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We are looking for

Relationship Manager, Financial Institutions Coverage

Apply REF: FIN002005

Key Responsibilities

  • Manage account portfolio of Banks and Brokers in Hong Kong, being responsible for commercial strategy and revenue origination in coordination with BNP Paribas’ full product suite (including Investment Banking, Global Markets, BNPP Asset Management and BNPP Securities Services).
  • Potentially heading and developing business with Global Contributor banks in Hong Kong (US investment banks, Japanese Global banks)
  • Develop and nurture long lasting Institutional Relationships with C-Suite of clients and Treasury Management, which will result in privilege dialogue with the clients
  • Responsible for submitting credit requests to Risk Department and defend approvals for bank loans, global markets and trade finance lines.
  • Conduct general administrative duties associated with client coverage including :
    • 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 including validation by the business lines of the level of contribution
    • annual reviews jointly with Risk Department
    • transaction documents negotiation in line with internal processes,
  • 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 below:
    • is primarily responsible for ensuring that customer due diligence has been completed to a satisfactory standard, and is kept up-to-date;
    • 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);
    • assess whether starting a new relationship or maintaining an existing relationship with a customer, in respect of the Conduct Rules and Compliance Policies, irrespective of the possible type of business the customer is currently doing or intends to do with the bank.
    • Completes the KYC scoring grid and determines the degree of sensitivity, assisted by the teams in charge of due diligence. 
    • 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;
  • 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.


Competencies (Technical / Behavioral)

  • Technical requirements:
    • Strong fundamentals of financial accounting
    • Understanding of banking business and investment instruments
    • Knowledge of flow products, and of basics of structuring – preferably product experience (whether in Global Markets or DCM/M&A)
    • Good command of English (Mandarin/Cantonese is a plus), and communication skills
  • Personal:
    • Organised and analytical
    • Results / execution oriented
    • Creative and entrepreneurial to be able to find solutions to business

Specific Qualifications Required

  • Degree in Finance / Accountancy
  • At least 7 years’ experience in marketing investment or hedging products to financial institutions to Southeast Asia, either for their own balance sheet or for distribution to end clients
Primary Location: HK-Hong Kong (HK)-Hong KongJob Type: Standard / PermanentJob: SALES DEVELOPMENTEducation Level: Bachelor Degree or equivalent (>= 3 years)Experience Level: At least 7 years Behavioural competency: Client focusedTransversal competency: Ability to develop and leverage networksReference: FIN002005