The bank for a changing world

We are looking for

Sales and Relationship Manager

Apply REF: BNP017788

Relationship Management

  • Incumbent will have direct accountability for the P&L of client relationships by managing complex institutional client relationships including fund managers, asset owners
  • Act as GRM and LRM for "pure" domestic clients (i.e. with no activity in other Locations)
    • Has the responsibilities of a GRM and is accountable for the contribution of his/her Location to global profitability for domestic clients
  • Support other GRMs covering non-domestic clients to sell BP2S products in his/her Location
    • Is accountable for the maximisation of the contribution of his/her Location to global profitability for non-domestic clients
    • Contribute to the global relationship management strategy, providing inputs to GRMs and other LRMs in other Locations
  • Ensure delivery against annual plans for domestic and non-domestic clients
    • Define and maintain local account plan (in coordination with related GRMs for non-domestic clients), setting out clear objectives and detailing local business development opportunities; lead the annual budgeting process (contribution only for domestic clients)
    • Monitor and analyse local revenue and profitability vs. budgeted financials, ensure efficient and correct client invoicing
    • Review fee tariffs in accordance with the contract and service provisions, ensure that additional services are charged locally
    • Participate in local re-negotiations (in coordination with GRMs for non-domestic clients, when relevant)
  • Establish close business relationships with key local decision-makers and build BP2S reputation
  • key contact on the technical/industry expert in managing the delivery of custody services, educates client on emerging issues, regulatory and tax changes, and the general financial environment. as
  • Acts as key consultant to senior contacts, assisting in formulation of policy recommendations, redesign of processes, and creative problem solving
  • Drives planning sessions to develop new solutions to client needs. Anticipates or creates opportunities for enhancing client relationships through new products or services or increased consulting activities
  • Ensures overall client satisfaction by facilitating efforts of service team by analysing client needs, recommending improvements, coordinating resources to ensure timely delivery and issue-resolution, effectively communicating client concerns/needs to partners and assessing the impact of any newly recommended or additional financial services
  • Cross sells bank products/services and leads the development of new solutions to client needs Coordinates presentations, brings in experts when appropriate, closes the sale, ensures smooth delivery of new services, and communicates emerging needs
  • Manages client profitability. Understands competitive environment and anticipates and identifies opportunities, develops pricing strategies, and works with team to enhance profitability
  • Recommends new services and products with an awareness of organisational implication of these decisions
  • Take the lead on contract , pricing negotiations and coordinate credit lines
  • Accountable for documentation compliance and local risk control, for domestic and non-domestic clients
    • Negotiate local agreements with clients in conjunction with BP2S Legal
    • Ensure required legal client documentation is available and all client relationships are approved by local compliance officers
  • Maintain and update KYC charts to ensure that local risk/compliance teams are regularly updated regarding clients' activities
  • Oversee on-boarding of new client accounts and change management
  • Develop and share local client and market knowledge, and actively participate to Product Development
    • Anticipate impact of local market changes for clients, develop and share knowledge on industry, competition and regulatory developments
    • Participate in the design and implementation of new/enhanced products and services within and across locations
  • Act as internal sponsor for client requested service enhancements and work internally to propose creative solutions to the client

Control Aspect

  • Direct contribution to BNPP operational permanent control framework
  • Responsible for the implementation of operational permanent control policies and procedures in day-to-day business activities, such as Control Plan
  • Responsible for ensuring team members comply with regulatory requirements and internal guidelines.
    Responsible for reporting all incidents according to the Incident Management System

Financial security-related duties

  • 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 hereto
  • Please also refer to the attached appendix


  • Bachelor degree
  • Experience (5+ years) in either Relationship management or Operations for Securities Services companies
  • Close understanding of the detailed processes involved with global custody account operation
  • Excellent communication and interpersonal skills
  • Experience working with internal and external clients
  • Highly developed Relationship Management skills and experience
  • Highly enthusiastic with a rigorous and organised delivery ethos
  • Experience in leading complex and technical projects

Primary Location: HK-Hong Kong (HK)-Hong KongJob Type: Standard / PermanentJob: SALES DEVELOPMENTEducation Level: Bachelor Degree or equivalent (>= 3 years)Experience Level: At least 15 years Behavioural competency: Ability to collaborate / Teamwork, Ability to deliver / Results driven, Communication skills - oral & written, Proactivity, Ability to share / pass on knowledge, Resilience, Client focusedTransversal competency: Ability to anticipate business / strategic evolution, Ability to conduct a negotiation, Ability to develop and leverage networks