The bank for a changing world

DEC Institutional Clearing Sales

Contract

Standard / Permanent

Location

GB-ENG-London

Job function

FINANCIAL AND TECHNICAL EXPERTISE

Reference

GLO000513

BNP Paribas Overview

BNP Paribas has a presence in 75 countries with more than 185,000 employees, including 145,000 in Europe. It ranks highly in its two core activities: Retail Banking & Services and Corporate & Institutional Banking (CIB).
 
BNP Paribas Corporate & Institutional Bank is a leading European investment bank with global leadership in many of our businesses. With nearly 30,000 employees in over 45 countries, CIB can offer you an exciting and truly global career.
 
At BNP Paribas CIB, we work continuously on behalf of our clients, helping them to realize their projects around the world. You can be an important part of this, helping us to serve our clients both in mature and emerging markets, providing them with financial solutions across a diverse range of expertise, products and services. Our origins lie in Europe but nearly a quarter of our employees now works in our multi-award-winning Asia Pacific offices and we are a committed player in all markets.
 
Strong risk management, combined with the stability that comes from being part of one of the largest banking groups in the world, underpin our success. Joining us, you’ll become an integral part of a dynamic team that spans nationalities, cultures and backgrounds, drawing together people from around the globe and reflecting our commitment to international placements.

Specific Responsibilities of Role:
Under the management of DEC EMEA Head of Institutional Sales & Marketing and in strong collaboration with the DEC EMEA Institutional Sales team:
  • Put in place adequate processes and controls to achieve all objectives below as well as those assigned from time to time by management
  • On the coverage region/country which will be allocated, define on the EMEA framework of LD execution and clearing services and OTC clearing,: Target Markets, target clients, desire service offer, pricing, competitive positioning, etc.
  • According with EMEA P&L objectives, the sales strategy, actions plans, you will be in charge to sell it to appropriate local BNPP coverage teams and external clients.
  • Make sure the general pitch book reflect DEC’ actual offer and BNPP’s standards in EMEA. Also ensure it’s coordinated with the global offering for all DEC products
  • Provide EMEA market intelligence on client’s needs, competition moves and regulatory evolution in collaboration with the “Product & Regulation” team
  • Maintain a tight control over client’s pipeline, coordinate with all sales / coverage teams and define related sales action plans for region/country.
  • On your dedicated geographical coverage: answers RFP, pitch prospects, negotiate and follow-up during the contractual phase
  • Manage an efficient transfer of mandated deal to the Onboarding team
  • Approach / keep in touch with prospects and maintain the relationship with clients after on-boarding
CONTRIBUTION
  • Direct contribution to BNP Paribas operational permanent control framework.
  • Compliance with regulatory reporting requirements and internal CdG guidelines, respective to the UK Compliance Handbook.
Conduct
  • Be a role model, supporting and fostering a culture of good Conduct
  • Demonstrate proactivity, transparency, and accountability for identifying and managing conduct risks
  • Consider the implications of your actions on colleagues, partners and clients before making decisions, and escalate issues to your manager when unsure
  • [For managers only] Take responsibility for your team’s conduct and conduct risks’’





 

Competencies required for the role:

 
-Significant business and client facing experience required; we would envisage that the individual would have extensive  sales experience with strong skills
-Strong knowledge of our 2 main product lines (ETD, OTCC)
-Ability to effectively work as a team and in partnership with equal colleagues
-Good Interpersonal skills, with an proven ability to interact with senior management
-Strong Institutional Client network in UK and Nordics (other will be plus).
-English mandatory, French and other European languages are a plus
 
 
Core Competencies
  • Drive for results - Delivers high quality work and a proven track record of meeting targets
  • Risk awareness - Demonstrates a good awareness of risk and fundamental risk concepts.  Always considers risk in his/her daily activities and abides by the Key Front Officer Responsibilities, where relevant
  • Corporate role model, integrity & ethics - Acts with discipline and high ethical standards
  • Team player & cross cultural awareness Works effectively in a team.  Collaborates and shares information and solutions with colleagues, with other teams and stakeholders
  • Client focus - Sees stakeholders as well as external clients as “customers”

 

Technical skills and qualifications required for the role:
Market, product & business
  • Genuinely interested in financial markets and continually learning and staying abreast of new developments.  Evidences a good appreciation of economics and market dynamics, with enough understanding to present views on market conditions and trends
Business risk
  • Demonstrates a good awareness of risk and fundamental risk concepts.  Always considers risk in his/her daily activities and abides by the Key Front Officer Responsibilities and FXLM Principles and  Guidelines. Understands the market, credit, operational, compliance, legal, regulatory and reputational risks of transactions he/ she managers
Essential personal skills
  • Effective communicator who can align people to the broader vision for the business whether they are directly managed or simply influenced by the individual in question
Diligence
  • Displays dedication & prioritises problems by considering the impact on the business; identifies quick-wins
Resilience
  • Stays calm and positive, controls his/her emotions in conflict or any situation of intense stress (due to market, time or client pressure).
  • Ability to undertake a number of  issues simultaneously is essential as well as the ability to work under considerable pressure
  • Passion, tenacity and resilience in an ever changing environment
Communication (Active listener and clear communicator)
  • Communicates clearly in both native and English languages. 
  • Communicates pro-actively with management, escalating issues as necessary.
Innovation
  • Thinks laterally to identify other sources of useful information and sees ways around obstacles and barriers.

 

Please note that all applicants must disclose whether that they possess the right to work in the U.K. as per the Immigration, Asylum, and Nationality Act of 2006.