Director, Client Strategist

at  BNY Mellon

Overview
At BNY, our culture empowers you to grow and succeed. As a leading global financial services company at the center of the world’s financial system we touch nearly 20% of the world’s investible assets. Every day around the globe, our 50,000+ employees bring the power of their perspective to the table to create solutions with our clients that benefit businesses, communities and people everywhere.
We continue to be a leader in the industry, awarded as a top home for innovators and for creating an inclusive workplace. Through our unique ideas and talents, together we help make money work for the world. This is what #LifeAtBNY is all about.
As a leading wealth manager, BNY Wealth Management is focused on helping successful individuals and their families build, manage, and sustain their wealth across generations and market cycles. Through a unique service model focused on five Active Wealth practices — Investing, Borrowing, Spending, Managing Taxes, Protecting Legacies — they help clients in the U.S. and abroad achieve stronger after-tax performance to help maintain their wealth over generations.
We’re seeking a future team member for the role of Director, Senior Client Strategist to join our Wealth Management team in Houston, TX - Hybrid

EMPLOYER DESCRIPTION:

For over 230 years, the people of BNY Mellon have been at the forefront of finance, expanding the financial markets while supporting investors throughout the investment lifecycle. BNY Mellon can act as a single point of contact for clients looking to create, trade, hold, manage, service, distribute or restructure investments and safeguards nearly one-fifth of the world’s financial assets. BNY Mellon remains one of the safest, most trusted and admired companies. Every day our employees make their mark by helping clients better manage and service their financial assets around the world. Whether providing financial services for institutions, corporations or individual investors, clients count on the people of BNY Mellon across time zones and in 35 countries and more than 100 markets. It’s the collective ambition, innovative thinking and exceptionally focused client service paired with a commitment to doing what is right that continues to set us apart. Make your mark: bnymellon.com/careers.

IN THIS ROLE, YOU’LL MAKE AN IMPACT IN THE FOLLOWING WAYS:

The Director Client Strategist will focus on offering BNY Wealth Management’s full suite of services to ultra-high net worth individuals primarily through face-to-face meetings and networking with various sources by way of direct prospecting, cultivation of external referral sources, and networking with key influencers.
The Senior Client Strategist seeks to help BNY drive growth by finding new clients whose wealth circumstances will be well served by BNY’s unique value proposition in wealth advisory and planning, including solutions that bridge business and personal goals, private banking, investment management, and trust administration.
The Senior Client Strategist is assigned annual production goals and ranked against a peer group. Sales results will be based on client activity, ability to provide insightful solutions, and collaboration with internal partners.
For new clients to BNY, the Senior Client Strategist will have the primary responsibility for developing new business and working with the team to determine the best coverage model and client lead for day-to-day management.
The Senior Client Strategist will stay involved as required by the relationship team in order to deepen, broaden, and support the relationship while developing additional opportunities through the client’s COIs and personal network for referrals, while also cultivating external and internal referral sources.
They will leverage best practices for an efficient sales process, including preparation and post-calls with their team surrounding client discussions. Additionally, the Senior Client Strategists are expected to engage in marketing strategies, regional campaigns, hosting events in the community, and being active participants in local professional networks to build and maintain their business.
The individual will leverage their skills to partner with, share their national practice expertise and add value to less seasoned strategists to support client needs and aid in their professional growth.
The Senior Client Strategist will be expected to meet or exceed the performance expectations established for the role. Individual will focus on new business growth and client expansion by helping clients achieve their strategic vision.
He/She will build and maintain a portfolio of clients with average total investable assets > $50M and deliver comprehensive wealth management advice and solutions to clients.
Practice consistently represents Family Office, Investor Solutions, and other Lines of Business across the firm.
Practice Development –Demonstrate pipeline growth and opportunity advancement-Exhibit best practices and behaviors (PACES/Team PACES, Active Wealth)-Tracks and reports on business development results and corresponding activity
Team-Based Behaviors - Ability to implement a new business development strategy through a team based approach
Contribute to existing relationships and participation in Wealth Management activities (calls, trainings, etc.)
Assist BNY partners with client retention and new sales opportunities
Team Precall/Postcall discipline and inclusive participation
COI joint calling efforts - Partner with and share knowledge of national practice to other members of the sales team to help coach and develop
Risk Management - Ensure all policies, procedures, and regulations are properly followed and executed on
Adherence to risk policies and absence of risk events tied to client and/or sales activities
Ability to partner with and share knowledge/expertise with local sales teams and wealth managers.

TO BE SUCCESSFUL IN THIS ROLE, WE’RE SEEKING THE FOLLOWING:

Undergraduate degree required. Additional certifications and advanced degree a plus.
15+ years of sales experience, relationship management experience, and/or demonstrated the ability to be a strong producer of sales records in the Wealth Management industry.
Successful candidates must have experience working with ultra-high net worth individuals and clients with substantial investable assets.
Ability to analyze complex financial situations in order to propose the appropriate services to the prospect and the prospect’s advisors.
At BNY, our culture speaks for itself. Here’s a few of our awards:
America’s Most Innovative Companies, Fortune, 2024
World’s Most Admired Companies, Fortune 2024
Human Rights Campaign Foundation, Corporate Equality Index, 100% score, 2023-2024
Best Places to Work for Disability Inclusion , Disability: IN – 100% score, 2023-2024
“Most Just Companies”, Just Capital and CNBC, 2024
Dow Jones Sustainability Indices, Top performing company for Sustainability, 2024
Bloomberg’s Gender Equality Index (GEI), 2023