In Asia Pacific,BNP Paribas is one of the best-positioned international financial institutionswith an uninterrupted presence since 1860. Currently with over 18,000employees* and a presence in 13 markets, BNP Paribas provides corporates,institutional and private investors with product and service solutions tailoredto their specific needs. It offers a wide range of financial services coveringcorporate & institutional banking, wealth management, asset management,insurance, as well as retail banking and consumer financing through strategicpartnerships.
Worldwide, BNPParibas has a presence in 68 markets with more than 193,000 employees. It haskey positions in its three main activities: Domestic Markets and InternationalFinancial Services (whose retail-banking networks and financial services arecovered by Retail Banking & Services) and Corporate & InstitutionalBanking, which serves two client franchises: corporate clients andinstitutional investors. Asia Pacific is a key strategic region for BNP Paribasand it continues to develop its franchise in the region.
* excludingpartnerships
BNP Paribasoffers you an exciting career in an international business environment that isfast-paced, diverse and focuses on creating high-value relationships with ourclients. We offer competitive salary and benefits, as well as a workingenvironment where you’re valued as part of the team.
https://careers.apac.bnpparibas/
Position Purpose
In the context of the APAC MNC franchise, the RAM is responsible for the development and relationship management of a portfolio of Regional based/local MNC Corporate Accounts. In addition, to drive the US and Dutch corridor initiatives, as corridor captain.
Responsibilities
Direct Responsibilities
- Assume direct commercial responsibilities for his/ her own portfolio of regional/local based client accounts to originate new business opportunities. To also originate and develop new meaningful names and business
- Originate high value opportunities and actively contribute to their execution, be it at head office or at regional level. This includes event-driven deals / jumbo deals / complex financing (e.g. project finance, structured finance)
- Develop key strategic partnership with client’s regional management team / decision makers (incl. C-suite and regional treasurers)
- Act as the Asia expert / reference point for the client’s regional and head office teams
- Develop key strategic partnership with Pilots for their clients in Asia, actively contributing to development of the relationship in Asia including through preparation and implementation of Client Action Plans (CAP)
- Lead/manage team of Relationship Managers across the region supporting your clients to achieve budget objectives, including for regional RFP's, regional facility discussions/ negotiations
- Responsible for communication flow between GRM, Regional BL and territories
- Arbitrate / manage potential conflict between Pilot, BL's and territories
- Champion and support the implementation / consolidation of the Regional Account Management (RAM) structure, driving best practice
Qualitative
- Improve the depth of client understanding and relationships, and enhance the quality of dialogue
- Ensure timely and consistent communication with Pilots
- Ensure timely and consistent communication with business lines
- Ensure timely and consistent communication with relevant client teams across APAC MNC
- Successful monitoring of risk profile across portfolio, and adequate involvement in credit committees and annual review
Additional task related to the APAC US Corridor Strategy:
US initiative
- Driving the US development initiative in APAC with focus on directly marketing / developing US Strategic clients / prospects.
- Focus on deepening relationships / selectively expanding portfolio
- Driving the US initiative to grow the US client portfolio across APAC as “US Corridor Captain” by:
- Co-ordinating regionally through regular calls / discussion forums between the various stakeholders - including tracking and report
- Working closely with business partners with particular focus on developing opportunities in flow banking - across TBA and GM's
Similar approach for the Dutch corridor albeit size/scope of the Dutch corridor is not as large as the US corridor hence lighter governance framework
Technical and Behavioral Competencies required
- Technical
- Product and credit knowledge
- Business awareness and market information
- Internal policies, procedures and guidelines and compliance
- External regulatory framework and guidelines
- Risk management
- Behavioural
- Negotiation skills
- Strategic perspective
- Drive for results
- Transfer of knowledge
- Problem solving and decision making
- Innovation
- Teamwork
- Willingness to embrace change
- Lead by example
Experience and Qualification required
- Regional Relationship Management and sales/business development experience
- Strong presentation and communication skills
- Track record of delivering on sales budgets and revenue growth
