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Relationship Manager - Equity Capital Markets
Ref No.: 17-03989
Location: New York, New York
Position Type:Full Time
Pay Rate : $ 90,000.00 - 95,000.00 /Year
RELATIONSHIP MANAGER - EQUITY CAPITAL MARKETS

THE TEAM
The Relationship Team is responsible for maximising the value clients get from the client's platform. They represent the frontline and are focused on retaining revenue and increasing adoption and usage of its products through driving continuous value for clients and maintaining and developing long term partnerships.
The Equity Capital Markets team works with Origination, Syndicate and Trading desks at banks, helping banks identify and pitch for new business, manage and execute deals and understand market trends and analysis across all equity transactions ( (IPOs, Follow Ons, Convertible bonds, etc.).
CAREER PATH
In the department/team: Senior Relationship Manager / Relationship Team Manager / Business Development Manager / Product Manager
In the division/ company: New Product responsibility / Cross-vertical rotation
THE ROLE
The Relationship Manager is responsible for managing frontline relationships across a group of Investment Banks. The Relationship Manager is a product expert with a thorough understanding of the capital markets, providing intelligent and focused analytical support to senior (VP+) level users and building relationships throughout the bank.
The Relationship Manager must be comfortable and capable of leading validations and pitches with senior contacts at covered firms which ultimately help maximize the value of the client's products. The Relationship Manager will drive usage and adoption for both current and future products and proactively identify opportunities for growing revenue alongside coverage and sales teams.
Relationship Management, Relationship Building and Product Support
  • Demonstrate strategic leadership and responsibility for achievement of goals and KPIs for coverage patch
  • Lead (KCC) for strategic clients and responsible for delivering client plan alongside Coverage, tracking and communicating progress against goals and delivering KPIs.
  • Maximize client value of products by articulating the product value to the client, driving up usage for existing clients, and selling in the product for a validation. Also the Relationship Manager will identify and engage potential new users to fulfil target user base per the commercial agreement, as well as potential users across the client to secure additional revenue
  • Map out out and engage senior contacts at covered clients. With coverage, determine strategy for maximizing value of the company to senior users and stakeholders, and execute this
  • Exhibit capability and aptitude to engage senior contacts at non covered clients where appropriate (e.g. forums, corporate events), Conferences, Business Trips, and deliver validation sessions to secure new revenue. Includes identification of new targets.
  • Initiate client cross-product engagements internally and with client, and understands product footprint and value from other verticals at covered clients. Can explain this to client as required.
  • Identify opportunities to increase the footprint of the product (and other company products) throughout all covered clients including the running of client workshops and knowledge sharing sessions, topical presentations and regular face to face meetings,
  • Identify issues and potential concerns in the relationship and work to rectify these (with sales, client relations, development, IT, other products)
  • Manage and develop frontline relationships with Investment Banks and serve as central point of contact to major investment banking clients, assisting with analysis and advising on best practices for competitive benchmarking, client targeting and performance evaluation
  • Lead onsite support to syndicate teams running equity transactions using our product.
  • Regarded as leading product and market expert by clients and colleagues alike and lead forums and client meetings (with covered and non-covered clients) at a senior level
Personnel Management and Daily Tasks
  • May manage 1-2 manage 1-2 junior team members. Responsible for their onboarding, training, upskilling, development, appraisals, and retention
  • Train/Support/Interact with internal teams (media team-marketing, special analysis; development-specifications, testing; cross-product-training, info sessions)
ABOUT YOU
The Relationship Manager role requires excellent communication and relationship building skills, an aptitude for technology, pro-active and goal orientated working style. The candidate will have a strong interest in the financial markets and a genuine interest in current equity capital markets deals taking place
Keeping in mind company core values both in the way you work and interact with others;
Leadership: Acts as a role model; Considers the wider picture and impact; willingness to Learn from others.
Connectedness: Works for the greater good; Understands what contributes to the organization's success; Shares information, knowledge and expertise and Seeks to collaborate.
Personal Responsibility: Delivers on commitments; Keeps others informed; Shows a desire to do what it takes; Looks for ways to help and Demonstrates integrity.
Innovation: Adapts to new ways of working; Encourages others to share ideas; Thinks of new approaches and Learns from own/other's mistakes.
Requirements
  • Education/Qualification - Bachelor's degree in related discipline
  • Languages - Excellent standard of spoken and written English
  • Character
    • Strong work ethic
    • Keen to learn
    • Detail orientated
    • Excellent communication and interpersonal skills
    • Team player who works collaboratively within the direct team and with other teams in the business
    • Flexible with the ability to prioritise and re-prioritise due to conflicting demands
    • Determined in the face of objection or difficult work situations
    • Problem-solver with a focus on delivering results
    • Customer focussed with a drive to develop and nurture relationships at a Senior level
    • Strong influencing skills
    • Proven capability to work on own initiative
    • Comfortable working in a change environment with the ability to adapt to ambiguous situations
    • Preferred - proven mentorship skills
  • Practical Experience
    • 3-5 years' experience in a client facing role
    • Experience presenting and pitching to senior level stakeholders, both internally and externally
    • Experience in proactively managing client relationships including the development of strategic plans for the relationship
    • Experience of working with technology products
    • Analysing problems and translating that into a solution in software applications
    • Proven ability to understand external client's strategy
    • An understanding of the banking and capital markets
    • Preferred:
      • Experience with a financial services company in a client support role.
      • Understanding of financial markets.
      • Experience or previous involvement in people management and mentoring.

Third Party Applications Not Accepted