned client portfolio and gather risk-related data from internal or external resources.
Contribute to the development of team/unit metrics, dashboards and roadmaps by producing reports or presentations that outline findings, explain risk positions, or recommend changes.
Work closely with business development teams to ensure relationship management strategy is executed by account management and client service teams, as well as identify key risks and mitigating factors of potential investments, such as asset types and values, legal and ownership structures, professional reputations, customer bases, or industry segments.
Conduct service review meetings and assist in client training, sharing of market information/experience and track, measure, or report on aspects of market risk for traded issues.
Prospect new clients in a similar industry or segment of existing clients and inform financial decisions by analyzing financial information to forecast business, industry, or economic conditions.
Contribute to the development of overall RM strategies for the unit and recommend ways to control or reduce risk.
Work with other Relationship Managers and 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.
Recommend areas for firm thought leadership efforts based on client feedback and may deliver thought leadership feedback both internally and externally to clients.
Ensure client onboarding and/or risk management activities are conducted and captured (KYC, BAC, etc.).
Serve as the interface for compliance, regulatory, reputational matters between clients and the Bank.