Overview
Responsibilities
- Independently manages 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.
- 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. Clients/prospects managed are key to the unit achieving its goals and objectives.
- Clients/prospects are significantly large and complex institutions, requiring depth of knowledge in a niche segment or significant breadth of knowledge across numerous products/services. P
- Prospect and client needs are often enterprise-wide and may involve a multi-year or long-term pursuit approach.
- May also pursue advantageous strategic partnerships with third parties in order to better respond to prospects needs.
- If necessary, leads team implementation of firm-wide initiatives.
- May be responsible for executing trades in certain businesses.
- 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 and prospect contacts are almost exclusively the most senior leadership within an organization (i.e., C-suite).
- 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.
- Consults with clients/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 client/prospect needs to firm offerings.
- Contributes to and advises on negotiation strategy for the business unit.
- 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.
- 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, 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.
- Provide input to leaders for addressing identified issues.
- May enlist and lead other business development, relationship management, and/or account management colleagues in pursuing very large, complex opportunities.
- Responsible for business development, relationship management, and/or account management within a large and/or complex area, often requiring 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 unit goals and objectives.
Skills & qualifications
- Bachelor's 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.
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