BNY Mellon Careers

Relationship Manager Depositary Receipts

Hong Kong, Hong Kong

Job Description

Cross-functional Relationship Management and Business Development - IC4

Relationship Management, Depositary Receipts

Independently manages a portfolio of existing clients or prospects, focusing on client satisfaction, relationship building and responsible business growth that is compliant, of acceptable risk and profitable. Serves in a consultative role to clients and prospects, advising top leadership on the best way to achieve their short- and long- term strategic objectives through the firms solutions.

Assists prospects or clients with high-growth potential, increased complexity of strategic needs and a longer pursuit process. May also pursue advantageous strategic partnerships with third parties in order to better respond to client/prospects needs. Performs in-depth industry research and maintains an understanding of the market environment, including short- and long-term trends, competitor offerings, regulatory developments etc. in order to achieve account growth.

Generates leads from within existing client accounts or as a results of industry research, prospecting. Incumbents are highly experienced in independently developing leads and initiating contact with prospects. Client/prospect contacts are usually corporate leadership.

Consults with clients/prospects on their strategic vision and uses an in-depth understanding of the firms solutions and value proposition to help achieve that vision. May offer customized product offerings.

Develops a negotiation strategy and position to align client/prospect needs to firm offerings. Closes new prospects or new client arrangements by structuring deals (pricing, contract terms, etc.) that achieve optimal terms for both the client and the firm.

Ensures deals are compliant with all regulations. Marshals 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, relationship management, and/or account management activities are conducted and captured.

Tracks and reports on business development, relationship management, and/or account management results for assigned area (geographic, business/industry category, product category, etc.) Builds reports for use by senior leaders that identifies trends, opportunities, potential areas of concern, etc.

No direct reports.

Provides guidance to less experienced business development, relationship management, and/or account management roles as needed. Responsible for business development, relationship management, and/or account management within assigned area (geographic territory, product category, business/industry category/segment, etc.).

Typically pursues emerging, moderately-sized prospects with increasingly complex needs.



Bachelor’s degree or the equivalent combination of education and experience is required. Advanced/graduate degree preferred. 7-10 years of total work experience preferred. Financial Services experience with a particular client type or product (Equity, Hedge, Pension, etc.) preferred as is prior experience in a related customer-facing role, Sales Support, Global Capital Markets or Product Management. Applicable local/regional licenses or certifications as required by the business. A good understanding of the relevant marketplace, competitive landscape and industry drivers in the relevant region is preferred. As global firm, bi-lingual capabilities are helpful as is an understanding of local/cultural nuances important for client trust.

For over 230 years, the people of BNY Mellon have been at the forefront of finance, expanding the financial markets while supporting investors throughout the investment lifecycle. BNY Mellon can act as a single point of contact for clients looking to create, trade, hold, manage, service, distribute or restructure investments & safeguards nearly one-fifth of the world's financial assets. BNY Mellon remains one of the safest, most trusted and admired companies. Every day our employees make their mark by helping clients better manage and service their financial assets around the world. Whether providing financial services for institutions, corporations or individual investors, clients count on the people of BNY Mellon across time zones and in 35 countries and more than 100 markets. It's the collective ambition, innovative thinking and exceptionally focused client service paired with a commitment to doing what is right that continues to set us apart. Make your mark:

BNY Mellon's Depositary Receipts business focuses on elevating the benefit of depositary receipts (DRs), which are negotiable securities traded, typically, in the U.S. or on other global securities markets, representing the equity of issuers outside those markets. We are committed to helping securities issuers access the world's rapidly evolving financial markets and deliver a comprehensive suite of depositary receipt services. We also work financial intermediaries and the investors in the DR marketplace. BNY Mellon acts as depositary for more than 2,700 DR programs in partnership with leading companies from 68 countries. Get to know us at

BNY Mellon is an Equal Employment Opportunity Employer.

Primary Location: Hong Kong-Hong Kong-Hong Kong
Job: Sales/Marketing
Internal Jobcode: 70046
Organization: APAC-HR08404
Requisition Number: 1800526