IM EMEA - Strategic Accounts Manager - Sales Support

The Centre Strategic Accounts Manager is primarily responsible for the delivery of the governance framework that supports the Management of BNYM's EMEA-led Global Strategic Accounts. This individual will also support delivery of a broad range of BNYM Centre-led sales distribution initiatives and the management of BNYM's relationship with several third-party Research Partners.

Key Responsibilities:

1. To work in partnership with the Lead Account Executives (LAEs) to manage the account planning process and its successful implementation for the EMEA-led Global Strategic Accounts.

• Help define account strategy/objectives and co-ordination of the completion of the Account Plan Template with the LAEs and the Regional Account Management Teams
• Manage and track implementation of account plans, working with internal business partners to ensure accurate representation of financial data on current position and progress
• Support quarterly account update calls to review progress and update actions towards achieving account objectives
• Regularly track progress against the account plans, escalating any concerns to senior management and ensuring all opportunities identified are followed up.
• Work collaboratively with relationship teams- sales, product management and shared services - to accomplish revenue and operational goals.

1. Support the LAE in delivery of the Senior Management Engagement Programme for EMEA led Global Strategic Accounts.

• Manage interaction/ updates/ information requests from Global Client Management (GCM) to drive benefit to IM and broader BNYM client relationship.
• Involvement in the quarterly collaboration meetings with GCM, focusing on understanding each client's wider business strategy and identifying how BNY Mellon IM can fit into that strategy.
• Liaise with Senior account stakeholders to agree agendas for the Senior Management Engagement Programme, preparation of meeting support materials and briefing senior management.
• Development of detailed senior management briefing memos to outline the current state of the relationship, meeting purpose and objectives ahead of each C-suite level engagement.
• Ensure debrief notes are prepared and circulated post Senior Engagement meetings and actions followed up.

1. Support the Head of European Sales Operation s with the delivery and management of European sales distribution plans and key strategic initiatives

• Support the collation of materials for the biannual investment firm Distribution Partnership reviews
• Support the development and implementation of business strategies, plans and procedures
• Support sales plan execution between Sales and the wider business functions including Marketing, Commercial Analytics and Product Strategy

1. Maintain day to day third party Research relationships for internal market share tracking and market insights

• Work with two key third party research providers and BNYM's Commercial analytics team to develop and maintain bespoke BNYM market share and insights tracking tools
• Act as a BAU point of contact (internally and externally) for the day-to-day management of the third-party relationships, dealing with queries and issues resolution.
• Support initiatives to optimise utilisation of the third-party market research tools to improve sales data management, sales processes, and actionable insights
• Proactively engage the with third party research providers, attending regular conferences to keep up to date on developments and market trends in the Cross-border Funds and sub-advisory markets .

Key skills:

• Competency in planning and business administration
• Analytical and results driven
• Good communicator with ability to influence
• Good research and presentation skills
• Ability to collaborate effectively
• Keen to build industry and investment knowledge, including understanding of client business models

BNY Mellon is an Equal Employment Opportunity/Affirmative Action Employer. Minorities/Females/Individuals With Disabilities/Protected Veterans.

Our ambition is to build the best global team - one that is representative and inclusive of the diverse talent, clients and communities we work with and serve - and to empower our team to do their best work. We support wellbeing and a balanced life, and offer a range of family-friendly, inclusive employment policies and employee forums.