Director, Business Development

The Bank of New York Mellon seeks a Director, Business Development for its New York, NY location.

DUTIES: Evaluate and pursue new business opportunities and client prospects within a Banking and non-banking financial institutions in Latin America and the Caribbean, focusing on responsible business growth that is compliant, of acceptable risk and profitable. Analyze areas of potential risk to the assets, earning capacity, or success of organizations. Analyze new legislation to determine impact on risk exposure. Serve in a consultative role to the prospects and clients, advising top leadership on the best way to achieve their short- and long- term strategic objectives through the firms’ global payment, cash management, foreign exchange, trade and trade finance solutions. Determine potential environmental impacts of new products or processes on long-term growth and profitability. Develop contingency plans to deal with emergencies. Document, and ensure communication of key risks. Identify key risks and mitigating factors of potential investments, such as asset types and values, legal and ownership structures, professional reputations, customer bases, or industry segments. Pursue advantageous strategic partnerships with third parties in order to better respond to prospects and existing client needs. Coordinate team implementation of firm-wide initiatives. Inform financial decisions by analyzing financial information to forecast business, industry, or economic conditions. Recommend ways to control or reduce risk. Track, measure, or report on aspects of market risk for traded issues. Responsible for achieving organic incremental growth from existing clients. Locate potential prospects for global payments, cash management, Foreign Exchange, trade and trade finance through in-depth industry research and an understanding of the market environment, including short- and long-term trends, competitor offerings, regulatory developments etc. Screen and evaluate prospects by analyzing market strategies, deal requirements, growth potential, financials, and internal firm priorities. Contribute to the development of business unit prospect strategy by utilizing data collected from Tableau and SWIFT Analytics.  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.  Consult with prospects on their strategic vision and use an in-depth understanding of the firm’s global payment, cash management, foreign exchange, trade and trade finance solutions as well as cross line of business knowledge and value proposition to help achieve that vision. Offer customized product offerings. Develop a negotiation strategy and position to align prospect and client needs to firm offerings. Contribute to and advises on negotiation strategy for Treasury Services. Close new prospects by structuring deals (pricing, contract terms, etc.) that achieve optimal terms for both the client and the firm. Ensure deals are compliant with all regulations. Marshal firm-wide resources (marketing, legal, compliance, etc.) to ensure the most appropriate response to prospect proposals and deal structure. Work 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. Track and report on business development results for banking and non-banking financial institutions in Latin America and Caribbean. Build reports for use by senior leaders that identifies trends, opportunities, potential areas of concern, etc. Provide input to leaders for addressing identified issues. Remote work may be permitted within a commutable distance from the worksite.

REQUIREMENTS: Bachelor’s degree, or foreign equivalent, in Economics, International Relations, or a related field, and ten (10) years of experience in the job offered or in a related finance occupation in the financial services industry. Ten (10) years of experience must include: Developing growth strategy for global payments, Foreign Exchange, cash management, trade and trade finance products and services to banking and non-banking financial institutions in Latin America and the Caribbean; Driving regional relationship management team revenue production in order to meet budgeted growth targets across existing mature businesses and new growth initiatives; Managing lending portfolio including primary market exposure including trade finance, working capital loans, letters of credits, and secondary market including trading trade assets and insurance; Selling foreign exchange services and products, including spot, forward, NDF and derivatives to banking and non-banking financial institutions in Latin America and the Caribbean; Performing consultative selling of global