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Head of Client Development, Director

Marque BNP Paribas
Niveau d'expérience 11 à 15 ans
Niveau d'études Niveau BAC+2/3
Postuler REF: BNP020832

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

BNP Paribas offers you an exciting career in an international business environment that is fast-paced, diverse and focuses on creating high-value relationships with our clients. We offer competitive salary and benefits, as well as a working environment where you’re valued as part of the team. 

Position Purpose

•   Define and drive BP2S Sales strategy to generate sustainable and profitable growth fully taking into account risk by driving the execution of Global strategy
•   Ensure the RM & sales teams sell the largest combination of products to clients to maximize client profitability through a relevant product mix
•   Maximize revenues retention and ensure continuous improvement in quality of service
•   Promote collaboration, teamwork and synergies with CIB and the Group
•   Fully adhere to BNP Paribas Compliance, Financial Security (Know Your Customer “KYC”, Anti-Money Laundering “AML”, Anti-Bribery and Corruption “ABC” and Sanctions), Conduct & Risks policies


Direct Responsibilities

•    Define and implement appropriate Sales & RM organisation for Singapore

•    Ensure an efficient and effective Sales and RM organisation & governance, aligned with business strategy and priorities

•    Lead Global Sales and Relationship management community
I.    Ensure for Sales and RM community the appropriate support from the rest of the organisation
II.    Define an chair the GS & RM governance
III.    Ensure close collaboration with the FIC bankers

•    Lead Sustainable growth across the location
I.    Define and drive growth strategy across markets, client segments and product mix to maximise generation of new business, with a strong focus on client profitability
II.    Ensure the community sell relevant product mix in order to maximise sales potential and profitability
III.    Maximise cross-selling opportunities and competitive advantage by promoting one-bank approach and facilitating collaboration with FIC

•    Responsible for maximising business retention
I.    Define Retention strategy and lead revenue retention with an objective to minimise both client & business losses as well as pricing reductions

•    Define yearly global targets for growth and retention

•    Ensure proper monitoring of client satisfaction and service delivery to maintain client revenues 

•    Act as client advocate towards Client Lines, Client Delivery and Functions

•    Monitor performance and achievements and steer commercial activity & performance across the regions 
I.    Define KPI and Dashboard to monitor community activity and performance and measure GRMs’ & Sales’ performances
II.    Steer sales force with the appropriate KPIs and sales processes, making sure that sales performance can be fairly assessed 

•    Lead the global RFP team and ensure a global practice across all regions

•    Develop ‘Best in Class’ GRMs by leading a global GRM practice and ensuring enhancement of Client Development people key competences

•    Responsible for developing market relationships and sharing internally market and competitive information
I.    Develop, maintain and share knowledge on client, market, industry, competitive product offering and regulatory developments
II.    Ensure development of relationship with consultants’ companies aiming to become key influencer in the industry

•    Ensure full adhesion to Compliance, Financial Security (Know Your Customer “KYC”, Anti-Money Laundering “AML”, Anti-Bribery and Corruption “ABC” and Sanctions) & Risks policies and to regulatory obligations, proper roll out across regions & global teams

•    Maintain high standards of service delivery for all client servicing account

Contributing Responsibilities

•    Lead and manage  all sales and RMs and Client Service Management team
•    Plays a key role in people and team development
•    Responsible for the team’s career growth and personal development

Technical & Behavioral Competencies

•    Excellence communication and interpersonal skills
•    Persistence / perseverance
•    Leadership
•    Good negotiation skills
•    Good analytical skills

Specific Qualifications (if required)

•    University degree/ post graduate degree in Finance/Accountancy
•    Minimum 15 years in experience in legal, trust and other fiduciary services or asset and fund equivalent experiences

Primary Location: SG-06-SingaporeJob Type: Standard / PermanentJob: CUSTOMER RELATIONSHIP MANAGEMENTEducation Level: Bachelor Degree or equivalent (>= 3 years)Experience Level: At least 12 years Reference: BNP020832