Bill Johnston

Halifax, MA 02338
508-320-0896 waj4571@gmail.com
linkedin.com/in/waj4571

CLIENT RELATIONSHIP MANAGER

Strategic Client Relationships & Creative Problem Solver | Talent Developer & Revenue Driver
Comprehensive experience in managing high-profile institutional relationships, including understanding their
business goals and working with them strategically to understand and resolve their business problems and help
them succeed in reaching their long-term goals. Exceptional understanding of how to connect with and foster CLevel relationships with senior leaders of client organizations. Advocates for clients in order to coordinate the
necessary resources to manage client concerns and deliver timely solutions to identified issues. Consistently
seeks out opportunities to be proactive in client services and relationship management. Successful record of
growing revenue through new business opportunities, cross-selling entire organization and developing talent.

Strategic Account Planning and Execution

New Business Revenue Generation
Cross Business Communication
Fee Negotiations and Proposals
Protect and Enhance Client Revenue
Consultative Sales

Fiscal Accountability and P&L Management

Relationship Building / Collaboration
Creative Problem Solving
Complex Client Relationship Management
Talent Development
Investment Accounting

PROFESSIONAL EXPERIENCE
BANK OF NEW YORK MELLON | Everett, MA

December 1999 September 30, 2015

A global financial services company with $28.5 trillion in assets under custody and/or administration and $1.7 trillion under
management, employing 50,300 employees and net revenue of $2.6 billion.

Relationship Executive, Vice President (1/13 9/15)

Managed all aspects of client relationship, including account profitability for 17 Institutional clients with
a P&L in excess of $20M.
Partnered with senior management of Investment Manager, Family Ofce and Corporate clients that
sponsored and managed commingled fund investment products, LP, LLC, DST, Group Trusts and CITs
along with offshore investment vehicles in order to develop custom valued added solutions.
Collaborated with internal client teams Legal, Risk, Marketing, Sales and Service Delivery to ensure
delivery of superior service.
Negotiated fee proposals with an average increase of 18% in client revenue and contract expansion
between 3 to 5 years.
Designed and implemented strategies to enhance client experience and improve profitability.
o Generated new business revenue of approximately $2.25M.
o Increased additional revenue by 15% through effective cross-sales
o Created and executed upon service strategy in order to retain a $3M client relationship.
Relationship Manager, Vice President (4/07 12/12)
Managed all aspects of client relationship, including account profitability for 13 Institutional clients with
a P&L in excess of $14M.
Partnered with senior management of Investment Manager, Family Ofce, Bank and Corporate clients
that sponsored and managed commingled fund investment products, LP, LLC, DST, and Group Trusts
along with offshore investment vehicles in order to develop custom valued added solutions.
Increased overall business opportunities through client presentations, sales planning, and client
satisfaction strategies.
Executed Business Strategy through the management of complex global relationships.
o Generated cross sale revenue of $ 4.5M and new business revenue in excess of $1.6M.
o Crafted business solution that allowed BNY Mellon to generate one-time revenue of $5M.

William A. Johnston III

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508-320-0896 | waj4571@gmail.com

Collaborated with peers in Capital Markets, Sales, Marketing, Risk Management, and Service Delivery to
develop value added business solutions
o Delivered solution within 48 hours to assist client in launch of Derivatives Fund by partnering
with internal colleagues that enabled us to capture annual Capital Markets and Futures Clearing
revenue of $400K
o Introduced securities lending as a solution to Hedge fund client looking to reduce their overall
fund expenses. This solution led to client reducing fund fees by approximately 25% and
increasing client revenue by 30%.

Accounting Unit Manager, Assistant Vice President (12/99 3/07)

Directed the activities of a team of ten specialists, two supervisors, and one analyst responsible for daily
accounting for Corporate Dened Contribution (401K) plans, commingled fund investment funds, as
well as Foundation and Endowment clients.
Ensured the timely and accurate completion of daily valuation, month end reporting, year-end audits,
and 5500 preparations for ERISA based plans.
Provided Talent Development and Training
o Created cross training programs enabling staff to support all client relationships; this resulted in
career development, improved morale and ensuring continuity of service excellence.
o Developed supervisory staff through the implementation of one-on-one and group sessions to
enable supervisors to better manage effective teams.
o Conducted training on constructive feedback, performance management, listening, performance
improvement plans and conflict resolution.
o Developed successful management transition program to ensure continuity of management of
team.
Produced and Delivered Client Presentations:
o Presented to the senior management of a large corporate client and their management labor
board to discuss performance tracking difference in company stock program.
Previous positions with First Data Investor Services Group, Ivy Mackenzie and Fidelity Investments

EDUCATION
Bachelor of Arts, Politics & Government, University of Hartford, West Hartford, CT