About BNP Paribas Group
BNP and Paribas merged in 2000 to create BNP Paribas. BNP Paribas offers a wide range of financial and advisory services to its clients including large corporates, public institutions and financial institutions. BNP Paribas is a leading bank in Europe with an international reach. It has a presence in over 70 countries, with more than 180,000 employees, including more than 140,000 in Europe. The Group has three operating divisions: Commercial, Personal Banking & Services (CPBS), Investment & Protection Services (IPS) and Corporate & Institutional Banking, which serves two client franchises: corporate clients and institutional investors. The Group helps all its clients (individuals, community associations, entrepreneurs, SMEs, Corporate and Institutional clients) to realize their projects through solutions spanning financing, investment, savings and protection insurance. In Europe, the Group has four domestic markets (Belgium, France, Italy and Luxembourg). BNP Paribas enjoys top positions in Europe, a strong presence in the Americas as well as a solid and fast-growing business in Asia-Pacific.
About BNP Paribas Corporate and Institutional Banking (www.cib.bnpparibas.com):
Fully integrated in the BNP Paribas Group, BNP Paribas Corporate and Institutional Banking (CIB) is a leading provider of solutions framed in three business lines: Global Markets, Securities Services and Global Banking all offered to two client franchises: corporates and institutional, and operates across EMEA (Europe Middle East Africa), APAC (Asia Pacific) and the Americas. The bank is a global leader in Debt Capital Markets and Derivatives. It is a top European house in Equity Capital Markets and it has leading franchises in Specialized Financing. In Securities Services, it is a top five House worldwide: it provides multi asset, post trade and asset servicing solutions for institutional participants in the investment cycle, from the buy-side and sell-side to corporates and issuers. BNP Paribas CIB strives to service the global economy by providing solutions to its clients in financing (ECM, DCM, specialized financing), flow banking (trade finance and cash management), financial advisory (M&A, project finance), global markets (interest rates, credit, foreign exchange, equity derivatives), risk management, and securities services.
Hispanic Latam Client Development – Director
Job Description
AREA
2S
HIERARCHICAL REPORTING LINE
Hispanic Latam Sales & Relationship Manager
FUNCTIONAL REPORTING LINE
Head of Hispanic Latin America Client Development
FUNCTIONAL AND GEOGRAPHICAL SCOPE
Client Development / Hispanic Latam
Responsibilities
Comply with all applicable regulations (local or those defined by Group) and BNPP internal policies, this includes but is not limited to Financial Security, Know Your Client/Costumer/Supplier, Due Diligence, Client Interest Protection, Market Integrity, Professional Ethics and Respect for colleagues.
Strict compliance with the BNP Paribas Code of Conduct: Display an exemplary behaviour aligned with the Mission, Values and Rules of Conduct covering all 7 angles: customers’ interests, financial security, market integrity, professional ethics, respect for colleagues, group protection and involvement with society.
RESPONSIBILITIES:
- Develop a regional development plan for South Hispanic Latam aligned with BP2S strategic plan, drive and monitor its execution
- Identify and prioritize growth opportunities in the region in scope (South of Latin America), leveraging on solid understanding of market, regulatory, client dynamics and BP2S positioning
- Influence global BP2S strategy and go-to-market strategies and develop a regional development plan taking into account specific regional dynamics
- Ensure the ratified regional (in scope geography) plan is well executed and report progress versus objectives
- Maximize region profitability taking into account risks, in coordination with global stakeholders
- Maximize NSB while minimizing revenue retention, monitor and optimize regional cost base
- Maximize EVC of domestic clients within locations of the region and globally (buying view)
- Maximize region's contribution to global P&L for non-domestic clients (booking view)
- Drive Client Development activities (sales, relationship management) in the region in scope in strict observation of local regulation
- Steer commercial activity & performance across the region and explain gaps versus notified objectives
- Align sales, relationship management & client services set-up to strategic focus & priorities
- Ensure the region actively supports commercial efforts from other regions to sell and provide services sourced in their region
- Monitor client satisfaction scores and steer action plans to improve client experience. Act as senior escalation point in case of significant service delivery issues impacting strategic client relationships
- Ensure an active collaboration with FIC in the region as a key enabler to develop the client franchise
- Ensure proper fulfilment of KYC obligations
- Implement appropriate external communication, with BP2S and BNPP communication teams to promote the brand in the region
- Act as senior BP2S representative vis-à-vis market participants, key clients/prospects, regulators, CIB & Group management
- Ensure full adhesion to Compliance, Conduct & Risks policies, proper roll out across locations and monitoring of potential issues
- Ensure locations fully comply with local legal & tax requirements and regulations
- Promote a culture of collaboration and teamwork, along with agility and efficiency
Competences and Experience
Minimum required qualifications
- The successful candidate will have +15 years of relevant industry experience and at least 7 years of experience with Latin America, mainly in South of Latin America – Chile Peru and South cone and all segments: pension funds, asset managers, public sector, financial market infrastructure, insurance companies etc.
