Position Purpose
The Manager Relationship Management Team role is a ‘coach and player’ role.
The Team Manager is responsible for managing both a small portfolio of clients and a team of relationship managers and ensuring alignment, teamwork and partnership with the client service managers and other key stakeholders on market strategic clients. The Global Relationship Managers (GRM) are not included in the team structure.
The Relationship Manager part of the role is to be the key representative of BNP Paribas to all relevant clients at all levels including members of the Board and Senior Management and includes being the client representative to the broader BNP Paribas. The role has two principle objectives (i) to protect and retain the existing client revenue streams, and (ii) to grow these revenue streams through the cross selling of new products. This includes building professional and trusted relationships with key stakeholders within client organisations and any associated third parties, identify opportunities to provide value-added activities that differentiate BNP Paribas from the competition, e.g. evaluate trend analysis, analyse current activity to identify and suggest service improvement opportunities, educate client on product usage, etc.
Key Responsibilities
Team management:
* Provide leadership and management to the Relationship Manager team.
* Ensure a disciplined working environment in daily tasks, rigorous processes, goal setting and deliverables to set a minimum standard of performance.
* Assess team performance and provide regular feedback through scheduled regular team meetings and one-to-ones, including continuous feedback via About Me.
* Manage the appraisal process in which objectives are agreed with team members and discussed throughout the year and finalised during the year end performance appraisals.
* Contribute to staff coaching, provide support and guidance to motivate staff to maximise performance.
* Ensure all staff has the required skill, expertise and knowledge in order to perform their role. Supporting staff to complete a personal development plan where necessary.
* Conduct regular team meetings to share group and business updates and sharing best practice to constantly improve client focus.
* Delegate tasks to staff appropriately and in a responsible manner.
* Foster career development opportunities for talented team members and support mobility
Responsible for managing existing client relationships:
Client engagement/thought leadership:
* Develop executive connectivity, by establishing relationships and sustaining credibility with the c-suite in liaison with FIC and Securities Services Executive Sponsor (when relevant)
* Establish close business relationship and build reputation as trusted advisor to the client and ensure adequate exposure to Securities Services senior management as/when appropriate.
* Conduct regular strategic reviews and establish a business impact dialogue with the client, by (I) demonstrating insight into business issues and trends (ii) being a thought leader and source of ideas.
* Promote a "one-bank" approach where possible to enhance the client relationship.
* Demonstrate insight into business issues and trends, by developing market knowledge and by participating in product development initiatives.
Client relationship strategy:
* Develop an appropriate local governance framework in line with the client’s segment.
* Develop detailed client account plans outlining client critical business issues and relationship strategy.
* Understand the client business to better anticipate requirements and identify new opportunities.
Legal/Contractual/Commercial:
* Negotiate contract amendments and fees and ensure alignment with business strategies & priorities.
* Achieve annual targets through consultative client interaction.
Fully adhere to Compliance, Financial Security (Know Your Customer "KYC", Anti-Money Laundering "AML", Anti-Bribery and Corruption "ABC" and Sanctions), Risk and Conduct policies:
* Ensure compliance with regulatory requirements: Through participation in trainings & certification of skills and competencies and in all business discussions with Client and Prospects
* Support the bank’s credit process by providing direct input on the activity of the client entity and ensuring adequate credit lines are in place.
* Ensure all KYC review (on-boarding/recertification) are completed within the prescribed timeframe.
Responsible for identifying new business opportunities:
* Understand the full offering of BNP Paribas to maximise sales potential.
* Regular meetings to be held for the specific purpose of identifying new revenue opportunities.
* Through the consultative selling approach, identify areas where BNP Paribas could provide additional services and work internally to propose creative solutions to the client.
Responsible for ensuring client profitability:
* Maximize sustainable business generation focused on client profitability and undertaking commercial discussions and decisions to retain existing revenues and actively managing business at risk.
* Monitor revenue and profitability in a disciplined manner to optimize financial performance.
* Review fee tariffs in accordance with the Agreement and service provision including monitoring of client profitability in collaboration with the Client Service Manager
* Control internal costs, manage own expenses, suggest improvements to operational processes to increase client satisfaction, improve profit margins and minimize good value claims.
Supporting the sales effort for new clients:
* Defining client engagements structure for new clients in conjunction with Sales and CSM, participate in RFP’s and sales programs and maintaining an appropriate external profile.
Competencies (Technical / Behavioural)
* Team Leadership: proven experience managing Client Development teams, driving a culture of outstanding customer-focus and quality, working cohesively and positively with colleagues and peers at a senior management level and enabling teams to work effectively and deliver against strategic goals.
* Communication - Oral: Expressing ideas effectively in individual and group situations. Adjusting communication style to match the needs of the audience. Written: Expressing ideas clearly in all written documents. Using professional, appropriate language always.
* Innovation - Proactively look for opportunities for continuous improvement and think creatively.
* Individual Leadership - Uses an appropriate interpersonal style to inspire and guide colleagues towards goal achievement. Adjusts behavior to accommodate tasks, situations, and individuals.
* Team Orientation - Works with the team and the broader organization towards shared goals and treats all colleagues and clients as partners.
* Strategic decision making - Identifies and understands issues, challenges, and opportunities. Take action that is consistent with the strategic direction of the organization. Recognise the short- and long-term consequences of decisions on the organization’s strategic direction.
* Technical/professional knowledge - Demonstrates a satisfactory level of technical and professional skills/knowledge in job related areas.
* Technical/professional proficiency - Demonstrates a satisfactory level of performance in specific technical / professional areas.
* Commercial acumen - Uses appropriate interpersonal styles and communication methods with clients to gain acceptance of an idea, plan, activity, service, or product. Follow through to successfully close opportunities.
* Negotiation - Uses professional, commercially focused negotiation strategies that gain all parties' support and acceptance and lead to a positive outcome for the partnership.
Experience and Qualifications Required
* 10 - 15 years’ experience within the Financial Services industry, with at least 5 years exposure to custody or related businesses with proven success within a relationship management role
* Degree qualified in Business, Commerce, Accounting or related discipline.
* Post graduate qualifications in, Securities Institute of Australia, CA/CPA or other relevant qualification (CA/CPA) welcomed but not essential.
* 5 years proven experience managing Client Development teams, driving a culture of outstanding customer-focus and quality.
* Ability to work cohesively and positively with colleagues and peers at a senior management level.
* Demonstrated experience at enabling teams to work effectively and deliver against strategic goals.
* Experienced and strategic leader with integrity, maturity and judgment
* Understanding of how to build and maintain a performance-driven culture.
* Motivational and ability to develop people to the extent that individuals can achieve their goals.
* Experienced in complex, corporate/institutional relationship management.
* Industry knowledge, particularly of Investment Operations/Securities Industry.
* Good communication skills, particularly to be able to summarise complex technical arrangements for a non-technical audience.
* Proven track record of effective negotiation, with ability to build consensus and achieve compromise.
* Sales experience, with track record of success in consultative selling;
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.
If you require any reasonable adjustments during the recruitment process, please feel free to reach out to us at [1] au.nz.recruitment [at] asia.bnpparibas (dot) com or 9221 3026
