BNP Paribas is the European Union’s leading bank and a key player in international banking. We operate in 65 countries and employ 190,000 people, including nearly 145,000 in Europe. Our Group holds key positions in its three main fields of activity: Commercial, Personal Banking & Services; Investment & Protection Services; and Corporate & Institutional Banking (CIB) for corporate and institutional clients.
Our Securities Services business, which forms part of CIB, is a leading global custodian providing specialist post-trade and asset servicing solutions to buy and sell-side market participants, corporates and issuers. Based in 35 locations around the world, our award-winning Securities Services teams have built one of the most extensive custody network in the industry, giving clients the connectivity and local knowledge they need to navigate change in a fast-changing world.
Company purpose:
Our company purpose is to contribute to a responsible and sustainable economy by financing and advising clients according to the highest ethical standards.
Our employer promise is built around three pillars:
- Being a great place to work
- Committed to sustainability and having a positive impact
- Being dedicated to the development of our people
Business area
The purpose of the team is to manage the relationships with our Alternatives clients who are based in the UK. These relationships are often complex and may involve multiple locations across BNP Paribas Securities Services including UK, Luxembourg, Channel Islands, Ireland, US, Singapore and Australia. Furthermore, clients in the UK are often early adopters of many of our new products.
The team has two principle objectives which are (i) to grow these revenue streams through the cross selling of new products and, (ii) to protect and retain the existing client revenue streams
Job purpose
The purpose of the role is to manage the relationships within our market strategic alternative asset manager clients (primarily Hedge Funds and Private Capital) who are based in the UK. These relationships are often complex and may involve multiple locations across BNPP including UK, Luxembourg, Channel Islands, Ireland, US, Singapore and Australia. Furthermore, clients in the UK are often early adopters of many of our new products.
The individual role has many objectives however the two critical measures are (i) to grow these revenue streams through the cross selling of new products and, (ii) to protect and retain the existing client revenue streams. This role entitles total ownership of the UK base client which involve (and not limited) to strategic relationship management with client’s C-Suite.
For Client Development roles, specifically Relationship Managers, a key responsibility will be to deliver significant new revenues per annum in terms of a personal sales target. Additionally the Relationship Manager will be responsible for highly significant levels of business and revenue retention.
An expert exercising considerable creativity, foresight, and judgment in conceiving, planning, and delivering business services to clients. Significant focus will be placed on the delivery of solutions covering multiple product and services which are profitable to BNPP.
Drives the client strategy and/or senior relationship management of a select group of priority clients, with the goal of maintaining and increasing sustainable revenue growth, identifying opportunities to broaden client relationships with other BNPP buisness areas.
For Client Development roles, specifically relationship managers, there is an expectation that they will set the strategic direction of their client's requirements by collaborating with senior C-suite client representatives and BNPP senior management across business lines including CIB2S, Global Markets and FIC.
Manage the relationship and dialogue with priority clients at C-suite level and determine overall client retention and growth strategy.
'A highly effective communicator. Can present or skilfully communicate complex ideas, strategic and critical messages or ideas to large, culturally diverse and unfamiliar audiences, including in conflicting situations, both across and throughout the hierarchy and/or the top management.
Motivates teams, making decisions effectively and communicating clearly to team members. Encourages team members to act with personal accountability; fosters continuous improvement
Expert knowledge of specific department and company-wide policies, procedures, regulations and legislation. Highly skilled in managing both Risk and Compliance issues as well as the embodiment of Good Conduct
Key responsibilities
- Responsibility to achieve the assigned financial Target (NSB and Annualised) of at least c€2MM+ per annum
- Manage and develop long-term client relationship to drive global client strategy to maximise generation of new business, with a strong focus on client profitability and retention
- Penetrate the client organisation by building strong personal relationships (in particular at C-Suite level), to understand the client’s strategy and assess their future needs for products and services
- Understand client’s business strategy and promote BNPP as a strategic partner
- Target, originate and progress detailed client penetration strategies including the management of inbound RFPS, for delivering products across geographies which are profitable and in line with BNPP strategy
- Maintain industry knowledge and a solid understanding of the client’s organisational structure and strategy
- Prioritise client needs and protect client business and revenue from our competitors
- Act as the client 'champion' within BNPP, looking to add value to differentiate BNPP from the competition and to share client knowledge and account strategy internally
- Develop executive connectivity, by establishing relationships and sustaining credibility with the c-suite in liaison with FIC. Build reputation as trusted advisor to the client and ensure adequate exposure to BNPP senior management as/when appropriate
- Act as the client 'champion' within BNPP sharing client knowledge, being able to both articulate the client strategy and work with internal stakeholders to add value to differentiate BNPP from the competition while delivering products and solutions to clients
- Build reputation as a trusted advisor to the client and ensure adequate exposure to BNPP senior management, as and when appropriate
- Full ownership from a relationship perspective of negotiating legal contracts and fees with an objective to maximise profitability level and BNPP value added to clients
- 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
- Align local & global views on strategic focus and objectives
- Lead execution of client strategy and annual budget reviews with full accountability for the supervision and management of all new business acceptance and related credit approvals Monitor client revenue and profitability in a disciplined manner to ensure financial performance is achieved
- Have the full ownership of the client relationship, coordinating and motivating internal teams working on the account, making final decisions according to the client and business strategic objectives
- Identify new opportunities for BNPP to cross-sell its products and services to meet client needs and cross-sell targets
- Identify, track and measure client business value with the objective to create demand for products and services
- Promote, in liaison with FIC, a “one-bank” approach by globalising, where possible, BNPP’s relationship with the client
- Maximise cross-selling opportunities by actively promoting the full suite of BNPP products and services
- Discern and capitalise on political forces in client organisation
- Manage and maximise BNPP organisation’s resources (across products and geographies) and leverage FIC bankers as/when appropriate to ensure sales success
- Maximise competitive advantage while disadvantaging competition
- Ensure BNPP specialists and management meet with the client regularly to understand their requirements and demonstrate commitment.
