We are looking for

Banker Innovative Clients

Apply REF: NL CIB 639
For the replacement of one of our team members, we are looking for an Amsterdam-Based Pilot Relationship Manager within our Corporate Coverage team.
 

Banker Innovative Clients

 

The Position:

The Pilot Banker Innovative Clients is a member of the Coverage Team, he/she is mainly in charge of clients (having their Head Office in the country) for which he/she is the primary contact point for all needs. He/she maintains client relationship at all levels.

He/she ensures the efficient marketing of all Business Lines and the Group network, working closely with MNC RMs abroad. He/she prospects the local environment of companies in order to acquire new clients and develop the existing basis of customers.. 
 

Key responsibilities:

  • Act as the primary contact point for any client needs and maintain client relationship at all levels.
  • Understand clients’ global needs and execute on mutually beneficial solutions.
  • Identify in the Dutch start-up Ecosystem the most promising Innovation Corporates, the Next Hidden Champions
  • Onboard such potential Hidden Champions as Client for the Bank
  • Be the primary responsible banker for any client need and client relationship at all levels
  • Develop and implement an overall client and portfolio strategy to achieve an optimal return/risk result for the bank
  • Keep a constant and valuable strategic dialog with the client
  • Ensure a good start of our Innovation Hub in The Netherlands in close relationship with the various functions and business lines of BNP Paribas in Germany
  • Connect the Innovation Corp with relevant BNP Paribas Client
  • Prepare Client Action Plans, together with Business Lines, and more specifically act as the lead of the Client Service Team for clients in his/her portfolio
  • Develop an active networking in the Netherlands Start-ups
  • Represent the Bank at Innovation events
  • Be a thought leader and source of ideas for clients.

ORIGINATION / COMMERCIAL COORDINATION

  • Originate high value-added client transactions with primary focus on M&A and ECM as well as other investment banking strategic transactions.
  • Proactively involve product lines, industry groups and senior management in the strategic dialogue held with the client executives and realize a strategic diagnosis of the clients’ needs and issues.
  • Make an active contribution to negotiations and execution of transactions, including, when needed, by leading the transaction team.
  • Ensure the updating and accuracy of the CRM tool (call reports, status of opportunities and deal pipeline management among others)
  • Manage and expand Bank’s footprint on flow banking business (Cash Management, Trade Services, Global Market, Security Services and other transaction banking business).
  • Generally supervise and stimulate Domestic and International Network Relationship Managers’ commercial actions in relation to his/her portfolio.
  • Lead the Flow, Geography, Non CIB Products Client Action Plans in alignment with Product Partners.
  • Ensure that the central data collection tool bases (especially the Current CRM Tool) are appropriately updated (call reports, status of opportunities and deal pipeline management among others)

RISK MANAGEMENT

CREDIT RISK :

  • Provide necessary contribution to credit annual reviews / credit requests on his/her portfolio.
  • When relevant, ensure to use his/her credit delegation in a compliant and responsible manner, validate credit annual reviews / credit requests and present the request to the Credit Committees
  • Actively monitors the credit risk on his/her portfolio (anticipation of risk deterioration, quality of analysis and accuracy of information).

RESOURCE MANAGEMENT :

  • As per guidance from the Team Head and Head of Coverage, ensure consistent allocation of financial resources (Capital and Liquidity) on a client basis, globally and between products, in view of the optimisation of Client RWA, RAROC, CEVA and any other relevant indicators.

COMPLIANCE & CSR:

  • When required, provide his /her support to head of coverage for clearing Compliance hits for clients in his/her portfolio.
  • If and when the Director acts as SBO, he/she is responsible for (i) the KYC On-boarding or Recertification and as such gives his/her sign-off, (ii) clearing Compliance hits with the support of the Associate for all clients in his/her portfolio. 
  • Promptly react to any significant change in the situation of the customer.
  • Ensure consistent and comprehensive enforcement of BNP Paribas CSR & Compliance policies and procedures (especially KYC and AML/Sanctions) 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.

PEOPLE :

  • Ensure that the business carried out with his/her dedicated clients is appropriate, understandable and suitable.
  • Clear leadership potential and ability to support juniors career development (including mentoring)
  • Prove efficient organisation skills to set priorities & coordinate resources while delegating tasks effectively

CONDUCT :

  • Ensure that the business carried out with his/her dedicated clients is appropriate, understandable and suitable.
  • Act as a role model with good citizen behavior, embody and practice the Group values (alignment with the Bank’s strategy, work ethics, integrity, Code of Conduct) as it provides us the best compass for our actions
  • Ensure consistent enforcement of BNP Paribas control policies and procedures
  • Act in a product-neutral manner in the best interest of the clients and of the BNP Paribas Group globally.
  • Respect the BNP Paribas Code of Conduct in all listed key responsibilities.

PARTICIPATION TO SET UP

  • Delegate relevant duties and tasks to Associates he/she works with and provide active support to their training, coaching and appraisal in coordination with the Head of Associates.
  • Support and actively participate in building up and maintaining the network with other Coverage team members/ Product Partners / Regions by sharing ideas and past experiences (transversal and cross-fertilization interactions notably through Entry Point assignment) to encourage cross-selling, deal replicability and best practice sharing.
  • Take an active role in transformation initiatives and their sustainability.

The requirements

  • MSc diploma
  • Broad sales experience in a relationship environment;
  • Structuring and negotiating of complex financing proposals
  • Experience with M&A/ECM/DCM    

Technical Skills/knowledge and general competences

  • Team spirit, collaborative and inclusive approach
  • Excellent knowledge of the startup segment, ideally of the entrepreneurs in the Netherlands n
  • Several years of experience in a similar role
  • Excellent communication skills (in Dutch and English)
  • Passion for innovation
  • Tenacity and pedagogical skills

Job related competencies

  • Ability to identify and develop business opportunities
  • Ability to conclude deals
  • Capacity to build relationships with clients and in particular, key deciders
  • Sense of risk
  • Technical and behavioural capabilities and ability to work efficiently with Business Lines

As part of the application procedure there is an assessment and Pre-Employment Screening (PES). A PES includes a check of your ID and credentials, a statement of good behaviour and a statement regarding liability at the time of commencement of employment.

Primary Location: NL-NH-AmsterdamJob Type: Standard / PermanentJob: CUSTOMER RELATIONSHIP MANAGEMENTSchedule: Full-time Reference: NL CIB 639