Senior Principal, Business Development

il y a 2 semaines

Brussels, Belgique BNY Mellon Temps plein

Overview

**Primary Responsibilities in Business Development**:
Locates potential prospects through in-depth industry research and an understanding of the market environment, including short
- and long-term trends, competitor offerings, regulatory developments etc. Incumbents are highly experienced in independently developing leads and initiating contact with prospects. Prospect contacts are almost exclusively the most senior leadership within an organization (i.e., C-suite).
Screens and evaluates prospects by analyzing market strategies, deal requirements, growth potential, financials, and internal firm priorities. Contributes to the development of business unit prospect strategy. 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 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 prospect needs to firm offerings. Contributes to and advises on negotiation strategy for the business unit.
Closes new prospects 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.
Works 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 activities are conducted and captured.
Tracks and reports on business development 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.

**Responsibilities as EMEA Head of Growth and Sales Strategy**:
Identifies key growth areas, defining sales strategies and driving execution through collaboration with RMs, product, marketing, service and wider stakeholders
Drives internal training, product campaigns and initiatives

**Develops client engagement planning**: webinars & thought leadership
Supports TS EMEA Head with financial and sales planning
Identifies and proposes new product features through market positioning and competitive analysis
Drives complex and replicable solutions
Steers process improvement and service excellence (including sales process, onboarding, KYC, etc)
Designs and executes various team activities such as offsites, bi-weekly team meetings (agenda / content / speakers), etc.
Leads development of, and track, client and market analytics, through managing data for TS EMEA using information from key data sources:
Monthly Performance reviews
Conducts data analysis and provide TS EMEA Head with key information regarding clients, RM activity and potential roadblocks, escalating issues and concerns as needed
Lead and track cross LOBs referral

**Education and Exeprience**:
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.
A good understanding of the relevant marketplace, competitive landscape and industry drivers in the relevant region is preferred.

**Employer Description**:

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