Business Overview:
Corporate & Institutional Banking (“CIB”) offers clients an array of services from capital markets execution, financing and advisory to securities servicing. We are a globally recognized leader in many areas of expertise including structured financing and derivatives, across a variety of asset classes.
Financial Institutions Coverage (“FIC”) is a global coverage organization reporting directly to the Head of CIB. FIC is responsible for the origination, development and management of trusted global client relationships. FIC aims to be recognized as strategic client advisors, focusing on our “One Bank Approach” to protect and build existing client wallet share, while selectively attracting new high potential clients. FIC also seeks to globalize client relationships through cross-selling between regions and business lines, such as Global Markets and BNP Paribas Securities Services businesses (“BP2S”). FIC is committed to act as champions for BNP Paribas’ Sustainability and Digital agendas with clients, and to be the first line of defense for the firm from a regulatory, risk and compliance perspective.
Globally, FIC is organized in three regional hubs (EMEA/London, Americas/New York and APAC/Hong Kong) with over 300 professionals worldwide, based in over 30 countries. FIC is focused on five institutional client sectors Banks & Financial Intermediaries, Insurance, Investors (Hedge funds, Asset Managers and Pension funds), Official Institutions (including Central Banks and Sovereign Wealth Funds) and Financial Sponsors. As the activities of institutional clients converge across sectors (Banks/asset managers; financial sponsors/insurance, etc.) the sector bankers dynamically collaborate to ensure the firm understands and remains responsive to the clients’ needs as these evolve.
The FIC Americas team encompasses over 40 bankers located in New York, San Francisco, Toronto, Montreal, Mexico City, Bogota, and São Paulo.
Candidate Success Factors:
Candidates are measured on the following four performance drivers, which will dictate how individual impact is considered on the Americas platform:
- Results and Impact
- Able to influence peers and team.
- Demonstrates good judgement when making decisions of high complexity and impact.
- Exercise appropriate autonomy in the execution and delivery of work.
- Responsible for driving outcomes, which have meaningful effect on team or department.
- Leadership and Collaboration:
- Creates trust with colleagues.
- Acts in leadership capacity for projects, processes, or programs.
- Client, Customer and Stakeholder Focus:
- Able to build relationships with a mix of colleagues and clients.
- Interacts regularly with management and department leaders.
- Demonstrates the ability to influence stakeholders at the team level.
- Compliance Culture and Conduct:
- Takes full responsibility for personal actions and demonstrates courage in facing problems and conflicts.
- Perceived as a person of high moral character; upholds corporate values and displays high ethical standards.
Responsibilities:
The role reports to the Head of Coverage for the U.S. Banks & Financial Intermediaries Sector. As a Senior Relationship Manager responsible for the Consumer Finance and Mortgage portfolio, the candidate is expected to:
Drive client strategy and dialogue
- Drive the global client strategy across products and geographies, cultivating the “One Bank” approach to promote the full scope of the firm’s capabilities and ensure execution
- Drive business development, multi-product initiatives and cross-sell opportunities with Bank & Financial Intermediaries Sector clients across Global Business Lines (i.e. Global Markets, Security Services) and Regions.
- Protect and build the sector’s market share and margin within his/her defined client portfolio
- Establish and manage relationships with C-Suite and other decision makers and influencers, and be recognized as a Strategic Advisor to his/her clients
- Develop strategic content to create meaningful dialogue to position BNP Paribas as a first call, best-in-class advisor and service provider and enable the firm to access opportunities; thereby driving revenue across the BNP Paribas enterprise
- Develop and maintain client action plans and account strategies in coordination with CIB stakeholders (Global Markets, Securities Services, etc.), including setting shared revenue targets across CIB business lines
- Oversee allocation of scarce resources such as research and strategy time, major corporate events, senior BNPP management meetings, access to BNPP’s balance sheet, lines of credit, capital and risk limits
Provide expertise on the needs of the Banks & Financial Intermediaries Sector with specific focus on the Consumer Finance and Mortgage space:
- Expert understanding of the US Banking, Consumer Finance, and Mortgage sectors including regulation, accounting, key drivers of ratings and valuation and changes in the technological and environmental landscape
- Be a leading voice to the firm on industry trends and needs across client strategies, accounting, regulation, rating agency disciplines to catalyze ideas responsive to those needs which can be monetized with BNP Paribas’ capabilities
- Explain and translate complex ideas and topics for audiences with diverse technical backgrounds
Manage cross-business line/cross-client functionality
- Work with the Banks & Intermediaries sector head and peer bankers within the region and worldwide to jointly evolve the sector strategy, ambition and capabilities
- Act as a Senior Relationship Manager, with ultimate accountability for compliance, regulatory, KYC and control requirements
- Coordinate activities across Business Lines to ensure best practice, global consistency and operational efficiency
