Director, Relationship Manager- Global Banking Organization

Global banking organization seeks Director, Relationship Manager to act as primary contact for FX accounts. Responsible for marketing company services/products to accounts and brand promotion. Oversee relationship development and ensure account plan's alignment with new business initiatives. Communicate plan strategies internally for management analysis.

Responsibilities:

Business Development and Strategic Initiatives:

• Participate in account management process- prospect new business with retained accounts and potential clients, direct and advise on strategy, competitive planning and overall plan execution.

• Conceive strategy and execution plans encompassing consideration of potential market issues/events and participation of clients and firm in FX markets and overall financial system.

• Manage client relationship program that promotes firm’s FX services and facilitates development of industry intelligence for firm. Foster exchange of knowledge that informs management on bank, market and greater industry trends, supporting overall direction of strategic initiatives.

• Coordinate with product management and firm directors to advise and resolve technical aspects of FX service offerings and devise initiatives to ensure firm’s industry leadership position in commercials, pricing and new product concepts.

• Identify targets and prospects across full lifecycle of company initiatives. Coordinate with market representatives to verify functional requirements fit needs and business case.

• Promote cross-selling opportunities for firm shareholding, account membership and 3rd party participation; resolve obstacles therein and develop action plans to execute initiative.

• Direct point of contact for firm SMEs for escalated account issues

Client Management

• Manage direction of client relationships through creation of account plans, action planners and strategies. Map senior relationships for assigned FX accounts and provide credible feedback for client questions through engaging senior company executives, while sustaining independent ownership of the account.

• Devise Account reviews and execute plans targeting executive level stakeholders, promoting the retention of meaningful relationships within accounts.

• Develop expertise of account’s FX/Treasury/Payments business to promote and expand the use of company services

• Support firm’s KYC requirements by documenting account business activities. Utilize data to improve understanding of relationships and issues driving account.

Requirements:

• 10+ years experience in a similar relationship management at a FS firm, ideally from transaction or payments services, liquidity services, or credit sales areas. Will consider related FX account management experience with demonstrated success developing and building long term, senior contacts with large banking organizations and industry peers. 

• Expert knowledge of FX markets, payments, treasury/cash management and associated derivative instruments and funds investments at major banks. Understanding of trading, prime brokerage, clearance and exchange concepts, futures, payments, risk and liquidity management highly desired.

• Demonstrated experience selling complex business services to financial services corporations.

• Exceptional written, verbal skills and ability to design and deliver formal presentations to diverse audiences.   Able to drive tone and structure of client meetings and communicate value of firm services.

• Able to understand and analyze factors driving client businesses and conceive strategies for closing deals. Can actively analyze organizations, identify subject-matter-experts, business and thought leaders to guide business and contact management.

• Strong aptitude for building and maintaining meaningful relationships at the C/executive level at account firms, able to leverage relationships to influence account decisions and increase utilization of firm services.

• Able to generate meetings with senior level industry leadership for team and members of business development.