We are looking for

Relationship Manager, Asset Custody

Job type

Brand

Schedule

Full time

Study level

Short-cycle tertiary education & Bachelor Degree or equivalent (3 years)

Job Function

Client relationship management

Location

Beijing, Beijing, China

Reference

111111111118002

Last update 15.12.2025

Job Description

Implement a coherent and co-ordinated sales discipline, identify potential business growth areas with new clients, create a pipeline of opportunities in line with the business strategy, and meet agreed sales team targets.
Manage the sales effort for prospective and existing clients. Ensure cross selling into existing clients and secure new clients to generate profitable revenues for Securities Services.
Protect and grow global strategic client relationships.

Strategic Planning

Define the sales plan strategy, including market segmentation and coordination with the business global operating model across multiple regions.
Maintain a business plan – including financial forecasts and objectives – with objective to protect existing revenues, develop new prospects and revenue streams and increase profitability
Understand segment buying behaviour and needs to detect and anticipate market trends and positioning
Work closely with Marketing to refine relevant and existing literature to reinforce marketing communication programme (press, web, etc.)
Identify business opportunities working closely with Client lines to enhance and adapt product mix to maximise cross-selling within Securities Services

Sales Responsibilities

Lead commercial effort and ensure a strong focus on key accounts and major global strategic names
Guarantee long-term contribution to profitability and growth, focusing on sustainable P&L
Define target objectives, actions and priorities per client
Initiate and attend marketing opportunities at conferences and events and promoting Securities Services by speaking at conferences/panels
Identify and reinforce actions vis-à-vis market bodies if needed (e.g. consultants, regulators)
Leverage existing external contacts and build an internal network throughout the organisation to lead marketing efforts
Deliver annual revenue targets

Relationship Management

Establish a business impact dialogue with strategic clients, by (i) demonstrating insight into business issues and trends (ii) being a thought leader and source of ideas (iii) understanding our products and (iv) involving product experts as appropriate
Understand strategic client’s business strategy, wallet and key drivers.
Detail penetration strategies across products and geographies.
Document and maintain client profiles.
Lead execution of client strategy across all the clients’ business divisions.
Monitor client revenue and profitability to ensure financial performance is achieved
Identify, track and measure client business value with the objective to create demand for products and services and hence build the pipeline and diversify our relationship
Promote, with FIC and GM, a “one-bank” approach by globalising BNPP’s relationship with clients.
Discern and capitalise on political forces in client organisation
Build reputation as trusted advisor to the clients and ensure adequate exposure to BNPP Management.
Assess deals profitability (new sales, fee renegotiations…) and ensure it is in line with business expectations
Conduct regular strategic reviews
Act as ambassador /senior representative of the Bank in front of clients and within our industry
Negotiate contracts and fees, aiming at maximizing profitability level and client tenure