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Global Relationship Management & Sales for Financial Institutions

Job type Permanent
Schedule Full time
Job Function Business Development
Brand BNP Paribas
Apply REF: GLO002835

BNP Paribas Securities Services is a multi-asset servicing specialist with local expertise in 36 markets around the world and a global reach covering 90+ markets. This extensive network enables us to provide our institutional investor clients with the connectivity and local knowledge they need to navigate change in a fast-moving world.

As of 31 December 2018, BNP Paribas Securities Services had USD 10.660 trillion in assets under custody, USD 2.662 trillion in assets under administration, 10,545 funds administered and 11,932 employees.

The Global Sales and GRM Unit provide support to the regions to drive and succeed in strategic sales and in mitigation of major risks on existing business,  drive and support deals and retention ensuring clients approached consistently with the global sales strategy and providing best practice support and facilitate deals execution.

The main purpose of this position is to generate sustainable and profitable growth by driving new sales & revenue retention efforts vis-à-vis Financial Institutions on a worldwide basis. It is a UK based role operating globally across all markets with a primary focus on local settlement, clearing & custody, broker-dealer outsourcing capabilities, Cash & Financing


Key Responsibilities:

• Contribute to the definition of the Go To Market strategy for the development of the Financial Institutions franchise by providing insight of client critical business issues and needs
• Lead the articulation of a sales plan vis-à-vis Financial Institutions in coordination with markets, with a primary focus on the local settlement, clearing & custody and broker-dealer outsourcing, Cash & Financing products
• Drive revenue retention vis-à-vis Financial Institutions with an objective to minimise both client & business losses as well as pricing reductions
• Review and validate budget targets for Financial Institutions and monitor progress versus objectives
• Ensure in collaboration with Global franchise that sales & relationship management resources are aligned to opportunities
• Steer commercial activity & performance across the regions and explain gaps versus notified objectives
• Maximise sales success by supporting the roll-out of the standard PowerSales 8.0 practices: definition of client profile, elaboration of value statement & proposition, mapping of the power base…
• Drive a Financial Institutions Sales & RM community to promote collaboration, teamwork, information sharing and consistent ways of working across the markets
• Work with the FIC team to articulate Client Development vs FIC roles & responsibilities and ensure the agreed principles are properly rolled-out across Client Development
• Drive the allocation of the BP2S client portfolio as per standard Client Development roles, with a primary focus on strategic names
• Ensure an active day-to-day collaboration with FIC as a key enabler to increase the c-suite connectivity and develop the franchise
• Permanent member of the Global Sales & GRM FI committees

Shared accountabilities

• Revenue targets with BP2S business lines
• Collaborate with CIB institutional sales and the FIC coverage organisation
• Work closely with the client lines, in particular with the Financial Intermediaries & Corporates Client Line
• Obtain alignment on the prospect client portfolio

Key metrics and targets

• New client sales targets
• Regional and country sales targets
• Existing client P&L’s and sales targets
• Transformation opportunities
• Successful on-boarding

Skills and Experience required

Essential:

• Strong academic background
• 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 and the ability to foster individual competencies
• Excellent Influencing and negotiation skills
• Analysis of competitive advantage and identification of sales opportunities
• Organization skills to define lead and coordinate action plans
• Ability to develop network and partnership, develop long lasting business relationship
• Entrepreneurship and efficiency facing changes

Equal Opportunities

BNP Paribas promotes equality of opportunity and is committed to ensuring that no individual is discriminated against on the grounds of age, disability, gender reassignment, marriage or civil partnership status, pregnancy and maternity, race, religion or belief, sex or sexual orientation.

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Primary Location: GB-ENG-LondonJob Type: Standard / PermanentJob: SALES DEVELOPMENTEducation Level: Not indicatedSchedule: Full-time Behavioural competency: Creativity & Innovation / Problem solvingTransversal competency: Ability to inspire others & generate people's commitment