Principal, Cross Functional Relationship Management/Business Development
Location: New York, New York
Type: Full Time
Internal Number: 13182026
Corporate Trust is the largest global provider of trustee and paying agency services as well as a leading provider of escrows and third party administrative agency services to the global capital markets. Its institutional client base comprises major Financial Institutions, Corporates, Insurance Companies, Asset Managers, Government and Sovereign entities.
Business Development responsible for securing new business for the complete suite of US Corporate Trust Services
Prospect and lead new business generation by developing and executing sales plan.
Independently evaluates and pursues new business opportunities from Centers of Influence (such as Underwriters, Investment Banks, Collateral Managers, Law Firms, Lenders) and client prospects within a Segment or Territory, focusing on responsible business growth that is compliant, of acceptable risk and profitable.
New business opportunities consist of services such as trustees for straight and structured bond offering, administrative agent of loan syndications or escrow services on M&A's.
Serves in a consultative role, advising senior market participants on Corporate Trust and enterprise servicing solutions that best fit their strategic funding and capital market objectives.
Prospects and Centers of Influence ("COI") are significantly large and complex institutions, requiring depth of knowledge in debt capital markets and often requiring breadth of knowledge across geographic, product or industry categories and segments.
May enlist and lead other Business Development colleagues in pursuing very large, complex opportunities.
Source potential prospects and opportunities through an understanding of the market environment, including short- and long-term trends, competitor offerings, regulatory developments and knowing who the market participants are.
Incumbents are highly experienced in independently developing leads and initiating contact with prospects or COI.
Screens and evaluates prospects/opportunities by analyzing market strategies, deal requirements, growth potential, financials, and internal firm priorities. Contributes to the development of business unit prospect strategy. 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.
Closes new prospects/opportunities by structuring deals (pricing, proposal, RFP, contract terms, etc.) that achieve optimal terms for both the client and the firm.
Marshals firm-wide resources (marketing, legal, compliance, etc.) to ensure the most appropriate response to proposals and deal structure.
Work closely with related internal teams (Relationship Managers, Transaction Managers, Client Service Manager) 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 for assigned area (geographic, business/industry category, product category, etc.)
Builds reports for use by senior leaders that identifies trends, opportunities, potential areas of concern, etc. Provide input to leaders for addressing identified issues.
No direct reports. Provides guidance to less experienced Business Development roles as needed.
Bachelor's degree or the equivalent combination of education and experience is required. Advanced/graduate degree preferred.
7 to 10 years of total work experience preferred focused on Capital Markets and Financial Services experience.
Experienced in Trust and Agency product, Debt Capital Markets or transferrable sales experience
Preferred prior experience in a related customer-facing role or sales role
A good understanding of the Corporate Trust's relevant marketplace(s), competitive landscape and industry drivers is highly desirable.
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.