Relationship Executive, Global Securities Lending (GSL)
About the role
Responsibilities Account Planning & Relationship Management
- Maintain regular contact with clients, including strategic clients, through meetings, calls, emails and events to strengthen relationships and deliver service excellence.
- Develop and execute account plans and client strategies based on a thorough understanding of each client’s business and priorities.
- Review client profitability to ensure compliance with internal standards and identify opportunities for additional revenue generation.
- Lead client reviews, coordinate service performance, and monitor SLAs, trends, and opportunities in collaboration with other relationship management professionals.
- Monitor industry trends and the competitive landscape to proactively anticipate and address client needs.
- Provide timely updates to clients on industry developments, company initiatives, new services, and upcoming changes to policies, processes, or technology.
Service Delivery
- Provide input on client legal documentation reviews.
- Ensure client governance requirements are completed accurately, including execution, amendment and compliance with Service Level Agreements.
- Review client inquiries and service performance to develop action plans that encourage technology adoption and self-service, reducing manual activities and inquiry volumes.
- Complete AML/KYC reviews and other client-related information requirements to ensure operational effectiveness.
- Coordinate with service delivery teams to implement changes and solutions, ensuring client expectations are met.
Business Growth and Profitability
- Proactively review and implement market and client pricing changes, in collaboration with other business units, to reflect program standards and changes in market or client activity, respectively.
- Maintain a comprehensive understanding of clients’ businesses, challenges, and priorities to identify cross-selling and up-selling opportunities.
- Collaborate with stakeholders on RFP preparation and participate in meetings and presentations with key client leaders to introduce new products and services.
- Negotiate fee schedules and close opportunities to achieve target profitability.
- Partner with the sales organization during client onboarding to understand and address unique client needs.
Qualifications
- 7–10 years of experience in client relationship management, service, and/or sales within capital markets.
- Proven account planning and cross-selling experience.
- In-depth knowledge of capital markets, with a strong understanding of the Canadian market.
- Excellent interpersonal and communication skills to build strong client relationships and coordinate with service delivery teams.
- Strong analytical skills to independently address technical client inquiries and resolve issues.
- Effective relationship management and negotiation skills to secure client buy-in for policy, product, pricing, and technology changes.
- Action-oriented approach to executing plans and delivering outstanding client service.
About CIBC Mellon
CIBC Mellon is dedicated to helping Canadian institutional investors and international institutional investors into Canada service their financial assets throughout the investment lifecycle. Founded in 1996, CIBC Mellon is 50-50 jointly owned by The Bank of New York Mellon Corporation (BNY) and Canadian Imperial Bank of Commerce (CIBC). CIBC Mellon delivers informed investment services for investment funds, pension plans, insurance companies, banks, foundations, endowments, corporations, and global financial institutions whose clients invest in Canada. As at June 30, 2024, CIBC Mellon had more than C$2.8 trillion in assets under custody and/or administration. CIBC Mellon is part of the BNY network, which as at June 30, 2024 had US$49.5 trillion in assets under custody and/or administration. CIBC Mellon is a licensed user of the CIBC trade-mark and certain BNY trade-marks, is the corporate brand of CIBC Mellon Global Securities Services Company and CIBC Mellon Trust Company, and may be used as a generic term to refer to either or both companies.
CIBC Mellon is a licensed user of the CIBC trademark and certain BNY trademarks, is the corporate brand of CIBC Mellon Global Securities Services Company Inc and CIBC Mellon Trust Company and may be used as a generic term to refer to either or both companies.
Relationship Executive, Global Securities Lending (GSL)
About the role
Responsibilities Account Planning & Relationship Management
- Maintain regular contact with clients, including strategic clients, through meetings, calls, emails and events to strengthen relationships and deliver service excellence.
- Develop and execute account plans and client strategies based on a thorough understanding of each client’s business and priorities.
- Review client profitability to ensure compliance with internal standards and identify opportunities for additional revenue generation.
- Lead client reviews, coordinate service performance, and monitor SLAs, trends, and opportunities in collaboration with other relationship management professionals.
- Monitor industry trends and the competitive landscape to proactively anticipate and address client needs.
- Provide timely updates to clients on industry developments, company initiatives, new services, and upcoming changes to policies, processes, or technology.
Service Delivery
- Provide input on client legal documentation reviews.
- Ensure client governance requirements are completed accurately, including execution, amendment and compliance with Service Level Agreements.
- Review client inquiries and service performance to develop action plans that encourage technology adoption and self-service, reducing manual activities and inquiry volumes.
- Complete AML/KYC reviews and other client-related information requirements to ensure operational effectiveness.
- Coordinate with service delivery teams to implement changes and solutions, ensuring client expectations are met.
Business Growth and Profitability
- Proactively review and implement market and client pricing changes, in collaboration with other business units, to reflect program standards and changes in market or client activity, respectively.
- Maintain a comprehensive understanding of clients’ businesses, challenges, and priorities to identify cross-selling and up-selling opportunities.
- Collaborate with stakeholders on RFP preparation and participate in meetings and presentations with key client leaders to introduce new products and services.
- Negotiate fee schedules and close opportunities to achieve target profitability.
- Partner with the sales organization during client onboarding to understand and address unique client needs.
Qualifications
- 7–10 years of experience in client relationship management, service, and/or sales within capital markets.
- Proven account planning and cross-selling experience.
- In-depth knowledge of capital markets, with a strong understanding of the Canadian market.
- Excellent interpersonal and communication skills to build strong client relationships and coordinate with service delivery teams.
- Strong analytical skills to independently address technical client inquiries and resolve issues.
- Effective relationship management and negotiation skills to secure client buy-in for policy, product, pricing, and technology changes.
- Action-oriented approach to executing plans and delivering outstanding client service.
About CIBC Mellon
CIBC Mellon is dedicated to helping Canadian institutional investors and international institutional investors into Canada service their financial assets throughout the investment lifecycle. Founded in 1996, CIBC Mellon is 50-50 jointly owned by The Bank of New York Mellon Corporation (BNY) and Canadian Imperial Bank of Commerce (CIBC). CIBC Mellon delivers informed investment services for investment funds, pension plans, insurance companies, banks, foundations, endowments, corporations, and global financial institutions whose clients invest in Canada. As at June 30, 2024, CIBC Mellon had more than C$2.8 trillion in assets under custody and/or administration. CIBC Mellon is part of the BNY network, which as at June 30, 2024 had US$49.5 trillion in assets under custody and/or administration. CIBC Mellon is a licensed user of the CIBC trade-mark and certain BNY trade-marks, is the corporate brand of CIBC Mellon Global Securities Services Company and CIBC Mellon Trust Company, and may be used as a generic term to refer to either or both companies.
CIBC Mellon is a licensed user of the CIBC trademark and certain BNY trademarks, is the corporate brand of CIBC Mellon Global Securities Services Company Inc and CIBC Mellon Trust Company and may be used as a generic term to refer to either or both companies.