The bank for a changing world

We are looking for

Relationship Manager, Corporate Banking

Apply REF: COV000213

In Asia Pacific, BNP Paribas is one of the best-positioned international financial institutions with an uninterrupted presence since 1860. Currently with over 17,000 employees* and a presence in 13 markets, BNP Paribas provides corporates, institutional and private investors with product and service solutions tailored to their specific needs. It offers a wide range of financial services covering corporate & institutional banking, wealth management, asset management, insurance, as well as retail banking and consumer financing through strategic partnerships.
Worldwide, BNP Paribas has a presence in 73 markets with more than 196,000 employees. It has key positions in its three main activities: Domestic Markets and International Financial Services (whose retail-banking networks and financial services are covered by Retail Banking & Services) and Corporate & Institutional Banking, which serves two client franchises: corporate clients and institutional investors. Asia Pacific is a key strategic region for BNP Paribas and it continues to develop its franchise in the region.

BNP Paribas offers you an exciting career in an international business environment that is fast-paced, diverse and focuses on creating high-value relationships with our clients. We offer competitive salary and benefits, as well as a working environment where you’re valued as part of the team.

* excluding partnerships

Position Purpose

In the context of the APAC MNC franchise, the RM is responsible for the acquisition/development and relationship management of a portfolio of MNC Corporate Clients.


Direct Responsibilities

• Business development and marketing efforts
• Assuming direct commercial responsibilities by maintaining and pro-actively developing a selected portfolio of MNCs, maximizing revenues within cost, capital and liquidity constraints to achieve budget (assigned individually and to the team):
- Define yearly Client Action Plan for priority accounts in liaison with Pilot Bankers, Business Lines (BLs) and client team members
- Initiate marketing strategies in line with Regional Strategy and prepare customized pitching
- Originate new business opportunities (prospecting new clients or increasing market penetration on existing clients) through appropriate level of interactions with clients
- Cross sell products (loans, trade finance, cash management, FX…) that match the needs of clients and leverage capabilities of the Bank
- Maximise harvesting of deposits from portfolio
- Ensure appropriate level of interactions with clients (at minima as define in KPIs) and fill in a timely manner and with accuracy Client1st with meetings/visits, call reports and key deals
- Communicate Client’s information at relevant level to appropriate stakeholders
- Leverage on the Regional reach of the MNC franchise to develop opportunities with new clients
• Manage the portfolio to provide high quality service to meet/exceed clients’ requirements for banking and investment needs
• Monitor and steer the portfolio to reach targets and follow-up business opportunities identified 
• Ensure timely and consistent communication with relevant teams, in particular with BLs, Pilots Bankers, within MNC team and with Client Services to allow business development and quality of services to the client/prospect and to identify earlier enough potential issues (internal/external)
• Maintain a problem-solving approach as regards to issues raised by clients, while protecting the Bank’s interest

• Risk/credit monitoring and compliance with Bank’s policies and regulatory requirement
• Cautiously monitor the Credit Risk associated to the portfolio, and participate to the Credit Committees as required
• Collaborate with local Credit teams, so that all required information and insight are provided in a timely manner to credit analysts
• Proactively monitor, anticipate and broadcast risk deterioration across portfolio and undertake regular risk reviews
• Ensure that annual reviews are done in due time to meet the “zero late file” target
• Ensure compliance with all legal and regulatory authorities, audit requirements and established bank approved risk limits
• 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

Contributing Responsibilities


• Contribute to the development of the MNC franchise and share best practices
• Actively work with Regional Account Manager (RAM) to contribute to development of RAM accounts across the region 
• Actively work with Pilots to expand the MNC footprint in the country/APAC
• Refer new business opportunities to other countries when client share such information
• Within MNC teams, share local experience and success for the benefit of the Regional MNC team
• Actively participate in local campaigns and bank focused events including existing client or product local/regional forums, where appropriate
• Contribute to the “Market Intelligence” communicating on inputs received from Clients, competitors on new products & pricing and initiate new ideas related to the identification of a client’s need
• Partner with Client Services Desk team to support smooth and efficient client on-boarding process, through an active involvement from the RM
• Ensure early involvement and participate in roll-out of any new product launch within the Country, whenever this relates to MNC client needs

• Contribute to the Permanent Control framework

Technical & Behavioral Competencies

1. Technical
• Bank’s organisation, Products and Credit knowledge
• Business awareness and market information
• Internal policies, procedures and guidelines
• Comprehensive understanding of the compliance policies and responsibilities
• External Regulatory framework and Guidelines
• Risk management

2. Behavioural
• Strong interpersonal and communication skills
• Negotiation skills and client focused
• Team player
• Drive for results
• Problem solving and decision making
• High ethical standard and conduct

Specific Qualifications (if required)

• Experience in dealing with MNC portfolio is a definite asset
• Relationship Management and sales/business development experience
• Strong presentation and communication skills
• Track record of delivering on sales budgets and revenue growth 

Primary Location: HK-Hong Kong (HK)-Hong KongJob Type: Standard / PermanentJob: SALES DEVELOPMENTEducation Level: Bachelor Degree or equivalent (>= 3 years)Experience Level: At least 5 years Behavioural competency: Personal Impact / Ability to influence, Communication skills - oral & written, Ability to deliver / Results driven, Organizational skillsTransversal competency: Ability to understand, explain and support change, Analytical Ability, Ability to conduct a negotiation, Ability to develop and leverage networks, Ability to anticipate business / strategic evolution