Job Description

In Asia Pacific, BNP Paribas is one of the best-positioned international financial institutions with an uninterrupted presence since 1860. Currently with over 18,000 employees* and a presence in 13 markets, BNP Paribas provides corporates, institutional and private investors with product and service solutions tailored to their specific needs. It offers a wide range of financial services covering corporate & institutional banking, wealth management, asset management, insurance, as well as retail banking and consumer financing through strategic partnerships.

Worldwide, BNP Paribas has a presence in 68 markets with more than 193,000 employees. It has key positions in its three main activities: Domestic Markets and International Financial Services (whose retail-banking networks and financial services are covered by Retail Banking & Services) and Corporate & Institutional Banking, which serves two client franchises: corporate clients and institutional investors. Asia Pacific is a key strategic region for BNP Paribas and it continues to develop its franchise in the region.

• excluding partnerships

At BNP Paribas, we passionately embrace diversity and are committed to fostering an inclusive workplace where all employees are valued, respected and can bring their authentic selves to work. We prohibit Discrimination and Harassment of any kind and our policies promote equal employment opportunity for all employees and applicants, irrespective of, but not limited to their gender, gender identity, sex, sexual orientation, ethnicity, race, colour, national origin, age, religion, social status, mental or physical disabilities, veteran status etc. As a global Bank, we truly believe that inclusion and diversity of our teams is key to our success in serving our clients and the communities we operate in. https://careers.apac.bnpparibas/

Position Purpose

• Role has a combined Relationship Management and Sales focus
• In more details, 4 key priorities:
• 1. Ownership of the client relationship, be a point of escalation for issues impacting the client
• 2. To protect / retain the existing client revenue streams and also grow these revenues through the cross selling of additional solutions and the execution of strategic client relationship account planning, while ensuring the highest standard of client experience
• 3. To pro-actively engage in new sales activity that will to add new clients and new revenues to the business. This new sales activity could either add new to Bank clients or new to BNP Securities Services clients (eg. Client has existing relationship with other BNP banking products)
• 4. To be responsible for the Client Due Diligence and AML & KYC of clients

Key Responsibilities

• To contribute to achieving the Sales Budget under South East Asia.
• Responsible for ensuring maximum profitability is achieved as well as achieving pre-agreed new sales targets
• Understand and actively promote the full suite of BNP Securities Services’ products and services to the client, to maximize cross selling opportunities
• Identify and execute sales opportunities with new clients, whether they be new to bank clients or new to BNP Securities Services
• Responsible for client due diligence (“CDD”) compliance working in collaboration with the CLM team who perform client outreach to gather and validate KYC documents and information.
• Support CLM team to follow up with client to expedite the provision of documents and information to achieve CDD recertification on a timely manner
• KYC and CDD monitoring is an on-going responsibility; bring major changes occurring in client organization to the attention of CAC and prepare for ad-hoc CAC approvals, as required
• Responsible for compliance with business acceptance processes and controls
• Ensure deal pipelines and status changes are promptly updated in Client Vision
• Responsible for billing set up for new business, reviews of first 3 invoices for set up accuracy and follow up on aged unpaid invoices
• Negotiate local agreements with clients in collaboration with BNP Securities Services’ Legal
• Monitor local revenue vs. budgeted financials
• Penetrate the client organization by building strong personal relationships (in particular at senior level), to understand the client’s strategy and assess their future needs for products and services
• Define and maintain local account plan, setting out clear objectives and identify business development opportunities
• Ensure delivery against annual strategic account plans for clients
• Act as internal sponsor for client requested service enhancements
• Support CSM on escalated client service issues to meet client service expectations
• Ensure prompt resolution to client complaints and disputes
• Collaborate with our colleagues across the BNP Paribas Group to ensure a ‘One Bank’ approach for our institutional clients.
• Build reputation as a trusted advisor to the client and ensure adequate exposure to BNP Paribas’ senior management, as and when appropriate
• Act as the client 'champion' within BNP Paribas, looking to add value to differentiate BNP Paribas from the competition and to share client knowledge and account strategy internally
• Contribute to risk control by providing input to the annual credit review of the client relative to anticipated future global activity

Competencies (Technical / Behavioral)

• Strong industry and product knowledge in the securities services industry
• Experience in and proven track record of client relationship building, retention and revenue expansion
• Proven people and stakeholder management expertise
• Effectively liaises with a number of individuals throughout the organisation; The ability to build effective long lasting relationships
• Ability to work on multiple assignments and complete high-quality work against strict and competing deadlines as dictated by internal teams and clients.
• Proven ability to work well under pressure.
• Self-motivated and disciplined.
• Excellent client facing skills
• Good presentation skills, both written and oral with strong attention to detail
• Strong ethical and professional conduct

Specific Qualifications Required

• Degree level qualification
• Industry experience in securities services
• RM / sales background