Relationship Manager

Brown Brothers Harriman & Co.; Hong Kong; On-site; HKD 900,000 - 1,300,000; Full time

Job summary

Brown Brothers Harriman & Co. in Hong Kong is recruiting a senior Relationship Manager to lead strategic client partnerships within custody and fund servicing for asset managers and financial institutions.

The role blends relationship leadership with revenue growth, requiring deep market expertise and a consultative approach with senior clients. You will collaborate with product, operations, risk, and global teams to deliver integrated solutions and drive sustainable growth for BBH in the Hong

Qualifications

• Deep understanding of asset management and financial institutions market.
• Proven ability to source and execute complex custody and fund servicing mandates.
• Strong professional network with banks and asset managers in Hong Kong.

Responsibilities

• Develop strategic senior-level client relationships to maximize profitability.
• Identify and coordinate integrated custody and fund servicing solutions.
• Communicate market, regulatory, and strategic insights to clients.
• Collaborate with risk and compliance to ensure regulatory requirements.
• Lead revenue growth through new mandates and wallet share.
• Maintain strong market visibility and BBH brand in Hong Kong.

Skills

Relationship management

New business development

Market expertise

Commercial judgment

Job description

Relationship Manager

We are currently recruiting a Relationship Manager to join our Relationship Excellence team in Hong Kong, with a focus on custody and fund servicing solutions for asset managers and financial institutions. This role combines strategic relationship management and new business development, requiring deep market expertise, strong commercial judgment, and the ability to build trusted partnerships at the most senior client levels. This is a senior, externally facing role, working closely with product, operations, risk, and global coverage teams to deliver integrated solutions and drive sustainable growth for the firm.

RESPONSIBILITES

• Relationship Management: Developing effective and strategic relationships with the most senior levels of client organizations to ensure satisfaction with current BBH products and services while maximizing profitability and increasing product breadth through a consultative, solutions-oriented sales approach.


• Identifying and coordinating innovative and integrated solutions to address clients’ strategic challenges using multiple BBH products and services.


• Proactively communicating relevant market, regulatory, and strategic insights to clients, positioning BBH as a long-term partner.


• Overseeing the resolution of operational and service-related matters through close collaboration across the firm.


• Business Development: Driving revenue growth by expanding wallet share with existing clients and originating new mandates. Leveraging a broad, established professional network across asset managers and banks in Hong Kong and the region to build a pipeline of qualified prospects. Building and managing a robust sales pipeline informed by market trends, regulatory developments, and client investment strategies. Leading complex, consultative sales processes, including deal structuring, internal approvals, and coordination with global stakeholders. Maintaining strong market visibility and actively contribute to strengthening the BBH brand in the Hong Kong asset servicing community.


• Risk Management: Collaborating with our risk & compliance functions to ensure regulatory and Firm requirements are fulfilled.

Knowledge, skills & experience

In-depth understanding of the asset management and financial institutions market, and the asset servicing value chain including custody / fund accounting / transfer agency / foreign exchange & technology offerings. Well-developed professional network within banks and asset managers in Hong Kong, with a proven track record of sourcing, structuring, and executing complex custody and fund servicing mandates. Knowledge of the regulatory environment and other external market forces impacting the asset management and financial institution industries. Consultative, strategic relationship management & sales experience, approach and methodology. Successful recent track record of managing complex sales processes with new and/or existing clients.

Other requirements

• A minimum of 5+ years of global custody or related industry experience is required


• Fluency in Cantonese and English is required


• Fluency in Mandarin would be a plus


• SFC Type 1 and 3 License Holders (preferable)


• Occasional travel may be required

We value diverse experiences. We value diverse experiences and transferrable skillsets. If your career hasn’t followed a traditional path, includes alternative experiences, or doesn’t meet every qualification or skill listed in the job description, please do go ahead and apply.

About BBH:

Brown Brothers Harriman (BBH) is a premier global financial services firm, known for premium service, specialist expertise, technology solutions and partnership approach to client management. Across Investor Services and Capital Partners, we work with an enviable roster of sophisticated clients who make BBH their first call when they are tackling their hardest challenges. Delivering for our clients and each other energizes us. We believe that how we do our work is just as important as what we do. We are relentless problem solvers who know our best ideas come from collective debate and development—so we are never possessive about our ideas. Every day we come together as a diverse community of smart and caring people to deliver exceptional service and expert advice—creating success that lasts. No matter where you sit in the organization, everyone is empowered to contribute their ideas. BBHers can pick up the phone and call any colleague, and they are happy to help. Expanding your impact beyond your daily role is part of how we operate as trusted partners to one another. We believe stability is a competitive advantage, but being stable means having the knowledge, skill, and discipline to evolve, often—pushing the boundaries of innovation. As a private partnership, every investment we make is in the relationships, technologies, products and development we believe are in the long‑term interests of our clients and our people. Our long‑tenured leaders are experts in their areas and are actively involved in the day‑to‑day business, taking the time to provide guidance and mentoring to build the next generation of BBHers. Because we know, our success begins with yours. Go to BBH.com to learn more about our rewards and benefits, philanthropy, approach to sustainability or how we support you to thrive personally, physically and financially.

Brown Brothers Harriman (BBH) is a global financial services firm known for premium service and specialist expertise. BBH works with leading asset managers, financial institutions, private businesses and their owners, wealthy families, and sophisticated institutional investors. As a private partnership, we are uniquely built to put clients first and create success that lasts. We believe our success starts with yours. At BBH, partnership is more than just a form of ownership—it’s our approach to business and relationships. Every day we come together as a diverse community of smart and caring people to deliver exceptional service and expert advice. Across Investor Services and Capital Partners, we work with an enviable roster of sophisticated clients who make BBH their first call when they are tackling their hardest challenges. No matter where you sit in the organization, everyone is empowered to contribute their ideas and perspective. BBHers can pick up the phone and call any colleague, and they are happy to help – which is why expanding your impact beyond your daily role is part of how we operate as trusted partners to one another. Delivering for our clients and each other energizes us. We believe stability is a competitive advantage, but being stable means having the knowledge, skill, and discipline to evolve, often—pushing the boundaries of innovation. Every investment we make is in the relationships, technologies, products and development we believe are in the long‑term interests of our clients and our people. Our long‑tenured leaders are experts in their areas and are actively involved in the day‑to‑day business, taking the time to provide guidance and mentoring to build the next generation…