Senior Account Manager

  • Competitive
  • London, England, United Kingdom
  • Permanent, Full time
  • Broadridge
  • 18 Aug 17

Senior Account Manager

Broadridge Securities Finance and Collateral Management

Broadridge's Securities Finance and Collateral Management (SFCM) business unit provides a range of stock borrow loan, repo and collateral margining solutions to sell side and buy side firms. With Associates in Europe, Asia and North America we are a global team of professionals with deep domain knowledge. The SFCM teams design, develop and support a wide range of technologies that help firms of all sizes manage their inventory of fixed income, equity and derivative based securities in an optimal manner.

Job Description:

The Account Manager will be responsible for establishing and maintaining relationships with a subset of Broadridge's securities finance and collateral management clients. He/she will focus on cultivating relationships across the firm with a focus on senior client executives and decision makers. The Account Manager will focus on retaining 100% of the client base and developing 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-paces environment are critical to this individual's success.

The individual will also work with other account managers who own multi-product relationships with client accounts, to ensure that the securities finance and collateral management product set is well represented. In addition, as your experience of Broadridge grows, you will be asked to manage other clients, across other related products and services.

The Account Management 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, etc. across all products traded)
* Solidify existing relationship
* Meet with client's senior management team on a regular basis to understand their business needs and to provide BR 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
* Draft thorough client profiles for all accounts
* Publish trip reports in a timely manner
* Prepare / execute annual client strategic plans
* Escalation on Client Projects
* Visit clients on a regular basis to address all open projects, etc...

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, 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 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 Finance and Legal on preparation of all pricing proposals and legal documents
* Prepare and negotiate Service Level Agreements

Project Management Oversight

* Understand client business initiatives and determine action plan (may be part of strategic plan)
* Draft client commitment letter and ensure client cost approvals are obtained (signatures)
* Facilitate the initial project kickoff and help obtain the proper resources to accomplish goal
* Liaise with Client Service Management (CSM) and/or Project Management to oversee the project to ensure BR meets/exceeds all key milestones and expectations
* Conduct and coordinate both internal and client update sessions

Focus Groups

* Manage all aspects of the regular Focus Group Agenda
* Organize compelling, well thought out topics w/ guest speakers and interactive sessions to keep the meeting strategic in nature with limited tactical times.
* Logistics (location, gifts, meals/breaks, after meeting affair, etc...)
* Presentations (hard copies and visual)
* 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


* Review metrics w/ client on a monthly 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 5 years of experience within Securities Finance and Collateral Management.Have the ability to build trusting relationships
* Be able to communicate and influence
* Exceed client expectations

*LI-JF1 *eF_TA1

Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled