Department Overview

The Client Development team sits within BNP Paribas Securities Services and has three functions; sales, relationship management, client service and governance.

  • The Head of Sales and Relationship Management leads the sales function. The team includes sales managers, a sales development manager and a marketing manager. The team is responsible for driving new revenue. The relationship management function includes Relationship Managers. The team is responsible for maintaining existing strategic client revenue, as well as cross-selling opportunities within these relationships.
  • The Head of Client Service Managers leads the Client Service function, which includes client service managers. The team is responsible for maintaining existing core client revenue and cross-selling opportunities within these relationships.

The Global Proposal team

Working within Client Development, the department exists to manage the production of proposal submissions that give Securities Services a competitive advantage. The Proposal team is responsible for the delivery of client or consultant led proposals for strategic clients and prospects that require responses in English and for the maintenance of the databases that store data for global and local responses.

The Proposal team provide support to all sales teams globally and are integral in the success of new revenue and revenue retention.

Purpose of the Role

The purpose of this position is to ensure that Securities Services submissions are delivered on time and to the best of our ability. This role is responsible for managing and driving the end-to-end bid process, ensuring all proposals and subsequent documents for a deal are submitted on time and to an exceptionally high standard. In addition, this role participates in developing the RFP database with our global partners maintaining both global and local content.

Key Responsibilities

  • Partner with the sales and Relationship Manager lead to prepare deal briefings and win strategies
  • Facilitate content design, through storyboard techniques; keeping abreast with best APMP practises
  • Chair an informative kick-off session with all stakeholders.  Understand the different needs of different business lines to determine the style of kick-off that will be the most effective
  • Identify and engage subject matter owners and experts; ensure they attend the initial briefing
  • Project manage the bid through to submission of final document.  Determining the timeframe for each stage of the process and managing all parties to deliver to deadlines
  • Work with the proposal writer to ensure that the responses are complete, compliant and compelling
  • Work with print companies to ensure hard copy material is produced to a high standard and in a timely manner
  • Stay connected to the bid to share knowledge gained through the proposal and to ensure the same high standard of material is produced for follow-up submissions and presentations        
  • Ensure that product knowledge is kept up to date by participating  training sessions
  • Maintaining statistics to enable the production of MI relating to proposal submissions
  • Foster and promote knowledge and information sharing across Securities Services in APAC
  • Partner with the proposal managers to enhance the database answers
  • Craft suitable responses for the database, working with client line to ensure a high standard of written content
  • Develop strong working relationships with the contributors to the RFP process to be able to challenge content
  • Work with senior stakeholders to ensure that topical product and country information is kept up-to-date and relevant for RFP responses
  • Maintain and update responses in adherence to the BNP Paribas brand and marketing guidelines and Securities Services writing style

Key internal stakeholders:        

  • Sales leads
  • Relationship Manager leads
  • Subject Matter Expert (SME) community
  • Global Proposal Team (London-based)
  • Quality Assurance Manager (London-based)

Key external key stakeholders:

  • Clients
  • Consultants
  • Advisors
  • Third parties: print and design companies
  • Upland Qvidian representative

Specific Qualifications required:


  • Tertiary qualification


  • Experience using the Upland Qvidian database
  • APMP foundation level

Competencies required for the role

  • Skilled communicator & facilitator
  • Ability to manage priorities, plan and set deadlines
  • An understanding of the Securities Services business model, products, industry and client segments; in particular asset management, asset owner and alternatives
  • Attention to detail and a strong commitment to quality control
  • Able to work on multiple assignments and complete high-quality work against strict and competing deadlines as dictated by internal teams, prospects, consultants and clients
  • Influencing skills and an ability to foster relationships with all stakeholders and encourage the accurate and timely production of responses
  • Proposal management and writing experience gained in a similar financial organisation
  • Self-motivated and disciplined; comfortable in working in different locations
  • Experience of working with consultants and consultant led proposals
  • Experience of working with print companies
  • Knowledge and prior experience of Qvidian
  • Proficient in MS Office packages
Primary Location
Job Type
Standard / Permanent
Education Level
Bachelor Degree or equivalent (>= 3 years)
Experience Level
At least 5 years
C D000399

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