Transaction Banking Sales Management
Main responsibilities:
The Transaction Banking Sales Manager role is a potentially high impact position with the opportunity to interact and network with multiple stakeholders and the BNP Paribas Group with a drive to grow Cash, Liquidity and Trade Solutions business including traditional trade, Supply Chain and trade finance. The role holder supports delivery of the overall strategy for global & local products and services with a commercial view. Relationships with corporate clients in Brazil, local Brazilian clients and “inbound” clients from USA, Europe, Asia and Latin America. The Sales manager will work closely with relationship bankers and Transaction Banking Officers worldwide to proactively identify opportunities to cross-sell solutions to existing and prospective clients and uncover new revenue streams.
Key Responsibilities
1. Client Origination, Structuring & Growth
- Partner continuously with Relationship Managers (RMs) and the Structuring team to identify high‑potential clients and assess the best opportunities across trade and cash‑management products.
- Design and present tailored marketing strategies, pitches and presentations that maximize revenue.
- Coordinate commercial actions with coverage teams and the IT/ITO organization.
- Meet or exceed assigned revenue targets for both trade‑finance and cash‑management lines.
2. Credit & Internal Process Management
- Lead risk analysis with the Structuring team; calculate profitability metrics (RAROC, etc.).
- Own the preparation and review of GTS memos; act as the memo owner and liaison with the Risk Department.
- Participate in Operational Transaction Committee (OTC), Transaction Approval Committee (TAC), New Activity Approval Committee (NAC) and NCAP, preparing required documentation and presenting the business perspective.
- Ensure all credit agreements are obtained, conditions met, and transactions are monitored from approval through production.
- Oversee tax analysis (PIS/COFINS, VAT, customs duties) and accounting considerations where required.
- Work with IT/ITO and booking platforms to ensure smooth implementation of supply‑chain finance solutions and to negotiate contracts up to closing.
3. Portfolio & Transaction Management
- Monitor transaction performance, enforce compliance with credit and policy limits, and drive “farming” – increasing usage of GTS/CM solutions across the client base.
- Conduct annual credit reviews; obtain approvals for any material changes throughout the life of a facility.
- Manage escalation of late payments, coordinate with coverage teams to clear unpaid claims and support the implementation team during transaction set‑up.
4. Leadership & Team Development
- Supervise and coach trainees and interns, ensuring high‑quality delivery and knowledge transfer.
- Build strong credibility with internal partners (coverage, risk, IT/ITO) and with clients.
5. Cash‑Management Specific Duties
- Develop and execute an internal marketing plan to promote Brazil CM capabilities across the CIB network.
- Align with Cash‑Management Officers (CMOs) and coverage bankers to identify and win new CM mandates.
- Structure end‑to‑end CM solutions (payables, receivables, liquidity) that align with client objectives.
- Partner with implementation and client‑service teams for onboarding and ongoing service delivery.
- Retain and grow the existing CM client portfolio.
Position Requirements:
• Bachelor's Degrees in Business, Finance, Economics or a related field.
• Cash‑Management sales and/or trade‑finance, with a proven track record of new‑business acquisition and revenue growth.
• Deep understanding of Brazilian domestic cash‑management solutions and GTS trade‑finance products (including supply‑chain finance).
• Significant experience working with large corporate clients (multinationals, import‑export houses).
• C-Pro-R certification; familiarity with credit risk analysis, RAROC, tax rules (PIS/COFINS, VAT, customs duties) and accounting standards.
• Fluent English (spoken and written); Portuguese native level.
Why join BNP Paribas?
BNP Paribas is an international bank with leading positions in the European market. It is present in more than 60 countries and employs nearly 178,000 people. The Group occupies key positions in its three main areas of operation: Domestic Markets and International Financial Services (whose retail banking and financial services network is part of Retail Banking & Services), as well as Corporate & Institutional Banking, which offers services to corporate and institutional clients.
Our presence in Brazil
BNP Paribas has been officially operating in Brazil since 1996. Since 2010, when the Securities Services area began operating, the Brazilian unit has the largest number of business lines in Latin America, making it one of the Group's largest operations in emerging markets. Today, in Brazil, the Group is present with the areas of Corporate and Institutional Banking, Asset Management, Insurance (Cardif) and Fleet Management (Arval).
Currently, the BNP Paribas Group has around 1400 employees in the country. In Brazil, it is among the largest international investment banks in total assets (R$ 112.5 billion, Jun/23, Prudential Conglomerate, Central Bank), offering a diversity of products and multiple solutions to its clients.
BNP Paribas is committed to providing a work environment that fosters diversity, inclusion, and equal employment opportunity without regard to race, color, gender, age, creed, sex, religion, national origin, disability (physical or mental), marital status, citizenship, ancestry, sexual orientation, gender identity and gender expression, or any other legally protected status.