- Liaise with relevant internal functions to run deals: Risk, Legal, Compliance, KYC
- Build relationships/partnerships with other teams and support functions, such as Client Integration, Due Diligence, Operations Client Relationship Management, Client Development, Account Management, Business Management
- Manage and develop analyst, associate and VP team members
- Represent the brand as an ambassador, while upholding the firm’s code of conduct
Minimum Required Qualifications:
- 10 years+ of previous work experience at a major global bank covering banks and financial intermediaries from either a product or an enterprise coverage perspective
- Existing C-suite client relationships with key Consumer Finance and Mortgage clients, US Banks, and key subsidiaries of internationally based bank clients
- Proven track record in driving results across the client portfolio
- Knowledge of bank business models, capital structures and regulatory and accounting regimes (GAAP and Statutory accounting)
Preferred Qualifications:
- Prior experience in delivering core banking services including warehouse lines, asset backed securities underwriting, markets execution, security services, and financing
- Prior experience/familiarity in cross selling a Global Markets footprint including rates hedging, equity derivatives, secondary credit, FX, and prime services
- Presence and gravitas to present individually, and with BNP Paribas Senior Mgmt., to client C-Suite including those running operations and those focusing on investments and risk management
- Deep understanding of credit /risk view of clients
- Conduct and risk awareness – understands the impact of conduct in the industry, the firm and acts accordingly
FINRA Registrations Required:
- Series 7, 63, 79 (or will need to be obtained within a reasonable amount of time)
CFTC Swap Dealer Associated Person (if yes, NFA Swaps Proficiency Program is required):
SEC Security-Based Swap Dealer Associated Person:
While the description above describes our ideal candidate, we encourage applicants to apply even if they do not fully meet the complete list of qualifications noted.
The expected starting salary range for this position is between $340,000 to $425,000 annually. The actual salary may vary based upon several factors including, but not limited to, relevant skills/experience, time in role, base salary of internal peers, prior performance, business line, and geographic/office location.
In addition, our comprehensive benefits package aims to support our employees in various aspects of their lives. From healthcare and wellness programs to retirement plans and childcare services, we prioritize the well-being and growth of our employees. Our benefits include medical, dental and vision coverage, a 401(k) Savings Plan, backup childcare, life, accident and disability insurance, mental health support and paid time off. Additional details about our benefits offerings, inclusive of eligibility for a discretionary bonus, will be provided during the hiring process.
About BNP Paribas:
BNP Paribas is a leading bank in Europe with an international reach across the US, EMEA and APAC. It has a presence in 65 countries, with nearly 190,000 employees. The bank employs over 3,500 people in offices in the US across 10 states including New York, Jersey City, Chesterbrook, PA, San Francisco, Boston, Chicago, Denver, Miami, and Washington, DC. BNP Paribas has built a strong and diversified presence to support its client base. We continue to grow and strengthen our commitment to the US market through our Corporate & Institutional Banking activities. We are one of a few non-US banks to offer a full value chain for our clients, from trading to financing, and clearing and custody in the US with the international footprint and capacity to deliver both globally and locally. Leveraging the strength of our European roots, our network can support clients in virtually every region of the world, enabling more connectivity and efficiency wherever our clients conduct business. We take pride in our expertise and our ability to adapt while constantly looking ahead to create a more sustainable world.
As an international company with a global footprint, the unique cultures and viewpoints of our team members are an integral part of the fabric of BNP Paribas. We are a company with a purpose - to be a responsible and sustainable global leader. We aim to create an environment where our employees feel empowered to drive change, make an impact and be true to themselves. We employ talented individuals from a wide variety of backgrounds, locally and globally, and are inspired by our employees who help us in cultivating a diverse, equitable and inclusive workplace through initiatives such as our Diversity, Equity & Inclusion (DEI) Leadership Forum and Employee Resource Group (ERG) communities. We strive to be a workplace where all team members can grow and thrive and offer robust training, development, and mentoring opportunities to make that vision a reality. Our leaders are deeply committed to DEI and highly accessible to our employees, consistently soliciting feedback on how we can continue to support our employees to reach their highest potential.
BNP Paribas. The Bank for a Changing World - https://usa.bnpparibas/en/homepage/join-us/our-opportunities/
BNP Paribas is committed to providing a work environment that fosters diversity, inclusion, and equal employment opportunity without regard to race, color, gender, age, creed, sex, religion, national origin, disability (physical or mental), marital status, citizenship, ancestry, sexual orientation, gender identity and gender expression, or any other legally protected status.
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