Vice President, Cross-Functional Relationship Mgt and Business Dev
BNY Mellon, New York, NY, United States
Vice President, Cross-Functional Relationship Management and Business Development
Location: New York, NY.
We're seeking a future team member for the role of Vice President, Cross-Functional Relationship Management and Business Development to join our Corp Trust Client Practice team.
Revenue-Generating (RG) Responsibilities
Stand up and lead a Corporate Trust Bidding Desk focused on direct revenue generation for basic service trustee and paying agent roles.
Manage and develop entry-level staff and analysts responsible for bidding on new deals; establish playbooks, KPIs, training and quality controls to ensure disciplined execution.
Target and cover infrequent bond issuers; design outreach and bid strategies to position Corporate Trust competitively for episodic issuance.
Proactively monitor maturing bonds to retain and grow client relationships within Corporate Trust as issuers roll over existing debt or seek new bonds; implement renewal, rollover, and cross‑sell motions.
Focus client coverage on municipal issuers and small corporations; tailor offerings and bid packages to segment needs and pricing dynamics.
Own a team revenue target, track pipeline, win rates, pricing and contribution margin; course‑correct with action plans to meet or exceed target.
Support Client Responsible Officer (KYC) activity, Enterprise CRM (ECRM) hygiene, and new business planning and analysis; ensure data integrity, disciplined opportunity management, and timely reporting to drive pipeline health and commercial outcomes.
Collaborate with risk, legal, operations, and service teams to ensure compliant bids, smooth onboarding, and high‑quality service delivery post‑win.
Establish escalation and governance routines with the co‑located hiring manager for rapid decisioning on bids, pricing and prioritization.
Skills and Competencies
Commercial Acumen: Hands‑on experience with pipeline management, bid strategy, pricing, and revenue forecasting; strong understanding of trustee/paying agent services with Corporate Trust.
Data Discipline: Familiarity with opportunity management system and rigorous Enterprise CRM (ECRM) hygiene; commitment to accurate reporting and analytics.
Performance Metrics
Operational Effectiveness: Cycle‑time reduction from bid to onboarding, handoff quality, adherence to governance routines, Enterprise CRM (ECRM) hygiene scores.
Role Interfaces
Internal: Co‑located hiring manager, platforms/practices/hubs leadership, product owners, sales/coverage teams, operations, technology, finance, legal/risk/compliance, marketing, Client Responsible Officer (KYC).
External: Municipal issuers, small corporations, and relevant market participants to advance bidding opportunities and relationship growth.
Benefits and Rewards BNY offers highly competitive compensation, benefits, and wellbeing programs rooted in a strong culture of excellence and our pay‑for‑performance philosophy. We provide access to flexible global resources and tools for your life's journey. Focus on your health, foster your personal resilience, and reach your financial goals as a valued member of our team, along with generous paid leaves, including paid volunteer time, that can support you and your family through moments that matter.
BNY is an Equal Employment Opportunity/Affirmative Action Employer – Underrepresented racial and ethnic groups/Females/Individuals with Disabilities/Protected Veterans.
BNY assesses market data to ensure a competitive compensation package for our employees. The base salary for this position is expected to be between $68,000 and $175,000 per year at the commencement of employment. However, base salary if hired will be determined on an individualized basis, including as to experience and market location, and is only part of the BNY total compensation package, which, depending on the position, may also include commission earnings, discretionary bonuses, short and long‑term incentive packages, and Company‑sponsored benefit programs. This position is at‑will and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation) at any time, including for reasons related to individual performance, change in geographic location, Company or individual department/team performance, and market factors.
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We're seeking a future team member for the role of Vice President, Cross-Functional Relationship Management and Business Development to join our Corp Trust Client Practice team.
Revenue-Generating (RG) Responsibilities
Stand up and lead a Corporate Trust Bidding Desk focused on direct revenue generation for basic service trustee and paying agent roles.
Manage and develop entry-level staff and analysts responsible for bidding on new deals; establish playbooks, KPIs, training and quality controls to ensure disciplined execution.
Target and cover infrequent bond issuers; design outreach and bid strategies to position Corporate Trust competitively for episodic issuance.
Proactively monitor maturing bonds to retain and grow client relationships within Corporate Trust as issuers roll over existing debt or seek new bonds; implement renewal, rollover, and cross‑sell motions.
Focus client coverage on municipal issuers and small corporations; tailor offerings and bid packages to segment needs and pricing dynamics.
Own a team revenue target, track pipeline, win rates, pricing and contribution margin; course‑correct with action plans to meet or exceed target.
Support Client Responsible Officer (KYC) activity, Enterprise CRM (ECRM) hygiene, and new business planning and analysis; ensure data integrity, disciplined opportunity management, and timely reporting to drive pipeline health and commercial outcomes.
Collaborate with risk, legal, operations, and service teams to ensure compliant bids, smooth onboarding, and high‑quality service delivery post‑win.
Establish escalation and governance routines with the co‑located hiring manager for rapid decisioning on bids, pricing and prioritization.
Skills and Competencies
Commercial Acumen: Hands‑on experience with pipeline management, bid strategy, pricing, and revenue forecasting; strong understanding of trustee/paying agent services with Corporate Trust.
Data Discipline: Familiarity with opportunity management system and rigorous Enterprise CRM (ECRM) hygiene; commitment to accurate reporting and analytics.
Performance Metrics
Operational Effectiveness: Cycle‑time reduction from bid to onboarding, handoff quality, adherence to governance routines, Enterprise CRM (ECRM) hygiene scores.
Role Interfaces
Internal: Co‑located hiring manager, platforms/practices/hubs leadership, product owners, sales/coverage teams, operations, technology, finance, legal/risk/compliance, marketing, Client Responsible Officer (KYC).
External: Municipal issuers, small corporations, and relevant market participants to advance bidding opportunities and relationship growth.
Benefits and Rewards BNY offers highly competitive compensation, benefits, and wellbeing programs rooted in a strong culture of excellence and our pay‑for‑performance philosophy. We provide access to flexible global resources and tools for your life's journey. Focus on your health, foster your personal resilience, and reach your financial goals as a valued member of our team, along with generous paid leaves, including paid volunteer time, that can support you and your family through moments that matter.
BNY is an Equal Employment Opportunity/Affirmative Action Employer – Underrepresented racial and ethnic groups/Females/Individuals with Disabilities/Protected Veterans.
BNY assesses market data to ensure a competitive compensation package for our employees. The base salary for this position is expected to be between $68,000 and $175,000 per year at the commencement of employment. However, base salary if hired will be determined on an individualized basis, including as to experience and market location, and is only part of the BNY total compensation package, which, depending on the position, may also include commission earnings, discretionary bonuses, short and long‑term incentive packages, and Company‑sponsored benefit programs. This position is at‑will and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation) at any time, including for reasons related to individual performance, change in geographic location, Company or individual department/team performance, and market factors.
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