The bank for a changing world

We are looking for

Relationship Manager

Apply REF: COR001252


Position Purpose


Assume coverage responsibility for a portfolio of clients as assigned by Head of Corporate Banking



Key Responsibilities



Marketing and Business:



·         Develop a selected portfolio from existing clients, maximizing revenues within cost, capital and liquidity constraints


·         Originate new business opportunities, through appropriate level of interaction with clients:


o    Leverage on the Regional template to prepare customized pitches, in liaison with business lines


o    Document and follow up through Call Reports the opportunities identified with clients, circulating relevant information with all stakeholders, e.g. other RMs, business lines, Pilot Bankers


o    Refer new business opportunities to other countries when clients share such information


·         Develop opportunities with new clients, leveraging on the Regional reach of the franchise, in the framework of the Regional strategy


·         Ensure that local amendments to Regional legal documentation (account opening forms, facility letters) comply with the defined framework and guidelines


·         Prepare annual Client Action Plan in liaison with business lines, client team members and Pilot Bankers  


·         Elaborate client budget and monitor performance of the portfolio


·         Ensure cross selling products that match the needs of clients and leverage capabilities of the Bank, in order to maximize profitability of the portfolio


·         Actively participate in local campaigns, and where appropriate consider alignment with Regional objectives and campaigns 


·         Take active part in client functions and banking focused events


·         Maximize harvesting of deposits from portfolio


·         Support the roll out of any new products within the Country, whenever this relates to client needs


·         Maintain a problem-solving approach as regards to issues raised by clients, while always protecting the interests of the Bank



Risk Monitoring:


·         Credit


o    Cautiously monitor the Credit Risk associated to the portfolio, and participate in Credit Committees as required


o    Ensure that local Credit proposals represent the drive for harmonization across the Region


o    Collaborate with local Credit teams, so that all required information and insight are provided in a timely manner to credit analysts


·         Proactively monitor, anticipate and broadcast risk deterioration across portfolio and undertake regular risk reviews and ensure annual reviews are done in due time


 


KYC and Ongoing Monitoring of Customer Activities


·         Must initiate the KYC onboarding process and is responsible for collecting the KYC data (with support of CLM)


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


·         To make 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/PEP risks, irrespective of the possible type of business the customer is currently doing or intends to do with the bank or other Financial Institutions. This assessment must be formalized in writing in the KYC package (qualitative [SBO] opinion describing the risks and their mitigants is mandatory in all cases)


·         To use the KYC scoring grid and his/her judgment to determine the sensitivity, assisted by the Due Diligence Team.  He/she provides the Due Diligence Team with the knowledge/details they need when contacts with customers are required


·         To submit the customers he/she qualifies as “High Sensitive” to the CAC (Customer Acceptance Committee) and provides the CAC with all information and documentation it may require; and


·         To employ his/her best efforts to maintain a thorough knowledge of his/her customers from available documentary sources and regular direct contacts with them.


·         Must keep the KYC up-do-date. In particular, he/she must trigger an ad-hoc review as soon as necessary, in particular in case of becoming aware of any material negative news.


 


Internal Connectivity



i. Business Lines


- Coordinate and drive mobilization of CIB business line resources, and ensure seamless execution for the client



ii. Pilots


- Be responsible for local relationship management of clients in liaison with GRM or Senior Banker of the parent client



iii. Within MNC teams


- Share local experience and success for the benefit of the Regional team. Participate in existing client or product Local/ Regional forums, whenever appropriate 



iv. Client Services


 - Closely partner with Client Management team to support smooth and efficient client on-boarding process


- As SBO, take responsibility, actively monitor and promote the progress of each KYC file relating to the portfolio.



Other


·         Direct contribution to BNP Paribas operational permanent control framework


·         Assist Head of Corporate Banking on an adhoc basis



Key Measure of Success


 


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 Team


- Successful monitoring of risk profile across portfolio, and adequate involvement in credit committees and annual review  



Quantitative



#

KPI

Description / Method

Source

1

Revenues

Sum of all revenues of the RM’s portfolio (all sources)

GCS - C3

2.A

Cross-sell ratio (revenues)

Ratio, at portfolio level, of the cross-sell revenues on loan book revenues

GCS – C3

2.B

Cross-sell ratio (products)

Among 7 business lines identified.

At portfolio level, average of the number of business lines sold to clients

GCS – C3

3

Deposit level

Total deposit of the portfolio measured at certain points in time

GCS - Neptune

4

# on boarded clients

Number of prospects that became clients during the period (account opening)

GCS – C3

5

Client contacts

Total and average number of call reports per client

GCS - Client 1st

6

Call reports management

Number of clients without call reports over a period of 6 months (excluding very small clients)

GCS - Client 1st

7

Remarkable or Jumbo deals

Substantial (200K) deals in collaboration with DCM, M&A, GTS, FI, …

GCS - Client 1st

8

New opportunities in the pipeline

Number of new opportunities entered in Client 1st during the year.

GCS - Client 1st

9

Opportunities hit ratio

Ratio of the number of successful opportunities on total closed opportunities: (won/(won + lost))

GCS - Client 1st

10

Credit Overdue

Credit management information

Credit management

11

Compliance

Direct contribution to BNPP operational permanent control framework and comply with regulatory requirements and internal guidelines

Compliance department

 

 




Competencies (Technical / Behavioural)

 

Technical

- Product and Credit knowledge

- Business Awareness and Market information

- Internal Policies, Procedures and Guidelines and Compliance

- External Regulatory Framework and Guidelines

- Risk Management

- Fluency in English and Thai writing and speech is a must

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

- Relationship management and the related skill

- Team player

- Good communication and interpersonal skill

Specific Qualifications Required

At least 3 – 5 years of experience in managing Large Corp names preferably in International Bank


Primary Location: TH-10-BangkokJob Type: Standard / PermanentJob: SALES DEVELOPMENTEducation Level: Master Degree or equivalent (> 4 years)Experience Level: At least 3 years Behavioural competency: Ability to deliver / Results driven, Communication skills - oral & written, Proactivity, Resilience, Client focusedTransversal competency: Analytical Ability, Ability to conduct a negotiation, Ability to anticipate business / strategic evolution