Broadridge Financial Solutions Director of Account Management, Global Proxy (JR1004050) in London, United Kingdom

Broadridge Financial Solutions, Inc. (NYSE:BR) is the leading provider of investor communications and technology-driven solutions for broker-dealers, banks, mutual funds, and corporate issuers globally. Broadridge’s investor communications, securities processing, and business process outsourcing solutions help clients reduce their capital investments in operations infrastructure, allowing them to increase their focus on core business activities. With over 50 years of experience, Broadridge’s infrastructure underpins proxy voting services for over 90% of public companies and mutual funds in North America and processes more than $5 trillion in fixed income and equity trades per day. Innovating and growing for over 50 years, FORTUNE® magazine has named Broadridge to its 2015 list of the World's Most Admired Companies in the financial data services category and for the 8th year we have been honored as one of the Best Companies to Work for New York. Broadridge employs approximately 7,400 full-time associates in 14 countries.

Broadridge Investor Communications

Broadridge Investor Communications is an industry leader in providing proxy, shareowner and regulatory communications services for 14,000 publicly held companies in North America and over 36,000 companies worldwide on behalf of over 800 banks and brokers. Broadridge Investor Communications also specializes in providing a wide range of innovative communications, technology and operations, data/analytics and marketing solutions to banks, broker-dealers, financial advisors, mutual fund companies and corporations.

The Director of Account Management will be responsible for establishing and maintaining relationships with Broadridge’s Global Proxy clients and managing a team of Account Specialists who service the entire Global Proxy client base. He/she will focus on cultivating relationships across the firm with a focus on senior client executives, decision makers and business owners. The person will focus on client retention and developing in partnership with the Broadridge “Premier Account Leaders” account plans based on a cross-Broadridge understanding of the client as well as identifying opportunities to drive new sales opportunities.

The individual in this role must have strong leadership and influencing skills and must partner closely with and look to influence business leaders and key decision makers both internal and with our clients organizations. Negotiation & communication skills and the ability to work successfully in a fast-paced environment are critical to this individual’s success.

The person is responsible for:

Client Relationship Management

  • Establish and maintain relationships with senior client executives

  • Cultivate relationships at a higher level than exist today

  • Build and foster additional relationships across all areas of the firm (Operations, IT, compliance, risk, procurement etc. across all products traded)

  • Solidify existing relationships

  • Meet with client's senior management team on a regular basis to understand their business needs and to provide Broadridge updates on our strategic initiatives

  • Ensure Broadridge is an integral part of any business decision

  • Communicate changes in the business environment at either the client or Broadridge to management at all levels where appropriate

  • Provide input to the Premier Account Leaders in drafting thorough client profiles and where an account does not have a Premier Account Leader the account manager is be responsible for the client profile

  • Publish call reports in a timely manner

  • Prepare / execute annual client strategic plans

  • Escalation on client projects and service failure issues

  • Visit clients on a regular basis to address all open projects, etc…

  • Arrange attendance of senior client contacts at Broadridge events/meetings as required

  • Coordinate with appropriate business leaders develop and support client relationships

Team Management

  • Day to day management of the team responsible for senior client relationship management for all Investor Communications (Global Proxy) clients across EMEA, US and APAC. Build and foster additional relationships across all areas of the firm (Operations, IT, compliance, risk, etc. across all products traded).

  • Establish direct relationships with senior leadership within key accounts

  • Promote activity of group to senior business stakeholders and ensure their needs are met

  • Personal development of team members

Product Sales (Value Added Products - VAP's)

  • Identify and help close additional revenue opportunities within existing client base

  • Introduce new products and services to existing clients to increase their operational efficiency

  • Work with sales to produce and maintain a product sales pipeline (updated at least monthly according to agreed timeline)

  • Conduct and coordinate product presentations when/where necessary

  • Working with sales and appropriate business leaders (Business Acceptance Committee), negotiate pricing on product sales

  • Finalize all the appropriate documents in conjunction with Legal and Finance

Consultancy and Product Development Sales (Event-based)

  • Identify and close additional revenue opportunities within existing client base for consultancy and product development sales

  • Working with sales, produce and maintain a product sales pipeline (updated at least monthly according to agreed timeline)

  • Working with business, sales, negotiate pricing on such sales

  • Finalize all the appropriate documents in conjunction with Legal and Finance

Contract Negotiations

  • Renew all existing client agreements (prior to existing contract end date)

  • Conduct and coordinate negotiations on contact terms and conditions

  • Work with appropriate Business leaders, Finance and Legal on preparation of all pricing proposals and legal documents

  • Prepare and negotiate Service Level Agreements

  • Ensure appropriate billing processes are put in place

Strategic Client Reviews

  • Manage all aspects of the Strategic Client Reviews

  • Organize compelling, well thought out topics to keep the meeting strategic in nature with limited tactical times.

  • Logistics and associated Presentations

  • Follow-up action items w/ monthly client update

Contribute to the Client Satisfaction Surveys process

  • Work with Client Service Management team to review survey results with the client

  • Contribute to action plans / Review action plans with client where applicable

  • Monitor performance and update plan to ensure all tasks have been accomplished

Metrics

· Review metrics w/ client on a quarterly/annual basis, where appropriate

· Suggest modifications to metrics as needed to address the changing conditions

· Contribute to action plans (part of survey action plans) to remedy poor performing areas with

updates monthly on current status
  • Degree-level

  • A minimum of 10 years’ experience in Financial Markets with at least 5 years of experience of client management. Ideally will have direct experience within the custody space. Have the ability to build trusting relationships

  • Be able to communicate and influence