- Assess deals profitability (new sales, fee renegotiations…) and ensure it is in line with business expectations
- Conduct regular strategic reviews
- Regularly and systematically update business opportunities and risks, calls and visits in the CRM platform (Client Vision)
- Fully adhere to Compliance and Risk policies and ensure that all KYC obligations are carried out within the prescribed timeframe
- Contribute to risk control by providing input to the annual credit review of the client relative to anticipated future global activity
- Contribute in the design of new products and services in coordination with Segment Heads, Business Lines and Locations
Requirements
- Experience in complex corporate or institutional relationship management
- Industry and product knowledge, particularly in the asset management or securities services industry
- Proven track record of client retention and revenue expansion
- Proven people and stakeholder management expertise, including experience of managing and motivating matrix teams; navigates the political environment
- Effectively liaises with a number of individuals throughout the organisation; The ability to build effective long lasting relationships
- Ability to work on multiple assignments and complete high-quality work against strict and competing deadlines as dictated by internal teams, prospects, consultants and clients.
- Proven ability to work well under pressure
- Self-motivated and disciplined.
- Strong securities services industry knowledge
- Excellent client facing skills
- Good presentation skills, both written and oral with strong attention to detail
- Results driven – Seeks to achieve the objectives set within the defined timeframe, by acting with tenacity, and by balancing costs and benefits. Continuously seeks optimum performance.
- Decision making skills – Makes clear choices at the right time, based on fact analysis and judgement. Has the confidence to make the appropriate decisions at times of uncertainty.
- Adaptability – Changes his/her behaviour taking into account the constraints and benefits in changing circumstances. Is able to work effectively in different situations and with several stakeholders
- Leadership - Creates and achieves the desired strategic direction of the organisation through influencing individual and group goals, processes and reward systems.
- Industry experience or professional qualifications relating to asset management, insurance or securities services
- Raise BNPP profile at industry or media events by participating in conferences, panels, round tables etc Raise BNPP profile at industry or media events by participating in conferences, panels, round tables etc appropriate to relevant segment and client base
And of course, we expect all our colleagues to embody and practice the Group values (alignment with the Bank’s strategy, commitment, work ethic, integrity and Code of Conduct).
A bit more about why you should join us
1. We’re a great place to work
We aim for optimal work/life balance (depending on role, this includes hybrid working, flexible working and agile)
We are proud of our award-winning flexible benefits and health & wellbeing strategy. Our flexible benefits include:
- Generous holiday allowance of at least 26 days (plus bank holidays) – with option to buy and sell holidays.
- Valuable financial plans – a 12% non-contributory pension which has been moved to sustainable investments*, life assurance*, income protection and personal accident insurance.
- Extensive wellbeing and mental health offering – one of the most advanced private medical schemes in the UK, dental cover, wellbeing app, Cognitive Behavioural Therapy support, subsidised gym memberships, bespoke health assessments including genetic testing, Private GP (including digital GP services to parents of employees), Employee Assistance Programme, menopause & fertility support (we are an accredited Menopause Friendly Employer), neurodiversity assessment and support.
- Key onsite services and facilities in Scotland – include free monthly massage and yoga, mental health first aiders and seasonal flu vouchers.
Plus, emergency back-up care for dependants, green car leasing, season ticket loan, and a range of other benefits.
* Subject to relevant caps
2. As the eurozone’s largest bank, we are committed to having a positive impact in the world.
For example, we are committed to Net Zero in all of our financing and investment portfolios by 2050. By 2030, 80% of our energy production financing will be low carbon.
But impact for us means more than climate. It means empowering our people every day. Everyone gets four volunteering days each year - in 2023, we achieved over 18,000 hours of volunteering across the UK and reaching over 4,500 young people.
3. We believe in our people
We support our people to develop skills to adapt to the ever-evolving world of work and to prepare for the jobs of today and tomorrow. We do this through a comprehensive training offering, talent programmes, mentoring, career days and inhouse career tools.
We are proud of the number of our people who progress and secure new roles internally. In fact, in 2023, nearly half of our positions in UK CIB were filled internally.
Investing in our people also means we have a collaborative and inclusive culture:
- Direct feedback from our people shows that our internal culture sets us apart from our industry peers.
- Each year, nearly 30,000 employees globally are involved in professional networks that play an active role in promoting Diversity and Inclusion within the Group. These include our:
Pride Network, Ability Network (which supports disabled employees), MixCity (gender equality network), Women in Global Markets, Women in Global Banking, Women in IT, Diversity Equity & Inclusion in Technology, Early Careers Network, Multicultural Network and Parents & Carers Network.
Equal opportunities
BNP Paribas is committed to providing a work environment that fosters diversity, inclusion, and equal employment opportunity without regard to age, disability, gender reassignment, marriage or civil partnership status, pregnancy and maternity, race, religion or belief, sex or sexual orientation, or any other legally protected status.
Adjustments
We don’t want anyone to be disadvantaged in our recruitment processes, so if you have a disability or health condition which may mean that you’d benefit from some adjustments or additional support, please let us know as early in the process as possible.
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