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

At BNP Paribas, we passionately embrace diversity and are committed to fostering an inclusive workplace where all employees are valued, respected and can bring their authentic selves to work. We prohibit Discrimination and Harassment of any kind and our policies promote equal employment opportunity for all employees and applicants, irrespective of, but not limited to their gender, gender identity, sex, sexual orientation, ethnicity, race, colour, national origin, age, religion, social status, mental or physical disabilities, veteran status etc. As a global Bank, we truly believe that inclusion and diversity of our teams is key to our success in serving our clients and the communities we operate in. 

Department purpose / objectives

The Financial Intermediaries & Corporates (FI&C) Client line is part of BNP Paribas Securities Services (BP2S). The Client Line’s responsibilities span from product initiatives, to P&L management, go-to-market, and strategy. For the FI&C Client Line this relates to key target clients such as banks, brokers and corporates, as well as products such as Securities Clearing & Custody (SCC) and Debt Solutions.

Purpose & Scope of the position:

  • To articulate and execute a regional development plan for FI&C Client Line, in full alignment with the global ambition, strategic focus and priorities, and across all products (incl. MFS) for a given region
  • The role holder will have a hierarchical reporting line over local heads of Client Lines in the region for Go To Market Strategy and product development
  • The role holder will be a permanent member of the Client Line Executive Committee and regional Executive Committee

Global Responsibilities:

  • Build and deliver strategic insight on market, regulatory & client dynamics in the region synthetizing local inputs
  • Analyse BP2S positioning in the region and articulate strengths, weaknesses, opportunities & threats
  • Articulate a consistent & prioritised development plan for the region, aligned to global ambitions, strategic focus & priorities and ensure it is properly executed across locations
  • Identify and prioritise strategic growth opportunities in the region and ensure global development plans are aligned to regional dynamics and objectives – in coordination with GTM global teams
  • Review and validate local Go-To-Market strategies for FI&C Client Line ensuring they take into account local specificities
  • Influence global value proposition for FI&C Client Line and align regional value proposition to global principles, ensuring it answers specific current and future clients’ critical  business issues in the region and ensuring it differentiates BP2S versus regional competition
  • Identify needs for new solutions/ product capabilities in the region taking into account local inputs and influence global roadmap
  • Influence business operating and client experience models defined at global level, and ensure proper roll-out at regional level

Regional Responsibilities:

  • Lead definition of client prices in the region, in line with global pricing policies
  • Define regional financial objectives for FI&C Client Line, detail regional objectives at country level in collaboration with Location managers and steer & report progress for the region versus objectives
  • Is responsible for regional Client Line P&L management, fully taking risks into account and ensuring full alignment with global Client Line P&L objectives
  • Animate the community of local Client Lines heads and ensure most efficient distribution of resources across the region
  • Promote new BP2S solutions/ products in the region in collaboration with Client Development and other regions, through sales campaigns when required
  • Provide clients/prospects /market influencers with superior insight on value proposition and thought leadership through participation in client meetings in coordination with Client Development (with a primary focus on strategic opportunities in the region) and participation to industry events and conferences

Key internal stakeholders:     

  • Regional BP2S exco members
  • Global Client Line exco members
  • FI Client Development teams
  • BSO and CTS Client Delivery
  • APAC  territory senior stakeholders
  • Strategic Business Development & Transformation teams

Key external key stakeholders:

  • FI clients and prospects (such as IBs, Banks, Brokers, Corporates)
  • Industry participants (such as consultants, law firms, fintech, market infrastructures)
  • Vendors & partners

Competencies required for the role:

  • Proven track record of relevant industry experience in a leading financial institution
  • Solid demonstrable experience in the securities services industry in client facing roles
  • Industry and product knowledge of the securities services industry
  • Ability to work effectively as a part of global team
  • Leadership and the ability to engage people, manage change and manage the strategic agenda for key initiatives
  • Coaching skills and the ability to foster individual competencies
  • Excellent Influencing and negotiation skills
  • Analysis of competitive advantage and identification of sales opportunities
  • Strong organisation skills with the ability to define, lead and coordinate action plans
  • Demonstrable experience of developing strong networks and long lasting business relationships
Primary Location
HK-Hong Kong (HK)-Hong Kong
Job Type
Standard / Permanent
Education Level
Bachelor Degree or equivalent (>= 3 years)
Experience Level
At least 15 years

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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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.

  • 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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