Business Overview:
The role will be supporting the Head of GM Corporate Sales in the Americas who is also responsible for hedging activity for Financial Sponsors globally.
Candidate Success Factors:
Candidates are measured on the following four performance drivers, which will dictate how individual impact is considered on the Americas platform:
- Results and Impact
- Able to influence peers and team.
- Demonstrates good judgement when making decisions of high complexity and impact.
- Exercise appropriate autonomy in the execution and delivery of work.
- Responsible for driving outcomes, which have meaningful effect on team or department.
- Leadership and Collaboration:
- Creates trust with colleagues.
- Acts in leadership capacity for projects, processes, or programs.
- Client, Customer and Stakeholder Focus:
- Able to build relationships with a mix of colleagues and clients.
- Interacts regularly with management and department leaders.
- Demonstrates the ability to influence stakeholders at the team level.
- Compliance Culture and Conduct:
- Takes full responsibility for personal actions and demonstrates courage in facing problems and conflicts.
- Perceived as a person of high moral character; upholds corporate values and displays high ethical standards.
Responsibilities:
- Contribute to the design and implementation of the Global Markets Corporate Sales client strategy in the Americas and to Financial Sponsors hedging globally:
- Strategic Plan: support the head of GM Corporate Sales in the Americas to develop multi-year client strategic plans for Corporate Sales in the Americas in collaboration with global teams. Engage closely with peers in Global Banking Americas to provide relevant client analytics.
- Client segmentation & strategic client programs: contribute to the development of the global Corporate clients segmentation for clients based in the Americas by providing quality client analytics and working closely with the Americas Corporates Sales EXCO and key partners (including Global Banking) to determine and refresh strategic client tiers. Support the identification of key prospects.
- Client and Team budget: Lead the Corporate Sales Americas client budget / forecasting and team budget process. Support teams in defining client level targets. Identify and implement a repository of ongoing client level projections for client planning and resource allocation discussions Lead the team level budget process for the Americas by identifying growth strategy and CC targets. Contribute Americas inputs into the overall global and regional consolidations.
- Client performance benchmarking: work closely with global Client Development team and with Global Banking data teams to analyze internal client data and external benchmarking (e.g. Coalition, Dealogic) to analyze corporate client franchise performance and identify revenue opportunities/gaps with clients. Review the submission of client contribution metrics to third party providers.
- Continuously improve client analytics, leveraging AI/LLM and automation. Improve the breadth, depth and quality of client data used for decision making. Work with QDI and COO teams to ensure that the relevant client data is available on need-to-know basis across the organization in a curated and automated way to meet the needs of the wider sales organization. Leverage LLM/AI to better harness qualitative insights (e.g. CRM call reports, BBG chats). Contribute to global projects to improve client taxonomy and client data quality (e.g. CRM+) in close collaboration with Global Banking teams and global Client Development team.
- Commercial planning: support the Corporate Sales Americas and global Financial Sponsors’ commercial efforts in order to reach our strategic objectives
- Client/Sales Initiatives: roll-out global initiatives in the Americas and/or launch regional initiatives. Work with Global Client Development teams and QDI to ensure tools and dashboards are in place to track progress and KPIs regarding client strategic objectives.
- Strategic client reviews / sales action plans: define framework and process, contribute to developing tools to support internal client reviews and sales’ action plans.
- Voice of the Client: support roll-out of VOC surveys and analyze key takeaways.
- KPIs & Incentives: participate in the deployment of a commercial framework incentivizing sales team to focus on our strategic priorities (commercial intensity and client meetings, value sharing mechanisms, etc.)
- Sales management governance and support:
- Global / regional Sales EXCOs: support regional sales governance (EXCO agenda, minutes, follow-ups) and contribute to the preparation of global Sales EXCO/Manco for the Americas pr for Financial Sponsors as relevant.
- Management reporting: support the preparation of Weekly / Quarterly management reporting and updates including overview of client activity, deal pipeline, key transactions closed, key client meetings. Scopes include both Corporates Sales Americas and global Financial Sponsors. Strong focus on leveraging internal tools (e.g. CRM+) and LLM to automate regular reporting and minimize manual tasks.
