Head of Deposits & Pricing Strategy, WM APAC

What is this position about?

•    Leads pricing strategy and framework for WM APAC, ensuring that pricing reflects client value, risk, balance sheet usage, competitive dynamics, and Bank’s strategic priorities. 

•    Establishes a consistent, transparent and commercially effective approach to pricing across products, deposits, markets, and client segments. 

•    Drives revenue quality and profitability while supporting Business in winning, retaining and strengthening client relationships. 

•    Owns the pricing strategy and framework, including but not limited to deposits, credit, investment products, services and ancillary revenues, for all client segments. 

•    Protects profitability by delivering data-driven insights that enable senior management to dynamically steer revenues. 

•    Ensures a scalable, compliant, and resilient pricing platform / dashboard through end-to-end operational ownership, robust controls, and rigorous governance.

What would be your typical day at BNPP Paribas look like? 

Primary Role Responsibilities

1.    Pricing Strategy (35%)

a.    Develop and implement pricing grids across all products, services and ancillary revenue streams at WM APAC. Introduce a holistic view of client economics across deposits, lending, investments, brokerage, structured products, FX, advisory and other services. 

b.    Design approval matrix for derogations to aforementioned pricing grids. Ensure pricing decisions are appropriately documented, monitored and subject to periodic review. 

c.    Identify pricing leakage, discounting and revenue dilution. Identify underpriced relationships and products and develop remediation strategies. 

d.    Develop analytical tools, use data and analytics to identify pricing opportunities and behavioral trends. 

e.    Engage stakeholders to cultivate pricing discipline, share best practices, review pricing gaps with a clear goal of reducing such pricing gaps. 

f.    Periodic reviews of pricing strategy in response to market conditions, competitive landscape and business strategy. 

g.    Develop and maintain a Pricing Dashboard across products, services, and ancillary revenue streams to monitor pricing gaps by teams, markets, and products.

h.    Develop (where applicable) and / or update pricing policies and procedures periodically or as required by bank and work with relevant stakeholders for such updates.

2.    ALMT, Balance sheet management (35%)

a.    Drive Net New Cash (NNC) growth with focus on deposits and capture a larger share of client wallet across target segments.

b.    Maintain optimal Net Funding Balance across volumes and margins in line with Group funding objectives.

c.    Ensure 100% alignment of WM APAC deposit-gathering activities with ALMT liquidity appetite and funding dynamics, as evidenced by regular ALMT feedback and joint steering initiatives.

d.    Successfully align the overall deposits strategy with the broader WM APAC agenda to ensure sustainable growth

e.    Deliver operational excellence roadmap, including but not limited to, reductions in deposit booking turnaround times and manual errors.

f.    Ensure efficient end-to-end cooperation with WM Operations and ISPL to drive continuous improvement, systems enhancements, and risk reduction in booking processes.

3.    Commercial and sales enablement (10%)

a.    Provide timely, clear, and actionable guidance and playbooks to Front Office (RMs, MAs, BMs, MHs) to support revenue growth.

b.    Measure and increase Front Office adoption rates of new pricing analytics tools and upskilling initiatives.

c.    Provide monthly actionable insights to management explaining the key drivers of profitability, together with clear strategic recommendations.

4.    Governance and risk control (10%)

a.    Achieve zero repeated or significant findings from control functions (e.g., C&C, IG, Compliance) or regulatory bodies.

b.    Maintain minimal to zero operational risk incidents through a robust and institutionalized risk and control framework.

c.    Ensure 100% on-time completion of all mandatory risk and compliance training requirements.

5.    Team and people (10%)

a.    Crosstrain team members to ensure robust back-ups and continuity of daily activities.

b.    Improve employee satisfaction survey results versus prior years and actively address identified improvement areas.

What is required for you to succeed?

•    Strong understanding of WM products with preferably 20 + years of relevant experience 

•    Demonstrated experience in pricing strategy and commercial management. Experienced in implementing pricing transformation. Ability to translate complex analytics into clear commercial decisions. 

•    Strong stakeholders’ engagement and influencing skills. Comfortable in dealing with senior executives, business heads, bankers and clients (if needed).

•    Sound analytic and presentation skills. Motivated, autonomous, capable of self-driven initiatives.

About BNP PARIBAS

As the leading European Union bank, and one of the world’s largest financial institutions with an uninterrupted presence in the region since 1860, BNP Paribas offers a wide range of financial services for corporate, institutional and private investors spanning corporate and institutional banking, wealth management, asset management and insurance. 

We passionately embrace diversity and are committed to fostering an inclusive workplace where all employees are valued and encourage applicants of all backgrounds, including diversity of origin, age, gender, sexual orientation, gender identity, religion applicants who may be living with a disability. We have a number of internal employee networks in place to empower our staff to act and challenge the status quo.

•    BNP Paribas PRIDE is highly active in favour of the LGBTQIA+ community

•    BNP Paribas MixCity which fosters better representation of women at all levels of the organization

•    Ability, the mutual aid network for employees with a disability or a disabling or chronic illness

•    BNP Paribas CulturAll which celebrates diverse backgrounds

BNP is committed to financing a carbon-neutral economy by 2050. The Group is a founding member of the Net-Zero Banking Alliance and has set up its own Low Carbon Transition Group to support its clients through their energy transitions.

https://careers.apac.bnpparibas/

More information 

BNP Paribas - Diversity & Inclusion Journey

BNP Paribas - The Bank Of Green Changes

Award Obtained

BNPP has won Top employer Europe award in a 10th consecutive year