Principal, Cross-Functional Relationship Management & Business Development

BNY Mellon



28 April 2017

Apply now
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.

Team Overview

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.

Consultants operate extensively across Financial Services providing professional services support to institutions. Their advice and recommendations carry significant importance with clients/prospects and are highly influential.

Role Description

The incumbent will independently manage a portfolio of Consultant firms that are significant and influential to BNY Mellon. The role requires a strong understanding of BNY Mellon’s strategy within region and 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 program 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 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 incumbent needs to be well organised, self-driven and be able to engage with all stakeholders across the business confidently.


Ensure that Consultants retain a clear understanding of BNY Mellon’s strategy, services and solutions. Consults with influencers that are supporting clients/prospects on strategic initiatives using an in-depth understanding of the firm's solutions and value proposition to align to these.

Work proactively with senior stakeholders across Investment Services and with Industry Segment Heads to ensure that BNY Mellon is profiled optimally with Consultants.

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.

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.

Enhance the advocacy framework for each Consulting firm ensuring that robust connectivity is achieved with the BNY Mellon Executive Management Team and senior stakeholders.

Work with the Marketing and Events Group to coordinate regional Consultant events and thought leadership workshops throughout the year.

Manage the production of Consultant Request For Proposal 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)

To perform the job successfully, an individual should possess the following:

Bachelor’s degree or the equivalent combination of education and experience is required

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
The latest features from Asset Servicing Times
The EU’s General Data Protection Regulation is now less than a year away, and affected firms still have much to do, heard attendees at GAIM London
As the active-passive fund debate reaches fever pitch, there is a third option, says Broadridge’s Stephanie Clarke
Join Our Newsletter

Sign up today and never
miss the latest news or an issue again

Subscribe now
Asset managers are increasingly relying on data, and the service providers that can manage it, heard attendees at London’s TSAM conference
As the long-standing Barclays Point risk analytics solution winds down to retirement, investment managers have some tricky decisions to make, according to Confluence’s Katie Kiss
Fund administrators could be best off leaving back-office technology upgrades to the professionals, says Kelly Ashe of Pacific Fund Systems
In the search for alpha, appointing an investment fund and a management company can bring myriad benefits, says Eduard von Kymmel of VP Bank
Fund distribution is entering the digital age, and so can traditional service providers. Fundsquare’s Paolo Brignardello explains
Blockchain may be the talk of the town, but before the industry starts moving ahead, it has to figure out in which direction it will go
View features section
Country profiles
The latest country profiles from Asset Servicing Times
The Asian market may be improving on the harmonisation front, but the situation is still far from ideal. Experts discuss what there is still left to do
Brazil is hogging the limelight from its South American neighbours. But, although reforms are in full swing, there is still work to be done
Securities Lending Times

Visit our sister site
for all the latest securities lending news and analysis

No nation is an island, and the Polish CSD has post-trade services to cater to all of Central and Eastern Europe, says KDPW’s Iwona Sroka
In a region as geographically, culturally and economically diverse as Asia, funds passports have a tricky road ahead if they’re to redefine the industry
Amid cross-border restrictions and tightened belts, Luxembourg’s kingdom of real estate investment won’t be crumbling any time soon
The Chinese market has taken a knock to its confidence, but despite its size, it is still merely an emerging market, and must take these setbacks in its stride
Rich in sunshine, cork hats and tired clichés, Australia’s funds industry doesn’t buck the trend, boasting record levels of assets under custody
As the Saudi Arabian stock exchange finally opens its doors to foreign investments, the influx from abroad will be in baby steps, not leaps and bounds
View country profiles section
The latest interviews from Asset Servicing Times
Between geopolitical turmoil and the ongoing regulatory challenge, the Luxembourg funds industry remains strong, says ALFI chair Denise Voss
Real Estate Investment Times

Visit our sister site
for all the latest real estate investment news

View interviews section