- Extensive network with Operations Heads, COOs and CEOs of the target segments and geographies, most importantly with Pension Funds and large/global asset managers
- Extensive network with regulators and industry associations in Latin American countries
- Strong track record of successful management of large RFPs and mandates, local and global deals
- Deep knowledge of the industry regulation, dynamics and technical requirements in Latin America
- Deep knowledge of all Securities Services products – Local Custody, Global Custody, Lending, Funds, Collateral Management, F/X for services delivered in Latin America and Global products typically used by Latin American clients.
- Creative solutions-oriented mindset with experience developing custom solutions in line with the evolution of the market.
- Knowledge of Fund Distribution.
- Fluent spoken and written in English and Spanish, Portuguese is a plus
- Strong communication skills and ability to lead meetings
- Excellent verbal, written, and interpersonal communication skills
- Strong work ethic and sense of urgency
- Strong organizational and prioritizing skills
Skills matrix – requirements for the position
Legend:
☐
Not required
¢
Required
¢
Ability to collaborate/team work
¢
Decision making
¢
Personal Impact/ability to influence
☐
Attention to detail/rigor
¢
Organizational skills
¢
Adaptability
Behavioural
¢
Ability to deliver / results driven
☐
Active listening
¢
Communication skills (oral/written)
¢
Client focused
¢
Ability to pass on knowledge
¢
Critical Thinking
¢
Ability to synthetize/simplify
¢
Creativity/innovation/problem solving
¢
Resilience
¢
Proactivity
¢
Understand, explain and support change
¢
Analytical ability
☐
Project management
☐
Process development/adaptation
¢
Business anticipation/strategic evolution
¢
Ability to inspire others
Transversal
☐
Develop others/improve their skills
¢
Networking development/leverage
Skills
☐
Ability to setup relevant performance indicators
☐
Ability to manage/facilitate committee, seminar, training.
¢
Ability to conduct a negotiation
☐
Ability to embody diversity, equity and inclusion
¢
Customer development/relationships
☐
Internal Audit
¢
Marketing
☐
Organisation and strategy
☐
Digital knowledge and innovation
☐
Financial Markets
¢
Client and regional knowledge
☐
Investment & Wholesale Banking
☐
Finance & Budgeting
☐
Finance/tax knowledge
☐
Accounting
☐
Financial/performance analysis
☐
Rules and norms
☐
Budget steering
☐
Regulatory reporting
☐
Brand & Communication knowledge
☐
Editorial content
☐
Event/Seminar organisation
☐
Community Management
☐
Brand Image
☐
Social Media/Media management
☐
Communication support
☐
Compliance knowledge
¢
Financial Security
¢
Market integrity
¢
Know your client
¢
Protection of Interests of clients
¢
Professional Ethics
¢
Regulatory Banking Organisation
☐
Risk Management
☐
Analysis
¢
Monitoring
☐
Anticipation
☐
Opinion
Business
☐
Law and regulations
Skills
☐
Corporate/labour law
¢
Regulatory/Banking/Financial
☐
Litigation and dispute
☐
Tax law
☐
Information Technology
☐
IT Business and testing
☐
IT Infrastructure
☐
IT Production and operation
☐
Architecture
☐
IT Development
☐
IT Risk and Cybersecurity
☐
Facilities and services
☐
Operational management
☐
Archiving and general services
☐
Purchases, supply, provider relations
☐
Security & safety
☐
Operations and processes:
☐
Transaction processing/data capture
¢
Fund Accounting/asset services
☐
Middle office operations
☐
Middle office operations
☐
Human resources
☐
Contractual and Payroll
☐
Employee relations
☐
Health and wellness
☐
Assessment and evaluation
☐
Compensation and benefits
☐
Learning and development
Languages
¢
English
¢
Spanish
(Fluent in)
☐
French
☐
Portuguese
