Client Line (CL) is responsible for defining the regional Go-To-Market Strategy and value proposition, designing client solutions and transformational initiatives spread across several Product & Solutions domains full alignment with the regional ambition, strategic focus and priorities. The ultimate goal is to adapt successfully the business to markets, regulatory and clients’ needs whilst achieving a ‘desired’ level of client satisfaction and maximise product P&L while factoring in associated risks.
Mission
Develop, articulate and execute a local strategic plan for Client Line, in full alignment with the global and regional ambition, strategic focus and priorities
Manage solutions & products with the objective to best fit local client needs and maximise product P&L taking into account risk
What would be your typical day at BNPP Paribas look like?
Participate as a senior leader in various meetings related to:
Internal local governance: Business Committee/Projects Governance/Permanent Control/ Business approval
Internal regional or global governance: Client Line / Product line committee
One to one catch up with N-1 or other key members of local Business Committee or regional stakeholders
Product launch/adaptation: Brainstorming sessions/Preparation of product launch approval process
Strategic thinking of go to market strategy, future product development and define value proposition
Primary Role Responsibilities
Contribute Go-To-Market Client Line strategy by analysing:
Market trends, drivers, client dynamics, growth opportunities in the location
Regulatory evolutions in the location and understand clients’ critical business issues
Securities Services positioning in the location articulating strengths, weaknesses, opportunities & threats
Influence the development of new solutions & products based on client needs and requirements
Deploy and adapt regional development plan for Client Line to local specificities - and lead its execution through an active collaboration with Client Development and/or Client Delivery
Adapt global solutions & products to local specificities and manage local portfolio of products and solutions
Evaluate existing products gaps to regulatory evolutions and recommend adaptations in line with regulation
Adapt new global solutions & products, taking into account local specificities and regulations
Educate Client Development teams on solutions and product capabilities
Support the new sales & revenue retention processes by delivering insight to local clients on solutions & product offer
Promote solutions & product capabilities in the location by participating in local client meetings or industry events
Analyse deal profitability as per standard practices and define & validate client fee schedules as per standard pricing acceptance process
Design and maintain business operating model in line with clients’ needs in collaboration with Client Delivery
Is responsible for local Client Line & products P&L management, fully taking risks into account and ensuring full alignment with global Client Line P&L objectives
Define financial targets for the location, in coordination with Client Development and Client Delivery
Monitor and manage the evolution of the local Client Line P&L, report progress versus notified objectives
What is required for you to succeed?
Buy-Side Business Expertise Leadership
Business & technical expertise in the buy-side segment with market insights/trends, regulatory requirements and competitive awareness
Strong Influence skill sets and strategic negotiation experience
Capacity to be connected to the key markets and influence/articulate/promote our Go-To-Market position
Financially literate & Business Solution leadership
Able to influence, drive the commercial pricing strategies
Critical thinking skills to ensure that solutions, product development, value propositions and key decision-making is executed at the right level
Drive innovation, using existing resources to find better solutions.
Ability to either generate or promote ideas on how to package wider Bank solutions
Exceptional inspiring & convincing communication skills
Verbal and written communication to skillfully communicate complex ideas.
Articulate strategic and critical messages, or ideas to large, culturally diverse, and unfamiliar audiences, including in situations where conflicts may be exist.
Shows confidence when presenting and answers challenging questions
Multi-cultural Positive Management skills
Inspire talent and create the most effective environment for the talent to contribute
Resourceful
Demonstrate learning agility and self-awareness
Delegation and empowerment
Grow and prepare teams members to strive for solutions that transform our business
Develop and ensure succession plans
Collaboration and stakeholders’ management:
o Navigating disagreements, finding common ground and maintaining positive stakeholder relationships
o Bridging silos, fostering teamwork, and driving alignment across teams and regions.
Required education/certification/licenses
Bachelor’s degree in relevant field
At least 15 years of working experience in the buy-side segment
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.
