Executive Mgr, Bus Development - Head of Strategic Market Development, Business Applications (Great Neck)

The Bank of New York Mellon Corporation in Great Neck, NY

  • Type: Full Time
position filled

Executive Mgr, Bus Development - Head of Strategic Market Development, Business Applications

  • New York, New York
  • 1918103

Job Description

As a member of the Data and Analytics operating council, you will report to the Head of Commercial Strategy, Americas. In this role you will directly support the Head of Business Applications in product development activities initially with beta clients but longer term with all Business Applications clients.

Working alongside the D&A Business Development team, you will drive sales and deployment of business apps as they become available. In addition, you will support the evolution of D&A Business Development and Relationship Management teams in defining and implementing best practices suitable for the business as it relates to Business Applications.

Given the New York location of this position, you will be tasked as a liaison for the D&A Business Development and Relationship Management teams covering primarily the Eagle product suite once down the learning curve.

Finally, this role interfaces with AS Digital team to optimize the Go To Market strategy against key clients.

Independently evaluates and pursues new business opportunities and client prospects within a Segment, focusing on responsible business growth that is compliant, of acceptable risk and profitable. Serves in a consultative role to the prospects, advising top leadership on the best way to achieve their short- and long- term strategic objectives through the firms solutions. Prospects are of critical importance to the firms achievement of both its operational and strategic 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. Incumbents in this role are well-known externally to industry leaders. If necessary, leads team implementation of firm-wide initiatives. For some areas of the Bank, may be responsible for 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. Identifies new or emerging markets for the firm to enter and/or develops innovative ways to structure solutions for the prospect. 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 business unit prospect strategy. Identify, co-ordinate and participate in opportunities for enhancing the Companys 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 firms 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 business unit.

Closes new prospects 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. Deals may involve significant risk to the organization. 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 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 recommendations and collaborate with leaders to address identified issues.

Provides guidance to less experienced Business Development roles as needed or may provide direct supervision to a small team. May enlist and lead other Business Development colleagues in pursuing very large, complex opportunities.

Responsible for business development within a large and/or complex area, often requiring a breadth of knowledge across geographic, product or industry categories and segments. Typically pursues large, complex prospects requiring multi-year, long-term pursuit processes. Deals are critical to the achievement of firm operational and strategic objectives. For some areas of the Bank, may be responsible for achieving organic incremental growth from existing clients.

Oversees the business development family within multiple business units or a single very large business, always through subordinate managers. Sets the strategy for business development in assigned business(es) and develops tactics to execute on that strategy in support of the business unit goals, and focuses on responsible business growth that is compliant, of acceptable risk and profitable. Identifies the markets and areas for future growth and development and ensure staff are deployed accordingly. Participates in and contributes to the development of firm-wide strategy and goals and interfaces regularly with senior leaders and stakeholders. For some areas of the Bank, may be responsible for achieving organic incremental growth from existing clients. Develops and implements the business development strategy for assigned business(es). Owns the business development pipeline and campaign management for assigned business(es). Ensures that subordinate managers effectively develop an operating model/procedures to execute the strategy. Participates in the development of firm-wide strategy. Ensures that business development strategy supports firm-wide strategic goals and objectives. Sets the standards for dealing with unprecedented, complex or intricate issues regarding prospect needs, deal structure, negotiations, priorities, compliance, regulations, etc. Establishes guiding principles or standard operating procedures to ensure consistency of approach across the family. Reviews and approves deal structure ensuring optimal terms for both the client and the firm and mitigating risk where necessary. Ensures deals are compliant with all regulations. Ensures staff have access to the right firm-wide resources (marketing, legal, compliance, etc.) to ensure the most appropriate response to prospect proposals and deal structure. Develops the key metrics and sales analyses that will gauge the success of the business development activities within the family. Tracks and reports on business development results for the function. Leads recruitment efforts and manages and develops teams to maximize their collective contributions. Motivates first line managers to maximize their contributions and encourages professional growth. Continually coaches and monitors skill development of the team, ensuring that team members have access to and take advantage of formal and informal training opportunities, foster mentorships, etc. Actively sources for key roles and identifies candidates with existing relationships that would supplement the Banks relationships. Manages the Business Development family across the firm, within a large business unit or across multiple business units. Work is accomplished through subordinate managers. Responsible for revenue goals within the business unit(s). For some areas of the Bank, may be responsible for achieving organic incremental growth from existing clients. Has human resources management and financial resource management responsibilities.

Qualifications

Bachelor's degree or the equivalent combination of education and experience is required. Advanced/graduate degree preferred. Typically requires 15 plus years of total work experience and 5-7 years of management experience preferred, preferably in Business Development or a customer-facing role. Applicable local/regional licenses or certifications as required by the business.


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: 70016
Job: Asset Servicing
Organization: AS Eagle Cloud And EMS-HR06432
Requisition Number: 1918103


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