Job details

Head of Relationship Management, New York

At BBH we value diverse backgrounds, so if your experience looks a little different from what we've outlined and you think you can bring value to the role, we will still welcome your application!

What You Can Expect At BBH:

If you join BBH you will find a collaborative environment that enables you to step outside your role to add value wherever you can. You will have direct access to clients, information and experts across all business areas around the world. BBH will provide you with opportunities to grow your expertise, take on new challenges, and reinvent yourself—without leaving the firm. We encourage a culture of inclusion that values each employee’s unique perspective. We provide a high-quality benefits program emphasizing good health, financial security, and peace of mind. Ultimately we want you to have rewarding work with the flexibility to enjoy personal and family experiences at every career stage. Our BBH Cares program offers volunteer opportunities to give back to your community and help transform the lives of others.

Overview

Reporting to the Americas’ Head of Relationship Management and working as part of the Americas’ RM Leadership team, the Head of RM, New York is responsible for development, oversight and implementation of New York RM strategic objectives.

Working in close collaboration with the Head of RM, Boston, in addition to senior leaders across Service Delivery, Sales, Product, RE Shared Services in forums such as Client Engagement Committee and Global Relationship Management Leadership. The Head of RM New York is responsible for:

Protecting and growing client relationships ensuring C-Level engagement, execution of client engagement plans and ensuring proactive management of relationship RAGs
Growing with clients in areas of shared value; ensuring RMs have relevant relationship campaigns at the location and regional level and are progressing sales opportunities that align to margin and profitability goals.
Ensuring proactive management of client optimization and profitability.
Optimizing the RM model to maximize effectiveness and focus on client engagement.
Translating strategic business objectives into talent needs, now and in the future, to ensure RM has the diverse talent it needs when it needs it.

Overall Responsibilities & Areas of Focus

Strategy Development, Planning & Execution

Working with the Head of RM, Boston, in addition to the European and Asian RM Leadership teams to set the strategic regional framework and execution plans to deepen client relationships and grow mutual value. This role is responsible for determining outcomes and a path to get there.
Work in close collaboration with senior leaders across Service Delivery, Sales, Product, RE Shared Services in forums such as the Client Experience Committee (CEC) and the GRM Leadership team to ensure alignment, proactively identify and manage issues and opportunities that drive to strategic objectives and outcomes.
Ensure proactive client engagement that informs strategy, decision making and execution
Drive the identification of key client issues and priorities to inform areas of focus for potential investments

Protect

Working with the Head of RM, Boston to set the framework for execution of client engagement plans to protect and grow client relationships
Work with SD senior leaders to ensure 100% client referenceability; identifying issues and trends on service issues and working to help address
Proactively manage and address client relationship RAGS – overall and at the service level. As a member of CEC work to identify and work through solutions that optimize client service and support

Grow Value and Share of Wallet

Collaborate across disciplines to identify total available SOW and/or market share at segment, location and regional level e.g. Identify client’s/ segment’s allocation of assets, service providers used, and future strategy
Work with the Americas’ RM leadership to ensure RMs establish and lead client relationship teams to drive profitable growth and address issues/opportunities
Ensure RMs are working with the Sales team, partnering with Campaign owners and Product SME’s to develop and progress client sales opportunities
Based on overall regional needs, identify and prioritize required capabilities and investment priorities to support the retention and growth client relationships; leverage VOC, SalesForce and available tools to capture and report trends; help drive IRG process
Based on trends identified through client engagement, work with Marketing to drive relationship campaigns that are relevant at the regional and align globally

Client Optimization

Work with RM leadership team and Controllers to proactively manage fee schedules – institutionalizing the “give to get” approach grounded on client business strategies and BBH’s solutions.
Lead regional profitability improvement initiatives using latest DIER II reporting to realise 25% margin goal for all clients
Ensure all new business aligns with overall margin goals.

Leadership & Talent Development

Focus on identification and growth of RM talent development to meet the evolving needs of the RM model and strategic objectives; work with RM leadership to develop leadership capabilities and ensure depth of expertise; identify required capabilities, development platforms and training needs. Work with HR and RM managers
Lead efforts to clearly identify development and career paths within the RM organization
Work with the RM leadership team to ensure diversity and inclusion in all key talent decisions including hiring, assessments, promotions and client assignments

Requirements:

Proven track record of delivering on protect and grow revenue goals through firmwide collaboration
Strong track record of establishing C-suite level client and industry relationships
Experience in leading and developing high performing senior teams

Illustrates ability to pair a strategic mindset wit

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, age, genetic information, creed, marital status, sexual orientation, gender identity, disability status, protected veteran status, or any other protected status under federal, state or local law.

Salary Range

$190K-$260K

BBH’s compensation program includes base salary, discretionary bonuses, and profit-sharing. The anticipated base salary range(s) shown above are only for the indicated location(s) and may differ in other locations due to cost of living and labor considerations. Base salaries may vary based on factors such as skill, experience and qualification for the role. BBH's total rewards package recognizes your contributions with more than just a paycheck—providing you with benefits that enhance your experience at BBH from long-term savings, healthcare, and income protection to professional development opportunities and time off, our programs support your overall well-being.

By Brown Brothers Harriman

Brown Brothers Harriman (BBH) is a privately owned and managed financial services firm. We serve the most sophisticated individuals and institutions with expertise in Private Banking, Investment Management, and Investor Services. Without the dis...

16 jobs

FUNDING

Private

INDUSTRY

Investment & Asset Management

TEAM SIZE

1001-5000

LOCATION

Hybrid, based in New York, NY

DATE POSTED

July 21, 2023