About BNP Paribas Group
. BNP and Paribas merged in 2000 to create BNP Paribas. BNP Paribas offers a wide range of financial and advisory services to its clients including large corporates, public institutions and financial institutions. BNP Paribas is a leading bank in Europe with an international reach. It has a presence in over 70 countries, with more than 180,000 employees, including more than 140,000 in Europe. The Group has three operating divisions: Commercial, Personal Banking & Services (CPBS), Investment & Protection Services (IPS) and Corporate & Institutional Banking, which serves two client franchises: corporate clients and institutional investors. The Group helps all its clients (individuals, community associations, entrepreneurs, SMEs, Corporate and Institutional clients) to realize their projects through solutions spanning financing, investment, savings and protection insurance. In Europe, the Group has four domestic markets (Belgium, France, Italy and Luxembourg). BNP Paribas enjoys top positions in Europe, a strong presence in the Americas as well as a solid and fast-growing business in Asia-Pacific.
About BNP Paribas Corporate and Institutional Banking (www.cib.bnpparibas.com):
Fully integrated in the BNP Paribas Group, BNP Paribas Corporate and Institutional Banking (CIB) is a leading provider of solutions framed in three business lines: Global Markets, Securities Services and Global Banking all offered to two client franchises: corporates and institutional, and operates across EMEA (Europe Middle East Africa), APAC (Asia Pacific) and the Americas. The bank is a global leader in Debt Capital Markets and Derivatives. It is a top European house in Equity Capital Markets and it has leading franchises in Specialized Financing. In Securities Services, it is a top five House worldwide: it provides multi asset, post trade and asset servicing solutions for institutional participants in the investment cycle, from the buy-side and sell-side to corporates and issuers. BNP Paribas CIB strives to service the global economy by providing solutions to its clients in financing (ECM, DCM, specialized financing), flow banking (trade finance and cash management), financial advisory (M&A, project finance), global markets (interest rates, credit, foreign exchange, equity derivatives), risk management, and securities services.
About BNP Paribas Corporate and Institutional Banking in Mexico
BNP Paribas Corporate and Institutional Banking has had a representation office in Mexico since 1966. Since then, BNP Paribas has played an important role in financing Mexico’s development into the 21st century. BNP Paribas was one of the founders of Banco Nacional de Mexico (Banamex), one of Mexico’s largest banks, at the end of the 19th century, and stayed as a minority shareholder until the nationalization of the banking system in 1982. BNP was first established in Mexico more than half a century ago also acting as an important shareholder in Banco del Atlántico until 1982
BNP Paribas Mexico is expanding and has started operating in 2021 a full-fledged Mexican bank to better serve its clients through local operations performing local and global markets activities. Operations out of BNP Paribas Mexico include in particular trading and market making activities on interest rate derivatives, forex (spot and forward), bonds, repos and reverse repos on MBonos, UDI and Bonos. The coverage activities focusing on Mexican corporate and institutional clients will remain and expand.
BNP Paribas Responsibilities
Comply with all applicable regulations (local or those defined by Group) and BNPP internal policies, this includes but is not limited to Financial Security, Know Your Client/Costumer/Supplier, Due Diligence, Client Interest Protection, Market Integrity, Professional Ethics and Respect for colleagues.
Strict compliance with the BNP Paribas Code of Conduct: Display an exemplary behaviour aligned with the Mission, Values and Rules of Conduct covering all 7 angles: customers’ interests, financial security, market integrity, professional ethics, respect for colleagues, group protection and involvement with society.
Job Purpose
The Relationship Manager for the Corporate Coverage Team in Mexico is responsible for developing and executing the commercial strategy with corporate clients in Mexico. The role involves originating deals, executing transactions, and maintaining strong relationships with clients to achieve BNP Paribas' goals.
MAIN RESPONSIBILITIES:
Client Relationship Management:
- Develop and implement the business plan for corporate coverage by originating and boosting relationships with new and existing clients in Mexico.
- Conduct regular meetings with clients to understand their needs and ensure they fit within the requirements of the different business lines.
- Create strong and long-term relationships with key decision-makers at all levels, including the C-suite to position BNPP CIB Mexico as Strategic partners for our clients
- Negotiate terms with clients and document the final agreements.
- Lead discussions with clients and internally to be a reference both externally and internally.
- Proactively identify and manage cash, creating corporate deposit solutions in agreement with the US expert team.
Transaction Coordination:
- Collaborate with internal and external teams to ensure seamless execution of deals and transactions.
- Master all transaction-related internal processes and stakeholders
Prospecting New Clients:
- Identify and target potential new clients through market research and networking.
- Develop strategies to approach and engage prospective clients.
- Conduct initial meetings and presentations to introduce BNP Paribas' services and solutions.
- Build and maintain a pipeline of prospective clients and track progress through CRM systems.
- Collaborate with marketing and business development teams to create effective outreach campaigns.
Internal Networking and Communication:
- Foster strong relationships with internal stakeholders across various departments to ensure alignment and collaboration.
- Communicate effectively with management to provide updates on client activities, deal progress, and market insights.
- Participate in internal meetings and committees to represent the Corporate Coverage Team and contribute to strategic discussions.
- Share best practices and insights with colleagues to enhance team performance and knowledge.
- Utilize internal communication channels to stay informed about company policies, procedures, and initiatives.
- Lead by example for the junior teams, provide guidance and advise
Performance and Revenue Generation:
- Achieve defined revenue and profitability personal targets
- Contribute to the office’s numerical targets
Compliance and Monitoring:
- Monitor KYC-related issues or any unusual activities and communicate them to the Compliance team.
- Provide adequate follow-up on all internal processes whose responsibility lies with the team, such as credit, compliance, ESG, among others.
- Strictly comply with all applicable regulations (locally or defined by the BNP Paribas Group) and all internal policies of the BNP Paribas Group. Additionally, comply with the Group's Code of Conduct, including but not limited to Financial Security, "Know your Customer", Due Diligence, Protection of Client Interest, Market Integrity, Professional Ethics, and Respect for Colleagues.
Competences and Experience
Qualifications:
- Deep knowledge of clients across multiple industries with international activity.
- Self-starter, highly sales-oriented, and entrepreneurial.
- Resilient and committed, able to deliver within tight deadlines and under pressure.
- Team player with good Microsoft Office (Word, Excel, PowerPoint) skills.
- Fluent in Spanish and English.
- Bachelor's degree or foreign education equivalent in Business Administration, Economics, Finance, International Affairs, or a similar field.
- Minimum of 8 years' experience in banking or financial services.
- Strong internal and external client service skills, including strong written and interpersonal communication skills.
- Understanding of the US and Latam markets.
- Strong technical skills in financial risk analysis and good credit judgment.
- Knowledge of investment and corporate banking products, including Project Finance, Export Finance, Corporate Finance, Debt Capital Market, Fixed Income, Global Equity & Commodities, and Global Trade.
