Vice President, Asset Owner Segment Head

4 weeks ago

Toronto, Canada CIBC Mellon Full time

Position Overview:

The Vice President, Asset Owner Segment Head has accountability for building upon our leadership position in the Canadian marketplace, through an active relationship management program, active engagement for external sales, and development of all internal opportunities within the Asset Owner Segment. Responsible for maintaining and improving client satisfaction, and creating in conjunction with BNY Mellon an aligned value proposition for the Canadian segment.


Responsibilities:

Client Retention and Business Development

• Own new revenue opportunities within existing client relationships identified through Wallet Share (Upsell/Cross-Sell) exercises and evolving client needs.

• Full support for closing of deals for all clients within the segment.

• Provide direct leadership for Premium and Enhanced Asset Owner clients, and support for all other Asset Owners (Prospects and Core Clients).

• Responsible for driving client satisfaction and understanding factors that contribute to overall satisfaction. Provide support and leadership for programs that contribute to client insights, including Voice of the Client.

• Lead client retention efforts and ability to use clients as references for Business Development opportunities. This includes identifying trends and issues affecting client satisfaction and working with workstream leaders to improve the client experience and ensuring oversight of the relationship/relationship lead.

• Build and maintain highly strategic and collaborative relationships with this client segment. Utilize industry network to help further penetrate market and expand the business, including support from existing clients for new business opportunities (RFP’s, RFI’s).

• In conjunction with Business Development partners, provide support identifying and pursuing new business with prospects.

• Provide leadership and support for Marketing efforts, including hosting seminars, conferences, etc.


Strategic Direction and Execution

• Responsible for setting strategic direction and driving execution of Asset Owner Strategy, aligned with BNY Mellon.

• Maintain awareness of market trends and identify opportunities for CIBC Mellon to retain and gain competitive advantage.

• Work closely with internal Product Team to align product roadmap and development to client and market requirements.

• Address profitability challenges and improve the rigor of our pricing processes to maintain acceptable profit margins.

• Lead engagement with Premium and Enhanced Asset Owners, through the Client Advisory Board (CAB). This includes setting the direction of the CAB, working with the Communications Team and other partners, to ensure the CAB sessions have meaningful content, allow members to collaborate/network with their peers and promote our leadership/solutions from BNY Mellon and CIBC.


People Leadership

• Direct responsibility to lead and coach team of assigned Relationship Management professionals for the Asset Owner Segment.

• Create and foster a team environment that encourages individuals to do their best to achieve client satisfaction.

• Engage, attract and develop talent to maintain a client centric team, and continue to develop needed competencies within the Relationship Management team.

• Encourage and facilitate high standards of performance and inspire others to define new opportunities and continuously improve CIBC Mellon.

• Lead/participate in Deal Teams and work with team members, providing guidance through complex opportunities.


Consultant Engagement, with regional and strategic players in the market

• Ensure consultants understand our value proposition and differentiators, with alignment to BNY Mellon Program where it makes sense.

• Engage in early conversations with Consultant Firms on corporate initiatives.

• Expand consultant connectivity into CIBC Mellon, allowing us best opportunity on Deals.


Qualifications:

Education/Experience

• 15 years industry experience.

• Strong understanding of Canadian Asset Owner Investment industry, including Defined Benefit Plans, Master Trust, Consolidators and Global Markets.

• Strong understanding of competitive market landscape.

• Knowledge of key BNY Mellon Asset Owner Solutions, including Data Management, Liquidity and Caissa.

• Effective people leadership skills.

• Highly developed and extensive interpersonal and communication skills to rapidly develop rapport with senior client leaders and develop and conduct client presentations.

• Analytical abilities to distill industry, product, market and client knowledge into strategies and prioritized action plans based on opportunities for growth.

• Proven relationship management and negotiation skills to help gain client buy-in to policy, product, pricing and technology changes.



Working Conditions Unique to Job (i.e. Standard Office Environment)

• Travel is regularly required

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