The bank for a changing world

We are looking for

Sales Manager

Contract

Convencional

Location

BR-São Paulo

Country

BR

Job function

CUSTOMER RELATIONSHIP MANAGEMENT

Apply REF: 0080

Business Overview:

Securities Services is one of the top global custodians in the world. We are the bank for financial institutions, handling operational transactions linked to their securities accounts. Our mission consists of protecting our clients’ assets and managing their operational transactions throughout the whole investment cycle. We do not invest our clients’ assets for whom we act as custodian or administrator. BNP Paribas Securities Services is ranked 5th in the world and the top non-American custodian.


Mission

 

  • Define, prioritize and lead sales process with Asset Managers, Asset Owners and Alternative Asset Manager Client segments
  • Secure new clients generating profitable revenue streams to BNP Paribas Securities Services, via the sale of the whole BNP Paribas Securities Services products and services portfolio
  • Manage the sales effort for prospective clients within designated client line, achieving individual sales targets
  • Coordinate prospections and sales process with FIC


  Scope


Designated Client Lines/list of prospects

 

 

Responsibilities:

 

    Responsible for building and managing a pipeline of new business opportunities from his/her designated client segments

    • Identify areas where BNP Paribas Securities Services (“Securities Services”) could provide value-added and differentiating services to prospective clients (“prospects”) and quantify opportunities, e.g. evaluate trend analysis, analyse current activity to identify and suggest opportunities, educate prospects on product usage, etc...
    • Develop a list of prospects in line with segment and regional strategy and agreed by line manager, GRM and /or regional manager as appropriate
    • Regularly update client prospects, opportunities, calls and visits in the internal client management system
    • Responsible for the development and maintenance of a sales plan (account plan) for each prospect
    • Jointly responsible with existing clients’ GRM to define role in any deal on an existing client group, at the point the deal is identified.
    • Analyse potential Securities Services profitability for prospects on a regular basis and suggest ways to gain and/or improve Securities Services wallet share
    • Responsible for understanding full offering of Securities Services products across locations in order to maximise sales potential

    Responsible for ensuring maximum profitability is achieved from his/her prospects and achieving pre-agreed new sales targets

    • Develop strong relationships and regularly network with prospects at senior levels, leverage Securities Services contacts to arrange meetings with the specific purpose of identifying new revenue opportunities for Securities Services and maintaining pipeline quality
    • Manage sales process end-to-end, responsible closing new business opportunities, ensuring completion of requests for proposals within deadlines, respecting internal deal management and risk procedures
    • Work internally with Client Lines  to propose creative solutions to prospects needs and to target maximum product penetration including cross border locations
    • Negotiate to maximise revenue and client profitability potential, ensuring agreed tariffs meet margin requirements
    • Responsible for completion of compliance documentation and KYC approvals
    • Responsible for sizing and validating all credit requirements for prospects
    • Coordinate with other members of the coverage team on joint bids

    Responsible for a correct handover process at the closing phase

    • Ensure that a handover to the RM is properly done at the closing phase
    • Help the RM to take ownership over the relation
    • Follow the handover checklist

    Responsible for developing market relationships and sharing internally market and competitive information

    • Develop, maintain and share knowledge on client, market, industry, competitive product offering and regulatory developments
    • Responsible for contributing to the global sales strategy, working effectively with Securities Services sales teams in all locations
    • Participate in the design and implementation of new/enhanced products and services across locations
    • Remain abreast of industry changes, regulations and market developments and anticipate their impact for prospective clients
    • Share client knowledge within the Métier and within the BNP Paribas as a whole where appropriate (e.g. Senior Bankers)

    Market BNP Paribas Securities Services brand

    • Attend and speak at industry conferences, panels and other events to represent the BNP Paribas brand and increase Securities Services visibility and network
    • Act as internal senior sponsor for client requested service enhancements


      Minimum required qualifications

      • The successful candidate will have  years of relevant industry experience (asset management or asset owner industries)

      • Strong product and industry knowledge in the custody and asset management markets working with a global delivery model

      • Comfortable knowledge of Asset Management regulatory and compliance requirements

      • Creative solutions oriented mindset with experience developing custom solutions in line with the evolution of the market.

      • Fluent spoken and written in English

      • Strong communication skills and ability to lead meetings

      • Excellent verbal, written, and interpersonal communication skills

      • Strong work ethic and sense of urgency

      • Strong organizational and prioritizing skills

         

        Preferred qualifications:

      • Experience working with clients and complex BP2S like solutions

      • The successful candidate will have an established book of business and deep relationships within the segment


      Primary Location: BR-São Paulo Job Type: Convencional Job: CUSTOMER RELATIONSHIP MANAGEMENT
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