Client Development Manager, Vice President

Union Bank, N.A. Chicago, IL

Job Summary:

Responsible for revenue growth and service expansion for an assigned group of strategic client relationships or new market segments or regions. Primary contact and decision-making professional representing the business unit and organizational products to client executives and their senior advisors/influencers. Establish trusted advisor relationship with key decision makers. Recommend product and services delivery improvements to clients; understand emerging and expanding opportunities within the assigned book of business and ensure that client revenues are in line with services being delivered. Participate in service reviews for clients conducted by industry consultants, boards and other advisors. Participate in business strategy introducing new products or service enhancements to maintain or enhance a competitive industry standing. May supervise or direct work of one or two services specialist in regional office or designated service area.

Major Responsibilities:

55% Relationship Management

* Develop and execute relationship plans to ensure the array of products and services meet clients' strategic business needs.

* Conduct ongoing analyses of clients' business objectives, competitive landscape, industry positioning.

* Lead implementation of required programs developed to maintain client engagement.

* Provide for ultimate product/service client satisfaction and deliver organic growth goals as agreed from existing book of business.

* Negotiate with clients regarding legal contracts, fees, and service-related special projects.

* Read, interpret, analyze, and participate in drafting of complex interrelated product and service documents.

* Manage assigned relationships in accordance with bank policy and within the parameters of the account documents.

* Ensure compliance with all bank, legal, regulatory, and policies and procedures as well as identify, measure, monitor and control risks associated with the client book of business.

25% Consultant/Product & Market Specialist

* Proactively advise and consult with client executives and third-party service providers to expand current products offered, to provide service/technology efficiency improvements and to become a trusted advisor to decision makers.

* Identify outstanding product compliance and regulatory needs and remediate as needed for industry best practices service delivery. Build network of referral sources from existing book and actively participate in conferences and industry associations building contacts and developing other market influencer relationships.

10% Service Efficiency & Conflict Resolution

* Coordinate with the Relationship Management team and internal support departments to ensure that opportunities for improved service delivery or internal issues needing to be addressed for the client base be dealt with.

* Ensure compliance with control procedures to minimize reputational or financial exposure.

* Propose solutions for any potential reputational or financial exposure or related service issues, and negotiate resolutions to the mutual understanding and satisfaction of all parties.

10% Services Upgrades & Organizational Product Champion

* Serve as a member of special projects as needed for service enhancements or in response to changes in regulatory compliance or industry initiatives, market practices or technology upgrades to provide current and critical industry knowledge and to convey client expectations.

Risk Management:

* The employee will be expected to demonstrate a commitment to, implement, and follow policies and procedures that support the Bank's Risk Vision, including the Bank's anti-money laundering (AML), Bank Secrecy Act (BSA), and other relevant operational, compliance and other risk management-related requirements as appropriate. The employee is expected to further a culture of risk and compliance discipline, which includes, but is not limited to, maintaining compliance with Bank and business process-related policies and procedures, exhibiting a basic understanding of the risks associated with the employee's position, escalating issues of risk concern to management, and maintaining appropriate data integrity and confidentiality with regard to all customer files and business transactions.


* Twelve + years of experience in relationship management in Institutional Services trust/custody or related securities industry sector with significant experience in one or more of the following relationship types; structured financial products, project finance, escrow, various debt instruments, asset servicing, cash management products, investment accounting and performance services, securities lending and other value added services, and regulatory and industry requirements for clients and for the bank.

* Competent knowledge of client financial statements, industry positioning and opportunity profiling for assigned market segment.

* Demonstrated ability to articulate a package of products and services in support of client's investment needs and to effectively present the organizational structure, policies and procedures of the Bank in support of delivering relevant services.

* Proficient in use of desktop office software products and experience with technology platforms used for delivery of client services, preferably SEI and SunGard processing and accounting systems.

* Experience in client/bank technology connectivity and industry information delivery platforms desired.

* Excellent verbal skills with the ability to effectively communicate with team members with varying levels of financial sophistication.

* Able to work effectively in team environments engaged in business development, service delivery support and product development.

The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities duties and skills required of personnel so classified.

We are proud to be an Equal Opportunity / Affirmative Action Employer and committed to leveraging the diverse backgrounds, perspectives, and experience of our workforce to create opportunities for our colleagues and our business. We do not discriminate in employment decisions on the basis of any protected category.

A conviction is not an absolute bar to employment. Factors such as the age of the offense, evidence of rehabilitation, seriousness of violation, and job relatedness are considered in all employment decisions. Additionally, it's the bank's policy to only inquire into a candidate's criminal history after an offer has been made. Federal law prohibits banks from employing individuals who have been convicted of, or received a pretrial diversion for, certain offenses.