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Regional Account Manager MNC Corporate APAC

Mise à jour le 02.04.2025

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

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

* excludingpartnerships

BNP Paribasoffers you an exciting career in an international business environment that isfast-paced, diverse and focuses on creating high-value relationships with ourclients. We offer competitive salary and benefits, as well as a workingenvironment where you’re valued as part of the team.

https://careers.apac.bnpparibas/ 

Position Purpose

In the context of the APAC MNC franchise, the RAM is responsible for the development and relationship management of a portfolio of Regional based/local  MNC  Corporate Accounts. In addition, to drive the US and Dutch corridor initiatives, as corridor captain.

Responsibilities

Direct Responsibilities

  • Assume direct commercial responsibilities for his/ her own portfolio of regional/local based client accounts   to originate new business opportunities. To also originate and develop new meaningful names and business
  • Originate high value opportunities and actively contribute to their execution, be it at head office or at regional level. This includes event-driven deals / jumbo deals / complex financing (e.g. project finance, structured finance)
  • Develop key strategic partnership with client’s regional management team / decision makers (incl. C-suite and regional treasurers)
  • Act as the Asia expert / reference point for the client’s regional and head office teams
  • Develop key strategic partnership with Pilots for their clients in Asia, actively contributing to development of the relationship in Asia including through preparation and implementation of Client Action Plans (CAP)
  • Lead/manage team of Relationship Managers across the region supporting your clients to achieve budget objectives, including for regional RFP's, regional facility discussions/ negotiations
  • Responsible for communication flow between GRM, Regional BL and territories
  • Arbitrate / manage potential conflict between Pilot, BL's and territories
  • Champion and support the implementation / consolidation of the Regional Account Management (RAM) structure, driving best practice

Qualitative

  • Improve the depth of client understanding and relationships, and enhance the quality of dialogue
  • Ensure timely and consistent communication with Pilots
  • Ensure timely and consistent communication with business lines
  • Ensure timely and consistent communication with relevant client teams across APAC MNC
  • Successful monitoring of risk profile across portfolio, and adequate involvement in credit committees and annual review

Additional task related to the APAC US Corridor Strategy:

US initiative

  • Driving the US development initiative in APAC with focus on directly marketing / developing US Strategic  clients / prospects. 
  • Focus on deepening relationships / selectively expanding portfolio
  • Driving the US initiative to grow the US client portfolio across APAC as “US Corridor Captain” by:
    • Co-ordinating regionally through regular calls / discussion forums between the various stakeholders - including tracking and report
    • Working closely with business partners with particular focus on developing opportunities in flow banking - across TBA and GM's 

Similar approach for the Dutch corridor albeit size/scope of the Dutch corridor is not as large as the US corridor hence lighter governance framework

Technical and Behavioral Competencies required

  1. Technical
  • Product and credit knowledge
  • Business awareness and market information
  • Internal policies, procedures and guidelines and compliance
  • External regulatory framework and guidelines
  • Risk management
  1. Behavioural
  • Negotiation skills
  • Strategic perspective
  • Drive for results
  • Transfer of knowledge
  • Problem solving and decision making
  • Innovation
  • Teamwork
  • Willingness to embrace change
  • Lead by example

Experience and Qualification required

  • Regional Relationship Management and sales/business development experience
  • Strong presentation and communication skills 
  • Track record of delivering on sales budgets and revenue growth
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Découvrez les métiers de BNP Paribas : Financement et Investissement

Travailler dans les métiers du financement et de l’investissement chez BNP Paribas c’est accompagner nos clients corporate – des start-up aux plus grandes entreprises – et institutionnels dans leur stratégie et pour tous leurs projets d’investissement et de financement, tant sur leur marché local qu’à l’international. 

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Pourquoi je candidaterais ?

Pour quelles raisons je rejoindrais BNP Paribas et pas une autre entreprise ?

Parce que je souhaite...

  • Et si on vous disait que travailler dans notre Groupe, ce n’est pas ce que vous croyez ? Chez BNP Paribas, on exerce une multitude de métiers qui évoluent en permanence pour être en phase avec les attentes des clientes et clients comme de la société. Au travers d’actions du quotidien ou de grands projets, exercer l’un de nos métiers, c’est s’engager pour agir durablement.

  • Se sentir bien dans son job, c’est avant tout venir travailler comme on est.  C’est aussi avoir les moyens d’un bon équilibre entre sa vie professionnelle et sa vie personnelle. Deux engagements majeurs pour BNP Paribas.

  • Chez BNP Paribas, le développement de vos compétences est essentiel, pour vous comme pour nous. Et cela vous servira pour toute votre vie professionnelle.

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