Sr Principal, Business Development (EMEA Middle Office Sales)
Location: London, United Kingdom
Type: Full Time
Internal Number: 12472040
A Senior Sales Executive manages the Sales family within a business unit or large region, primarily through subordinate managers. They should set the strategy for Sales in an assigned business unit or region and develop tactics to execute on that strategy in support of business unit goals, as well as focussing on responsible business growth that is compliant, of acceptable risk and profitable. They should also identify the markets and areas for future growth and development and ensure staff are deployed accordingly.
The Senior Sales Executive will drive the sales process from identification of key prospects, origination of opportunities through to execution of the sales strategy and closing deals. The Senior Sales Executive should have an in-depth product knowledge of the relevant product set and a working knowledge of BNY Mellon's entire Asset Servicing and global offering to present comprehensive and compelling solutions to clients and be capable of delivering the whole company . Specific knowledge of Middle Office operations outsourcing and prior experience leading large, transformational opportunities is strongly preferred.
A Senior Sales Executive should be intimately familiar with all relevant regulatory events and strategic industry issues related to a particular segment. They should be at the professional level to represent the company at industry events, on industry boards and committees, conferences and panels.
A Senior Sales Executive is responsible for all commercial aspects of new business and therefore requires a deep understanding of financial and commercial aspects aligning those with the company's legal and risk guidelines. As a senior leader, the individual must have an understanding of risk - both credit and operational, as well as issues relating to compliance and KYC. The individual must both understand, and comply with, proper governance of the sales process. In addition, as a senior manager the individual should also ensure that their team (which may consist of Sales Executives and Sales Partners in a number of separate locations) has a full understanding of this process and that team members are responsible for the correct execution of this process.
The Senior Sales Executive should work closely with our Product and Relationship Management teams locally and globally to pursue targeted opportunities; leverage existing contacts within the sector as part of sales execution; present product solutions to potential clients based on proven expertise, in partnership with the relevant business, operational and technology. They should also partner with the Asset Servicing business and Marketing teams to enhance our industry presence through industry conferences, relationships with key influencers and via thought leadership.
Specific activities may include:
Developing a sales strategy with the segment sales team, Sector Head and Head of Sales for the assigned market that ensures attainment of the company's sales goals and revenue targets.
Setting the standards for dealing with unprecedented, complex or intricate issues regarding prospect needs, deal structure, negotiations, priorities, compliance, regulations, etc. Establishing guiding principles or standard operating procedures to ensure consistency of approach across the family.
Reviewing and approving the structure of a particular opportunity to ensure optimal terms for both the client and the firm and mitigating risks where necessary. Ensuring that all opportunities are compliant with all relevant regulations.
Ensuring that staff have access to the right firm-wide resources such as Marketing, Legal, Risk (Credit and Operational), Compliance, Finance etc. to ensure the most appropriate response to prospect proposals and deal structure.
Developing the key metrics and sales analyses that will gauge the success of Sales activities within the family. Tracking and reporting on Sales results for the function.
Recruiting, directing, motivating and developing staff. Maximising their individual contribution, their professional growth and their ability to function effectively within a team. Ongoing coaching and monitoring the skills development of the team, ensuring that team members have access to, and take advantage of, both formal and informal training opportunities, foster mentorships, etc. Actively source for key roles and identify candidates with existing relationships that would supplement the Bank's relationships.
Identify and maintain an updated, defined universe of key prospects within a given territory.
Implement a calling schedule with key prospects which ensures that BNY Mellon is well positioned with all chosen key prospects.
Coordinate internally to ensure appropriate knowledge networks are leveraged and relevant people are aligned with strategy, for example Business Head, Relationship Management, Platinum Group, Global Client Management, Corporate Trust, Markets and other LOBs, as required.
Identify and coordinate additional resources required for achievement of revenue targets.
Network within industry bodies to further promote the brand.
Provide information which inputs into senior management / Product management for the institutional marketplace.
Provide the competitive strategy and executive ownership of an opportunity
Assist in the development of the financial model for an opportunity and present to the Business Acceptance Committee.
Act as the lead negotiator on commercial aspects of any opportunity.
Other activities as required from time-to-time.
Bachelors degree or the equivalent combination of education and 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-facing role, Sales Support, Global Capital Markets or Product Management. Applicable local/regional licenses or certifications as required by the business. A good understanding of the relevant marketplace, competitive landscape and industry drivers in the relevant region is preferred. 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.