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Sales and Relationship Manager, Private Capital

Marque BNP Paribas
Niveau d'expérience 6 à 10 ans
Niveau d'études Niveau BAC+2/3
Postuler REF: BNP021022

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

BNP Paribas Securities Services is a strong player globally in the private capital space. To strengthen the growth of our private capital franchise in APAC, we are hiring a sales and relationship manager to strategically generate profitable sales opportunities with key prospects and global existing relationships in the Territory. 

Key Responsibilities

Sales and Relationship Management

•    To establish and continue business relationships with key local decision-makers and build BP2S reputation;
•    To target and maintain relationships with all levels of client organizations: from C level to operational and business teams;
•    To maximize revenue potential at every client by crafting market-leading proposals and commercial structures;
•    Working together with client lines, drive and lead planning sessions to develop new solutions to client needs.  Anticipates or creates opportunities for enhancing client relationships through new products or services or increased consulting activities;         
•    ensures overall client satisfaction by facilitating efforts of service team by analyzing client needs, recommending improvements, coordinating resources to ensure timely delivery and issue-resolution, effectively communicating client concerns/needs to partners and assessing the impact of any newly recommended or additional financial services; 
•    Respond to client requests and queries efficiently and promptly. Ensure client satisfaction on global service delivery and act as an escalation point when the relationship quality is in question;
•    cross sells bank products/services and leads the development of new solutions to client needs. Coordinates presentations, brings in experts when appropriate, closes the sale, ensures smooth delivery of new services, and communicates emerging needs;
•    Working closely with FIC to identify key prospect from the market;
•    manages client profitability.  Understands competitive environment and anticipates and identifies opportunities, develops pricing strategies, and works with team to enhance profitability 
recommends new services and products with an awareness of organizational implication of these decisions 
•    take the lead on contract , pricing negotiations and coordinate credit lines if applicable

•    Accountable for documentation compliance and local risk control, for domestic and non-domestic clients

  • Negotiate local agreements with clients in conjunction with BP2S Legal
  • Ensure required legal client documentation is available and all client relationships are approved by local compliance officers 

•    Maintain and update KYC charts to ensure that local risk/compliance teams are regularly updated regarding clients' activities
•    Oversee on-boarding of new client accounts and change management; 
•    Working closely with marketing team and client line, raise BP2S profile at industry or media events by participating in conferences, panels, round table etc. Position BP2S as a market leader in delivering quality services and a thought leader in developing innovative client solutions for the PERE segment;
•    Develop, maintain and share knowledge on client, market, industry, competitive product offering and regulatory developments;
•    Proactively engage, and be part of the BP2S GRM practice, remaining up to date on best practices and account planning/strategy;

Financial security-related duties

•    Ensure compliance with Bank’s policies/procedures and regulatory requirements, in particular with regards to the KYC responsibilities and duties, as per relevant policies and procedures, and the summary of responsibilities list attached hereto
•    Please also refer to the attached appendix

Summary of SBO/SCBO Responsibilities pertaining to Know Your Customer and AML/Sanctions Policies

The RM, when acting as SBO/SCBO:

-    must initiate the KYC on boarding process and is responsible to collect the KYC data (with support of the appropriate teams in charge of due diligence);
-    is primarily responsible for ensuring that customer due diligence has been completed to a satisfactory standard, and is kept up-to-date;
-    makes an assessment whether starting a new relationship or maintaining an existing relationship with a customer is appropriate, in respect of the reputation and the money laundering/terrorist financing/sanctions risks, irrespective of the possible type of business the customer is currently doing or intends to do with the bank. This assessment must be formalized in writing in the KYC package (qualitative SBO opinion describing the risks and their mitigants is mandatory in all cases);
-    uses the KYC scoring grid and his/her judgment to determine the sensitivity, assisted by the teams in charge of due diligence.  He/she provides the teams in charge of due diligence with the knowledge/details they need when contacts with customers is required;
-    submits the customer’s KYC file to the CAC (Customer Acceptance Committee), as may be required, and provides the CAC with all information and documentation it may require; 
-    contributes to assess the relevance and appropriateness of offering and/or maintaining certain products and services of the Bank in view of the risk profile of the customer;  
-    contributes to the detection of any unusual and/or suspicious transactions by his/her customer with due reporting to a Compliance Officer;
-     and employs his/her best efforts to maintain a thorough knowledge of his/her customer from available documentary sources and regular direct contacts with them.
-    finally, he/she must keep the KYC up-to date in accordance with the Bank’s standards. In particular, he/she must trigger an ad-hoc review as soon as necessary, notably in case of becoming aware of any material adverse information in connection with any of their customers in the field of AML-CTF, in accordance with the relevant KYC policies and procedures.

Competencies (Technical / Behavioral)


The candidate must be able to demonstrate the key competencies detailed below to the appropriate standard to be considered for this role
Competencies required; 1- essential, 2 - desirable

•    Adaptability :                1
•    Results and quality orientation:        1
•    Accountability                1
•    Communication:                1
•    Leadership:                    1
•    Customer Focus:                1
•    Decision Making :                1
•    Team Work :                1
•    Innovation and continuous improvement:    1
•    Technical expertise:                2

Specific Qualifications Required

Specific Requirements:

•    Minimal Bachelor degree;
•    Good presentation and communication skills in English. Good speaking and communication in Mandarin is a plus;  
•    Experience (8+ years) in either Sales or Relationship Management for Financial Services companies;
•    Proven track record of client retention and revenue expansion;
•    Strong network within the Private Capital space and AO/AM community as a preference;
•    Excellent presentation and client facing skills;
•    Experience working with internal and external clients;
•    High degree of commercial acumen;
•    Client focussed with first class stakeholder engagement skills and experience;
•    Self-motivated and disciplined;
•    Highly enthusiastic with a rigorous and organised delivery ethos;
•    Experience of servicing Alternative/AM clients is a valuable extra

Primary Location: HK-Hong Kong (HK)-Hong KongJob Type: Standard / PermanentJob: SALES DEVELOPMENTEducation Level: Bachelor Degree or equivalent (>= 3 years)Experience Level: At least 10 years Reference: BNP021022