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
Discover the different professions within BNP Paribas: Financing and Investment
Working in a financing and investment role at BNP Paribas involves supporting our corporate clients - from start-ups to the largest corporates - and institutions to develop their business strategies and to support their investment and project funding within local markets as well as internationally.
Find out moreWhy should I apply?
Basically, why would you want to join BNP Paribas over any other company?
BECAUSE YOU'RE THE KIND OF PERSON WHO WANTS...
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What if we told you that working in our Group isn’t quite what you might think? At BNP Paribas, we do a multitude of different jobs that are constantly evolving to meet the expectations of our clients and society as a whole. Whether through everyday tasks or major projects, doing one of our jobs means making a personal commitment to taking sustainable action.
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Feeling good about your job means bringing your whole self to work and being who you are. It’s also about having the resources you need to achieve a healthy work-life balance. Both of these are major commitments at BNP Paribas.
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At BNP Paribas, developing your skills is as important to us as it is to you. And the skills you learn with us will help you through the rest of your working life.