Job Description
Independently develops the enterprise-wide strategic plan for managing 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 great depth of knowledge in a niche segment or significant breadth of knowledge across numerous products/services offered by the firm. Serves in a consultative role to clients/prospects, advising top (C-suite) 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. Highest point of escalation for the client and the face of the relationship with the firm. Holds partners accountable for delivering their part of the client experience and ensuring client satisfaction. 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. Work 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. Foster cross-collaboration internally and connect-the-dots across the firm. Remain intellectually curious about products within the firm to keep informed and up to date on all firm offerings. Provide thought leadership and industry expertise to clients and prospects at industry roundtables, conferences, client events, webinars and more. Attend industry events and conferences to remain visible in the market and remain current on industry trends and competitor services/offerings. Responsible for achievement of organic, incremental growth (revenue, asset) goals within assigned client portfolio (may span across business lines). Manages full lifecycle of the sales relationship, including account/client profitability, business retention and client satisfaction. No direct reports, provides guidance/mentorship to less experienced Client Coverage leads. May lead other Client Coverage members in managing and coordinating coverage of country, enterprise or major accounts. Modified based upon local regulations/requirements. Bachelor's degree or the equivalent combination of education and experience is required. Advanced/graduate degree preferred. 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.
