Head of FIC China

Position Purpose

FIC Bankers provide coverage to Banks, Insurance Companies and specific Government and Public 

entities such as Sovereign Wealth Funds and Central Banks. The role is to position BNP Paribas as a leading bank for Financial Institutions and has responsibility for identifying, originating and leading to fruition business opportunities across the product range of BNPP. 

The banker also has responsibility for all administrative duties associated with the client account as well as preparing and presenting all information necessary to the support of a transaction. Ongoing management of client relationship and deal origination are key aspects of the role. The role contributes directly to BNPP profitability both through: Origination of identified transactions and Development of day to day flow business with clients. 

Bankers are supported in their mission by Associates and Analysts where relevant. Bankers report 

locally to their Head of Territory China and hierarchically to the Head of FIC APAC.

Responsibilities

Direct Responsibilities

• Develop key client relationships in China including top management access to strengthen client penetration. 

• Originate transactions across the spectrum of BNPP product abilities. 

• Push flow business across product lines. 

• Align client strategy with Business Lines including in particular Global Markets, Corporate Finance, Structured Finance, Investment Solutions.  

• Client Action Plans. Client pitches where appropriate. 

• Analysis and assessment of relevant financial models and information supporting the viability of new transactions and compliance with RAROC and Liquidity targets  

• Presentation and preparation of all credit proposals in line with internal processes. This will include participation in and contribution to the Credit Committees. Formal FIC memos will include all relevant information which can help support the credit decision. 

• General administrative duties associated with client coverage including annual reviews, reporting, transaction documents negotiation in line with internal processes, client relationship management tools, call reports following visits to clients, regular update of the agenda of client meetings, updated record of deal pipe and booked deals.

Contributing Responsibilities 

• Works in partnership with business lines to identify problems and design the best solutions. 

• Collaborates well with product specialists in the execution of transactions Demonstrates the ability to assess debt, equity, risk management capacity of clients under a variety of scenarios 

• Demonstrates the ability to explain and promote BNPP credit and counterparty risk to clients 

• Ensures that BNPP broader strategic constraints and global relationship issues are taken into consideration when discussing transactions. 

• Actively maintain and develop a broad and detailed strategic and technical knowledge in respect of products, processes and market awareness applicable to financial institutions. Ability to manage conflicting demands and meet multiple deadlines Ensures that the bank’s resources are targeted towards the most productive and remunerative clients. 

• Responsible for ensuring job descriptions are written and updated. Team objectives are determined at the beginning of each year in coordination with Head of Territory China and Head of FIC APAC.

- Ensure compliance with Bank’s policies/procedures 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.

– Appendix –

Summary of SBO/SCBO Responsibilities pertaining to Know Your Customer and AML/Sanctions Policies

The RM,   who is responsible for the client relationship in the Primary Site/Secondary Site (as defined in the Global KYC Policy):

-             must initiate the KYC on boarding process and is responsible to collect the KYC data (with support of the appropriate teams in charge of due diligence);

-             is primarily responsible for ensuring that customer due diligence has been completed to a satisfactory standard, and is kept up-to-date;

-             makes an assessment whether starting a new relationship or maintaining an existing relationship with a customer is appropriate, in respect of the reputation and the money laundering/terrorist financing/sanctions risks, irrespective of the possible type of business the customer is currently doing or intends to do with the bank. This assessment must be formalized in writing in the KYC package (including a qualitative RM Assessment describing the risks and their mitigants , which is mandatory in all cases);

-             uses the KYC scoring grid and his/her judgment to determine the sensitivity, assisted by the teams in charge of due diligence.  He/she provides the teams in charge of due diligence with the knowledge/details they need when contacts with customers is required;

-             submits the customer’s KYC file to the CAC (Customer Acceptance Committee), as may be required, and provides the CAC with all information and documentation it may require; 

-             contributes to assess the relevance and appropriateness of offering and/or maintaining certain products and services of the Bank in view of the risk profile of the customer;  

-             contributes to the detection of any unusual and/or suspicious transactions by his/her customer with due reporting to a Compliance Officer;

-             and employs his/her best efforts to maintain a thorough knowledge of his/her customer from available documentary sources and regular direct contacts with them.

-             finally, he/she must keep the KYC up-to date in accordance with the Bank’s standards. In particular, he/she must trigger an ad-hoc review as soon as necessary, notably in case of becoming aware of any material adverse information in connection with any of their customers in the field of AML-CTF, in accordance with the relevant KYC policies and procedures.

Case of passporting process (except WM RM): 

-             When acting as Secondary Site RM of Legal Entities benefiting from the passport procedure, responsibility of the Secondary Site RM is to acknowledge and approve, on behalf of the Secondary Site, the KYC onboarding or recertification due diligence (performed and completed by the Primary Site) for Legal Entities being rated medium risk and low risk, and submit the customer’s KYC file to a CAC for a Legal Entity being rated high risk by the Primary Site.

Permanent Control Aspects

-             Direct contribution to BNPP operational permanent control framework.

-             Responsible for the implementation of operational permanent control policies and procedures in day-to-day business activities, such as Control Plan.

-             Responsible for ensuring team members to comply with regulatory requirements and internal guidelines.

-             Responsible for reporting all incidents according to the Incident Management System

-             Responsible for ensuring job descriptions are written, distributed and updated.

-             Ensure audit recommendations are implemented within the specific timeline.

-             Endeavor to ensure the quality of the Bank's portfolio remains sound and healthy.

Technical & Behavioral Competencies

• Product knowledge of Fixed Income, Equity and Commodity Derivatives, Investment Banking and other products offered by a universal bank 

• Actively maintain and develop a broad and detailed strategic and technical knowledge in respect of products, processes and market awareness applicable to financial institutions.

Specific Qualifications (if required)

• Minimum 12 years of work experience in the financial industry 

• A Bachelor's degree from a first rate university preferred 

• Excellent communication skills 

• Native Chinese speaker, must be fluent in English 

• Excellent interpersonal skills 

• Client-facing, relationship-intensive work experience