BNP Paribas is a leading bank in Europe with an international reach. It has a presence in 73 countries, with more than 196,000 employees, including around 149,000 in Europe. The Group has key positions in its three main activities: Domestic Markets, 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.

BNP Paribas Corporate and Institutional Banking is a globally recognised leader offering capital markets, securities services, financing, treasury and advisory solutions.

The objective of the Global Client Development management is to grow strategic clients while developing best-in-class Sales & GRMs over the world. Their ambition is:

  • To develop a portfolio of strategic opportunities in partnership with Global Head of Commercial Strategy and Marketing, across Regions and Locations,

  • To ensure that local sales set-up is aligned with the objectives

  • To lead the definition of new sales and retention targets

  • To provide support for complex deals, in strong coordination with the Regional Managers

  • To coach the Regional Sales Leaders to maximize new business opportunities

  • To ensure that best practices & tools are shared and rolled out at Regional level

This team is counting 3 people over 2 locations dedicated to animate communities of more than 200 Global relationship managers and global sales over the world.

Purpose

This is a role to provide business management support to enable the efficient running for the Head of Sales in Europe and Global Head of FI (The role covers both UKME and Continental European Heads of Sales for Institutional Investors (II) and Global Head of Financial Intermediaries (FI))

  • Ensure smooth running of all new sales initiatives and campaigns as well as any upsells from existing customers

  • Assist in supporting the standardisation of reporting across jurisdictions

  • Participate into definition and animation of organisation & governance for the Global Sales & GRM Unit

  • Lead the preparation of all sales presentations, campaign material, management and adhoc reporting for all three segments on behalf of Heads of Sales and Head of FI.

  • Articulate and develop strategic presentations to the senior management

  • Deliver proper reporting to monitor performance over the regions ensuring continuous improvement

  • Where required act as designate in coaching on particular deals (non-client and client facing) ensuring the following of best practice utilising the ‘Powersales Methodology’ including new sales and upsell to existing clients.

  • Coordinate and promote collaboration of projects assigned

  • Conduct in all missions and studies assigned

Scope

Along with regional European II and Global FI, there will be certain aspects of Global scope to this role when supporting CD Exco members within their remit on Global Sales Initiatives and Global Sales Executive Committees

  • Business Support

    • Work with key stakeholders (proposal team, client line, territory etc) to ensure the continued development of high quality sales materials, including but not limited to pitch packs for particular countries, corporate strategy, key products and segment strategies

    • Liaise with key internal stakeholders on regular and/or ad hoc basis

    • Execute sales support practices to protect and enhance our position and to protect and increase revenues

    • Ensure coordination of the key sales campaigns and CD global initiatives

    • Support the various protocols around pre sales and sales onboarding, including the NDA, NBC, BAC, CAC, 3P procedures. Including getting actively involved on behalf of both Heads of Sales for key deals re the preparation of 3P’s for key bids

  • Support and where required act as designate on all major internal and external conference planning e.g. Fund Forum, Global Leaders Forum, Client Dev Forum etc.

  • Business monitoring

    • Participate in the Definition of Sales Strategy and support the implementation of sales plans and tracking of the successful outcome as appropriate

    • Ensure regular delivery and continuous improvement of reporting, dashboard and documentations needed

    • Consolidate updates and information in order to support reporting to management

    • Prepare & assist with management, campaign and adhoc reporting where required.

    • Participate into the definition and roll out of standard sales tools and methods to reinforce commercial capabilities (Masterclass, Power Sales, etc)

    • Support the effective use of tools and best practices across Locations

  • Conducting studies and making recommendations to support decision

  • Definition & animation of organisation & governance

    • Elabore content supporting Governance

    • Manage follow up and action plans

    • Act as designate at select key committees e.g. Transformational Deal Committee, Client Line Executive Committees, Boards etc.

  • Articulate and develop strategic presentations to the senior management

    • Collect informations

    • Organise messages

    • Build and develop presentation

  • Leading and Coordination of transversal initiatives and projects across the CD Management team as required

    • Act as coordinator for projects assigned

    • Propose and develop relevant documents and databases to record project information and ensure oversight

    • Develop proactive relationships with stakeholders to ensure project progress and delivery

    • Ensure reporting to management and adequate communication

Experience, Qualifications & Competencies

  • Knowledge and a background in Global Sales & Relationship Management as well as CIB is a plus.

  • Proven Advanced skills in Office and specifically Excel & PowerPoint

  • The desire and flexibility to take ownership and drive key topics, initiatives and the team as required

  • Strong Analytical and Financial skills are highly considered

  • Rigor and precision

  • Excellent communication, negotiation and problem-solving skills

  • A self-starter with great multitasking and organisational skills

  • Excellent team working skills

  • Confidence to deal with senior and demanding stakeholders on a daily basis

Primary Location
ES-MD-Madrid
Job Type
Standard / Permanent
Job
OPERATIONAL EFFICIENCY TRANSFORMATION AND BUSINESS ANALYSIS
Experience Level
At least 5 years
Schedule
Full-time
Reference
BNP-000557

Why should I apply?

Basically, why would you want to join BNP Paribas over any other company?

BECAUSE YOU'RE THE KIND OF PERSON WHO WANTS...

  • What if we told you that working in our Group may not be quite what you think? BNP Paribas business lines and careers are constantly evolving to meet the expectations of our clients and society as a whole.

  • Feeling good about your job means bringing your whole self to work and being who you are. It’s also about having the resources you need to achieve a healthy work-life balance. Both of these are major commitments at BNP Paribas.

  • At BNP Paribas, developing your skills is as important to us as it is to you. And the skills you learn with us will help you through the rest of your working life.

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