- Senior Management presentations: Support Head of GM Corporate Sales and global Financial Sponsors hedging with senior management presentations for business updates or business cases as relevant. Partner across teams to ensure Corporate Sales materials are developed for broader Global Markets and Global Banking forums
Minimum Required Qualifications:
- Undergraduate degree required
- Master’s degree or MBA in Finance or related field preferred
- 10+ years of experience in corporate strategy, business management, or audit / consulting in corporate & institutional banking
- Knowledge of BNPP CIB businesses (Global Markets, Corporate Banking, Securities Services) positioning and solutions, market environment and key strategic initiatives
- Knowledge of market data sources (Coalition, Dealogic)
- Highly comfortable with working with numbers: rigor, analytical mindset, ability to interpret numbers and synthesize
- Ability to easily interpret, create and communicate the underlying storyline behind the numbers in a succinct fashion for senior management
- Capable of working with large data sources and ability to consolidate into concise, easy to understand charts/tables/graphs to be used by senior management
- Fluent in English
- Strong MS Excel and PowerPoint skills
- Knowledge of BNPP CIB internal tools
- AI/LLM certification appreciated
- Excellent written and oral communication skills with strong attention to detail
- Confident in working with executive management and actively exchange with Bankers, unit Heads and Senior Management
- Ability to handle confidential information
- Ability to multi-task and work collaboratively across teams on complex initiatives
- Proven leadership skills and drive. Proven problem solver who can make clear-headed decisions while working under pressure
- Excellent people development skills in particular
Preferred Qualifications:
FINRA Registrations Required:
CFTC Swap Dealer Associated Person (if yes, NFA Swaps Proficiency Program is required):
SEC Security-Based Swap Dealer Associated Person:
While the description above describes our ideal candidate, we encourage applicants to apply even if they do not fully meet the complete list of qualifications noted.
The expected starting salary range for this position is between $165,000 to $205,000 annually. The actual salary may vary based upon several factors including, but not limited to, relevant skills/experience, time in role, base salary of internal peers, prior performance, business line, and geographic/office location.
In addition, our comprehensive benefits package aims to support our employees in various aspects of their lives. From healthcare and wellness programs to retirement plans and childcare services, we prioritize the well-being and growth of our employees. Our benefits include medical, dental and vision coverage, a 401(k) Savings Plan, backup childcare, life, accident and disability insurance, mental health support and paid time off. Additional details about our benefits offerings, inclusive of eligibility for a discretionary bonus, will be provided during the hiring process.
About BNP Paribas:
BNP Paribas is a leading bank in Europe with an international reach across the US, EMEA and APAC. It has a presence in 65 countries, with nearly 190,000 employees. The bank employs over 3,500 people in offices in the US across 10 states including New York, Jersey City, Chesterbrook, PA, San Francisco, Boston, Chicago, Denver, Miami, and Washington, DC. BNP Paribas has built a strong and diversified presence to support its client base. We continue to grow and strengthen our commitment to the US market through our Corporate & Institutional Banking activities. We are one of a few non-US banks to offer a full value chain for our clients, from trading to financing, and clearing and custody in the US with the international footprint and capacity to deliver both globally and locally. Leveraging the strength of our European roots, our network can support clients in virtually every region of the world, enabling more connectivity and efficiency wherever our clients conduct business. We take pride in our expertise and our ability to adapt while constantly looking ahead to create a more sustainable world.
As an international company with a global footprint, the unique cultures and viewpoints of our team members are an integral part of the fabric of BNP Paribas. We are a company with a purpose - to be a responsible and sustainable global leader. We aim to create an environment where our employees feel empowered to drive change, make an impact and be true to themselves. We employ talented individuals from a wide variety of backgrounds, locally and globally, and are inspired by our employees who help us in cultivating a diverse, equitable and inclusive workplace through initiatives such as our Diversity, Equity & Inclusion (DEI) Leadership Forum and Employee Resource Group (ERG) communities. We strive to be a workplace where all team members can grow and thrive and offer robust training, development, and mentoring opportunities to make that vision a reality. Our leaders are deeply committed to DEI and highly accessible to our employees, consistently soliciting feedback on how we can continue to support our employees to reach their highest potential.
BNP Paribas. The Bank for a Changing World - https://usa.bnpparibas/en/homepage/join-us/our-opportunities/
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.
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