The Consultant Relations Group is responsible for managing a large portfolio of consultants firms and influencers operating across EMEA region. The universe of consultants is diverse incorporating Strategic Management Consultancy firms; Audit firms; Actuarial and Investment Consulting firms; Management Boutiques, Legal firms and Independents.
The incumbent will independently manage a portfolio of existing clients or prospects, focusing on client satisfaction, relationship building and responsible business growth that is compliant, of acceptable risk and profitable. Serve in a consultative role to clients and prospects, advising top leadership on the best way to achieve their short- and long- term strategic objectives through the firm's solutions. Assist small to moderate emerging institutional prospects or clients with high-growth potential, increased complexity of strategic needs and a longer pursuit process. May also pursue advantageous strategic partnerships with third parties in order to better respond to client/prospects' needs.
The incumbent will operate extensively across Financial Services providing professional services support to institutions. Their advice and recommendations carry significant importance with clients and prospective clients of BNY Mellon and are highly influential.
The role requires a strong understanding of BNY Mellon's strategy within region and retain a good level of knowledge of services offered across Investment Services. The incumbent needs to possess requisite gravitas to engage with senior executives within consulting firms and be a highly effective communicator.
The incumbent will ensure that BNY Mellon is recognised as a market leader through a targeted communications programme that aligns to the regional Consultant strategy. The incumbent will work alongside the Relationship Development Group, proactively increasing new business opportunities and sales channels through campaigns and engagements. The role requires close collaboration with client coverage groups, product management and technology teams to ensure positive consultant sentiment is maintained. External intelligence will be captured and disseminated effectively to stakeholders to help institute change where appropriate.
The incumbent will ensure that best practice relationship management disciplines are maintained across the portfolio. Detailed relationship plans, advocacy ladders, calling activity, campaign briefings etc. will be maintained to the requisite standard. Thought leadership will be captured and presented through the Consultant repository; where appropriate, in person briefings will be facilitated with BNY Mellon stakeholders. The Consultant Relations Partner needs to be well organised, self-driven and be able to engage with all stakeholders across the business confidently.
Performs in-depth industry research and maintains an understanding of the market environment, including short- and long-term trends, competitor offerings, regulatory developments etc. in order to achieve account growth or new accounts. Generates leads from within existing client accounts or as a results of industry research, prospecting. Incumbents are highly experienced in independently developing leads and initiating contact with prospects. Client/prospect contacts are usually institutional leadership. Assists lower level peers with complex analyses when needed.
Consults with clients/prospects on their strategic vision and uses an in-depth understanding of the firm's solutions and value proposition to help achieve that vision. May offer customized product offerings. Develops a negotiation strategy and position to align client/prospect needs to firm offerings.
Closes new prospects or new client arrangements 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 (RMs, AMs, CSD) and other firm-wide resources (marketing, legal, compliance, etc.) to ensure all risk management/compliance activities relevant to business development, relationship management, and/or account management activities are conducted and captured.
Tracks and reports on business development, relationship management, and/or account management 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.
Manage a defined portfolio of Consultant firms that are significant and influential to BNY Mellon
Formulate strategic plans in conjunction with the EMEA Head of Consultant Relations. Provide management of projects, both tactical and strategic, to achieve the targets for the Consultant Relations Group
Execute a regular calling program on the portfolio of firms responsible for. Ensure that each firm has strong visibility and understanding of BNY Mellon's strategy, services and solutions.
Enhance the advocacy framework for each consulting firm ensuring that optimum connectivity is achieved with the BNY Mellon Executive Management Team and senior stakeholders
Work proactively with senior stakeholders across Investment Services and with Industry Segment Heads to ensure that BNY Mellon is profiled optimally
Collaborate closely with the Relationship Development teams across Investment Services to identify and execute on new business opportunities sponsored through the consultant channel, providing requisite support on campaigns and engagements
Work with the Marketing and Events Group to coordinate regional Consultant events and thought leadership workshops throughout the year
Manage the production of Consultant RFP database responses as they fall due for renewal. Deliver ad-hoc updates (e.g. quarterly financial statements) to the consultant industry as appropriate
Manage and report relevant analytics to the business (e.g. Consultant pipeline/trends, BNY Mellon Procurement mandate awards)
Job Specific Competencies:
Candidates should be able to demonstrate the following attributes in addition to good decision-making, pro-activity, flexibility, adaptability, team work and managing risk: Broad understanding of the financial services sector and operating environment. High-level understanding of regulations that impact the financial services sector
Strong understanding of BNY Mellon's strategy across EMEA region. Good knowledge of services offered across Investment Services
Highly articulate possessing requisite gravitas to be able to communicate effectively with senior executives and business leaders
Strong understanding of the competitive environment and industry drivers. Ability to communicate BNY Mellon's competitive strengths effectively to outperform competitors
Ability to consistently recognise business opportunities when engaging consultants. Influence consultants through strong consultative selling
Strong relationship management disciplines. Ability to prioritise and adapt to evolving priorities working effectively on multiple opportunities with different deadlines. Effective organisation of self and others to meet desired goals and objectives
High quality output with attention to detail. Ability to think and act strategically when formulating planning documents
Strong interpersonal skills. Methodical, measured and thoughtful
Technical Skills, Knowledge, Systems Knowledge (and associated skill level) Bachelor's degree or the equivalent combination of education and experience is required
To perform the job successfully, an individual should possess the following:
Extensive experience within the financial services industry with proven client skills and experience
Experience in a related customer-facing role, Sales Support, Global Capital Markets or Product Management
A good understanding of the relevant marketplace, competitive landscape and industry drivers in the relevant region is preferred
Good knowledge of Investment Services products and services would be an advantage
Strong knowledge of Asset Servicing products (Global Custody, Middle Office, Fund Administration, Transfer Agency, Depository/Trustee and related services)
Highly PC literate: Microsoft Office. Salesforce (ENGAGE) experience an advantage
As a global firm, bi-lingual capabilities are helpful as is an understanding of local/cultural nuances important for client trust
Global Competencies Client Orientation
Driving for Results
Enhancing Organisational Talent