Sr Principal, Bus. Development Treasury Services

  • Competitive
  • New York, NY, USA
  • Permanent, Full time
  • BNY Mellon
  • 24 Mar 19

Sr Principal, Bus. Development Treasury Services

Business Development - IC5

Independently evaluates and pursues new businessopportunities and client prospects within a Segment, focusing on responsiblebusiness growth that is compliant, of acceptable risk and profitable. Serves ina consultative role to the prospects, advising top leadership on the best wayto achieve their short- and long- term strategic objectives through the firmssolutions. Prospects pursued are key to the unit achieving its goals andobjectives. Prospects are significantly large and complex institutions, requiringdepth of knowledge in a niche segment or significant breadth of knowledgeacross numerous products/services. Prospect needs are often enterprise-wide andmay involve a multi-year or long-term pursuit approach. May also pursueadvantageous strategic partnerships with third parties in order to betterrespond to prospects needs. If necessary, leads team implementation offirm-wide initiatives. For some areas of the Bank, may beresponsible for achieving organic incremental growth from existing clients.

Locates potential prospects through in-depth industryresearch and an understanding of the market environment, including short- andlong-term trends, competitor offerings, regulatory developments etc. Incumbents are highly experienced in independently developing leads andinitiating contact with prospects. Prospect contacts are almost exclusively themost senior leadership within an organization (i.e., C-suite).

Screens and evaluates prospects by analyzing marketstrategies, deal requirements, growth potential, financials, and internal firmpriorities. Contributes to the development of business unit prospectstrategy. Identify, co-ordinate and participate in opportunities forenhancing the Company's visibility. Work with the appropriate functionsto develop and market new products, services, solutions and thought leadershipconcepts.

Consults with prospects on their strategic vision and usesan in-depth understanding of the firms solutions and value proposition to helpachieve that vision. May offer customized product offerings. Develops anegotiation strategy and position to align prospect needs to firm offerings.Contributes to and advises on negotiation strategy for the business unit.

Closes new prospects by structuring deals (pricing, contractterms, etc.) that achieve optimal terms for both the client and the firm.Ensures deals are compliant with all regulations. Deals may involve significantrisk to the organization. Marshals firm-wide resources (marketing, legal,compliance, etc.) to ensure the most appropriate response to prospect proposalsand deal structure.

Work closely with related teams (RMs, AMs, CSD) and otherfirm-wide resources (marketing, legal, compliance, etc.) to ensure all riskmanagement/compliance activities relevant to business development activitiesare conducted and captured.

Tracks and reports on business development results forassigned area (geographic, business/industry category, product category,etc.) Builds reports for use by senior leaders that identifiestrends, opportunities, potential areas of concern, etc. Provide input toleaders for addressing identified issues.

No direct reports. Provides guidance to less experiencedBusiness Development roles as needed or may provide direct supervision to asmall team. May enlist and lead other Business Development colleagues inpursuing very large, complex opportunities.

Responsible for business development within a large and/orcomplex area, often requiring breadth of knowledge across geographic, productor industry categories and segments. Typically pursues large, complex prospectsrequiring multi-year, long-term pursuit processes. Deals are critical to theachievement of unit goals and objectives. For some areas of theBank, may be responsible for achieving organic incremental growth from existingclients.

Qualifications

Bachelors degree or the equivalent combination of educationand 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-facingrole, Sales Support, Global Capital Markets or Product Management. Applicablelocal/regional licenses or certifications as required by the business. A goodunderstanding of the relevant marketplace, competitive landscape and industrydrivers in the relevant region is preferred. As global firm, bi-lingualcapabilities are helpful as is an understanding of local/cultural nuances importantfor client trust.

BNY Mellon is an Equal Employment Opportunity/Affirmative Action Employer.
Minorities/Females/Individuals With Disabilities/Protected Veterans.


Primary Location: United States-New York-New York
Internal Jobcode: 70020
Job: Sales/Marketing
Organization: TS Sales-HR07024
Requisition Number: 1819413