Senior Director, Client Executive

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We are seeking a future team member for the role of Senior Director, Client Executive, located in Zurich- HYBRID.

The Senior Director, Client Executive, assists in developing the enterprise-wide strategic plan for managing and growing a portfolio of existing client relationships and/or new prospects, focusing on revenue growth through a combination of deepening and expanding existing relationships and cultivating new business. Clients/prospects are significantly large and very complex institutions, requiring depth of knowledge in a niche segment or breadth of knowledge across numerous products/services offered by the firm. The incumbent supports Client Coverage senior leadership to serve in a consultative role to clients/prospects, advising client leadership on the best way to achieve their short- and long- term strategic objectives through a solutions-oriented approach to delivering the firm's full capabilities.

Responsibilities as a Client Executive

• Commercially focused on optimizing the client relationship in order to grow revenue. Consults with clients/prospects on their strategic vision and uses an in-depth understanding of the firm's solutions and value proposition to help achieve that vision. Proactively identifies potential 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 focused on key, senior level decision makers and influencers within an organization (i.e., up to and including C-suite). Identify, co-ordinate and participate in opportunities for enhancing the Company's visibility.
• Delivers the full value of the firm by leveraging the deep knowledge of the firm's product offerings and how they can best meet client needs with a solutions orientation. May require ideating bundled cross-product offerings customized to the client's specific needs. Evaluate and structure deal (pricing, contract terms, etc.) to determine the optimal terms for both the client and the firm's commercial objectives & risk appetite. Shares with product partners new or emerging markets for the firm to enter where appropriate.
• Works closely with related teams (client service, operations, etc.) 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. Holds partners accountable for delivering their part of the client experience.  Serves as highest point of contact for any client escalations.
• Manages the entire sales lifecycle beginning with forward-thinking account planning and continuing with proper sales hygiene throughout the relationship.  Fosters a constructive feedback loop with clients to serve both transactional needs to more involved and strategic product development.  Ensures all client and deal info remains accurate and up to date in the appropriate eCRM/reporting platforms.
• Fosters cross-collaboration internally and connect-the-dots across the firm.  Remains intellectually curious about products within the firm to keep informed and up to date on all firm offerings. 
• Provides thought leadership and industry expertise to clients and prospects at industry roundtables, conferences, client events, webinars and more.  Attends industry events and conferences to remain visible in the market and remain current on industry trends and competitor services/offerings.

Branch Managers (Branch Manager and Deputy Branch Manager) are responsible for the activities of the Branch only to the extent that this responsibility has been delegated to them by the legal entity BNYM SA/NV. The Branch Managers (Branch Manager and Deputy Branch Manager) could therefore be held liable for violations of applicable law or in case for a breach of their duty of care and diligence,to the extent of the responsibilities entrusted to them. In this respect, on top of the civil liability, the Branch Managers (Branch Manager and Deputy Branch Manager) may be convicted for certain specific offenses, including in case of breach of prudential laws, and the regulators may impose administrative fines in case of breach of applicable prudential laws and regulations. Considering Branch Management liabilities, the Deputy Branch Manager should work closely with the Branch Manager and the Branch Management team in order to act with due care, skills and diligence, comply with BNYM SA/NV's  policies and other internal instructions, comply with applicable law, consult Legal and/or Compliance in case of doubt and keep on records minutes of Branch Management meetings reflecting the discussions held and the decisions taken.

Responsibilities as a Deputy Branch Manager

As Deputy Branch Manager the selected individual will be jointly responsible with the Branch Manager for the Oversight of the activities of the Branch and Human Recources including: 

• Leading the Branch Management in ensuring sound Management practices in the Branch, and with particular and primary focus on Risk Management- all types
• Responsible for the execution of the BNYM SA/NV strategy locally (in the Branch).
• Responsible for all local and contractual commitments and obligations made by BNYM SA/NV acting through the Branch to all third parties.
• Ensure local adherence with all rules and regulations applicable to the Branch as identified by Compliance and adherence to the BNYM SA/NV policies, outsourcing and internal controls frameworks.
• Chair the local BNYM SA/NV Branch Management Committee (upon arrangement with the Branch Manager) and ensure meetings are held in compliance with its terms of reference (frequency, participants, decision rules, etc.) - in case such terms have been duly settled.
• Ensure timely reporting on its Operational, Risk, Compliance and Financial perspective on a monthly basis to BNYM SA/NV ExCo.
• Ensure appropriate Management Information is in place at Branch level.
• Ensure appropriate active participation and representation in the different legal entity committees (e.g. RMC) and ensure coverage in case of absence.
• Ensure that there are no material audit/compliance findings to the activities of the Branch for which no remediation program is in place.
• Assess, review and approve the Internal Control report from the Branch perspective. 
• Performing all labour law activities for the Branch, in accordance with Article 3 § 1 of the Labour Code.

Selected additional responsibilities related to Regulatory representation, Operational activities, and Monitoring of Financials can be delegated to the Deputy Branch Manager as opportune depending on the final structure and evolution of the Branch. 

To be successful in this role, we are seeking the following:

• Bachelor's degree or the equivalent combination of education and experience is required. Advanced/graduate degree preferred.
• Minimum 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 (English-German) are helpful as is an understanding of local/cultural nuances important for client trust.
   

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