What are the responsibilities and job description for the Vice President, Client Coverage position at BNY Mellon?
We're seeking a future team member for the role of Vice President, Client Coverage to join our Corporate Trust Client Practice team. This role is located in New York, NY.
In this role, you'll make an impact in the following ways:
Revenue-Generating (RG) Responsibilities:
- Join a Corporate Trust Bidding Desk focused on direct revenue generation for basic service trustee and paying agent roles.
- Assist with the establishment of playbooks, KPIs, training and quality controls to ensure disciplined execution of bidding on new deals.
- Target and cover infrequent bond issuers; design outreach and bid strategies to position Corporate Trust competitively for episodic issuance.
- Proactively monitor maturing bonds to retain and grow client relationships within Corporate Trust as issuers roll over existing debt or seek new bonds; implement renewal, rollover, and cross-sell motions.
- Focus client coverage on municipal issuers and small corporations; tailor offerings and bid packages to segment needs and pricing dynamics.
- Own a revenue target, track pipeline, win rates, pricing and contribution margin; course-correct with action plans to meet or exceed target.
- Support Client Responsible Officer (KYC) activity, Enterprise CRM (ECRM) hygiene, and new business planning and analysis; ensure data integrity, disciplined opportunity management, and timely reporting to drive pipeline health and commercial outcomes.
- Collaborate with risk, legal, operations, and service teams to ensure compliant bids, smooth onboarding, and high-quality service delivery post-win.
To be successful in this role, we're seeking the following:
- Bachelor's degree is preferred
- 3-8 years of experience required
Skills and Competencies:
- Commercial Acumen: Hands-on experience with pipeline management, bid strategy, pricing, and revenue forecasting; strong understanding of trustee/paying agent services with Corporate Trust.
- Data Discipline: Familiarity with opportunity management system and rigorous Enterprise CRM (ECRM) hygiene; commitment to accurate reporting and analytics.
- Know Your Customer: Experience in managing KYC processes for the onboarding of new clients and the periodic review of existing clients
Performance Metrics:
- Operational Effectiveness: Cycle-time reduction from bid to onboarding, handoff quality, adherence to governance routines, Enterprise CRM (ECRM) hygiene scores.
Role Interfaces:
- Internal: Platforms/practices/hubs leadership, product owners, sales/coverage teams, operations, technology, finance, legal/risk/compliance, marketing, Client Responsible Officer (KYC).
- External: Municipal issuers, small corporations, and relevant market participants to advance bidding opportunities and relationship growth.
BNY Mellon is an Equal Employment Opportunity/Affirmative Action Employer.
Minorities/Females/Individuals With Disabilities/Protected Veterans.