Brown Brothers Harriman & Co. is an award-winning provider of global custody, foreign exchange, securities lending, and brokerage services for many of the world's most sophisticated mutual funds, investment managers, banks and insurance companies. BBH is a world class organization that was founded in 1818 and operates from 16 offices around the world with over 4,500 employees. Join BBH, and you're joining a team. A group of high-performing, dedicated and caring people who believe that working together is the foundation for building superior customer relationships. Across our lines of business, our philosophy is the same: Partnering works for all of us.

The Relationship Manager (RM) has dual responsibility for relationship excellence and new business development. The RM is responsible for increasing relationship penetration with existing clients and selling white zone products to prospective clients within territory. Additionally, the RM is responsible for ensuring satisfaction with current BBH products and services while maximizing profitability and increasing product breadth with clients.


Relationship Management

  • Ensure Relationship Excellence (RE) with existing clients
  • Serve as the client advocate within BBH at strategic level, ultimately responsible for client satisfaction; ensures top rankings in industry surveys
  • Cultivate strategic business relationships with senior level executives within each relationship

Business Development and Revenue Generation

  • Responsible for long-term profitability of current client relationships 
  • Grow revenue with assigned prospects/clients
  • Coordinate cross-selling activity with Client Service Manager (CSM), product specialists, Ops and Systems; oversees deals
  • Actively track and communicate client market intelligence back to appropriate BBH resources and colleagues
  • Identify and coordinate innovative and integrated solutions to address clients’ strategic challenges using multiple BBH products and services
  • Achieve annual revenue targets within stated profit margin goals
  • Evaluate existing client relationships and identifies new revenue streams through active communication and collaboration with CSM, Ops, and Systems
  • Promote BBH products and services throughout the industry and position BBH for long-term opportunities

Planning and Strategy

  • Develop and maintain detailed marketing plans and RE analysis for individual clients and prospects
  • Monitor development and progress against business development plans for clients/prospects and RE action steps
  • Develop strategic business relationships with top level executives of client/prospect organizations.
  • Monitor and track clients and potential clients by developing an in-depth knowledge of their 1, 3, and 5-year business strategy, key imperatives, organizational changes and related activities
  • Actively track and communicate client and market intelligence back to appropriate BBH resources and colleagues
  • Contribute to projects to diversify revenue sources and make inroads to new segments


Education level and/or relevant experience(s)

  • BS/BA required, or equivalent work experience
  • MBA is a plus
  • A minimum of 5 years global custody or related industry experience is required
  • 5  to 12 years of relationship management and business development experience desirable

Knowledge and skills (general and technical)

  • Global custody product knowledge; Cross product knowledge a plus
  • Communication skills with demonstrated presentation skills and excellent writing ability (writing sample required)
  • Bilingual English/Japanese at a professional level
  • Proven negotiation skills in both English and Japanese
  • Professional business acumen; Ability to interact in a professional manner at all levels, both internally and externally to BBH
  • Detail oriented with proven ability to see open issues to resolution.
  • Quick learner, ability to juggle duties and trouble shoot while maintaining an upbeat personality

Other requirements

  • Knowledge of foreign markets is desirable
  • Travel required


Full time

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Confirmed 8 hours ago. Posted 30+ days ago.

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