About the role
Responsibilities Account Planning
- Develops an account profile and annual account plan for each client that includes share of wallet details and profitability, revenue opportunities, client priorities, and potential risks.
- Establishes Call Plan based on review of client profile, priorities and opportunities to expand wallet share and/or profitability.
Relationship Management
- Partners with the Service Director to oversee delivery of service and obtain broad insights into service performance and opportunities.
- Leads client reviews to discuss service performance and SLAs, trends, priorities and upcoming initiatives.
- Develops and maintains frequent contact with clients via meetings, phone calls and email to strengthen the relationship and ensure excellent client service.
- Advocates for the client by leveraging internal experts within CIBC Mellon’s operational functions to ensure client service expectations are met, resolving and assessing identified issues/concerns, and championing efficiency opportunities within the client’s organization.
- Identifies industry trends and issues and monitors the competitive landscape to proactively anticipate potential needs, issues or concerns based on knowledge of the client.
- Monitors client service delivery to ensure adherence to CIBC Mellon’s policies and manage risk.
Business Growth and Profitability
- Supports the Business Executive in managing the client P&L by tracking revenue and profitability and negotiating fees.
- Frequently engages in meetings with key client leaders and conducts presentations to persuasively present new products and services.
- Executes on strategic account plans including identifying and closing opportunities to achieve target profitability and grow the business through cross-selling and up-selling.
Qualifications
- 10 years industry experience preferably in a relationship management capacity
- In-depth industry knowledge and understanding of market issues, trends, and competitive environment
- Proven 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 prioritized action plans based on client needs
- Relationship management and negotiation skills to help gain client buy-in to policy, product, pricing and technology changes.
- Action-oriented to executive on action plans and ensure delivery of excellent 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.
About the role
Responsibilities Account Planning
- Develops an account profile and annual account plan for each client that includes share of wallet details and profitability, revenue opportunities, client priorities, and potential risks.
- Establishes Call Plan based on review of client profile, priorities and opportunities to expand wallet share and/or profitability.
Relationship Management
- Partners with the Service Director to oversee delivery of service and obtain broad insights into service performance and opportunities.
- Leads client reviews to discuss service performance and SLAs, trends, priorities and upcoming initiatives.
- Develops and maintains frequent contact with clients via meetings, phone calls and email to strengthen the relationship and ensure excellent client service.
- Advocates for the client by leveraging internal experts within CIBC Mellon’s operational functions to ensure client service expectations are met, resolving and assessing identified issues/concerns, and championing efficiency opportunities within the client’s organization.
- Identifies industry trends and issues and monitors the competitive landscape to proactively anticipate potential needs, issues or concerns based on knowledge of the client.
- Monitors client service delivery to ensure adherence to CIBC Mellon’s policies and manage risk.
Business Growth and Profitability
- Supports the Business Executive in managing the client P&L by tracking revenue and profitability and negotiating fees.
- Frequently engages in meetings with key client leaders and conducts presentations to persuasively present new products and services.
- Executes on strategic account plans including identifying and closing opportunities to achieve target profitability and grow the business through cross-selling and up-selling.
Qualifications
- 10 years industry experience preferably in a relationship management capacity
- In-depth industry knowledge and understanding of market issues, trends, and competitive environment
- Proven 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 prioritized action plans based on client needs
- Relationship management and negotiation skills to help gain client buy-in to policy, product, pricing and technology changes.
- Action-oriented to executive on action plans and ensure delivery of excellent 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.