The bank for a changing world

Securities Lending Sales & Business Development

Contract

Standard / Permanent

Location

US-NY-New York

Job function

MISCELLANEOUS

Reference

SEC000416

Business Overview:
 
Business:  The Agency Securities Lending team provides securities lending services as an agent for a variety of clients (sovereign wealth funds, asset managers, and other asset owners such as insurance companies and financial institutions including banks and credit unions) from desks in London, New York, and Sydney. The main function is to lend securities against either cash collateral or securities as an agent for both custody and non-custody clients. When cash is received as collateral, it will be invested according to the parameters set by the client and the Bank.
 
Team:  Agency Securities Lending North America is responsible for all securities lending activity in North America. The team handles all aspects of the lending and investment process.  They work to maximize income while continually staying in compliance with the client’s constraints.
 
Role: The person will lead and coordinate the business development efforts for the agency lending business and will work along with other Securities Services business development professionals to expand BP2S product offerings to both existing and potential clients.
 
 
Responsibilities:
  • Support Client Development as the product specialist for Agency Lending
  • Enrich the pipeline database with personal Beneficial Owner client contact information and competitive insights
  • Coordinate with and participate in BNP Paribas Central Marketing & Communications (as main liaison for the agency securities lending team)
  • Facilitate corporate and industry event involvements as well as industry publication participation
  • Arrange meetings with consultants to build relationships and learn best-in-class RFP practices
  • Prospect Securities Finance industry participants (Beneficial Owners) through cold/warm calling
  • Research RFP releases and coordinate RFP submission
  • Introduce prospects to other business lines to promote additional opportunities
  • Consistent, productive, and positive maintenance of senior level client interactions including routine service reviews, new product introductions, and relationship expansion/additional revenue generation.
  • Interface and collaborate with global relationship managers on ex-US client accounts.
  • Execute the US strategy in concert with Product Management and Operations.
  • Manage and coordinate prospect onsite and due diligence visits (BNP Paribas & Client’s office)
  • Continuous communication of market intelligence
  • Keep prospects informed of service and product enhancements

 

Qualifications:
  • Bachelor’s degree in Business, Finance or Accounting.
  • 10+ years relevant experience including sales/relationship management role(s) in the securities services business;
  • Proven business development track record with impressive revenue generation.
  • Established book of business and contacts with Asset Managers/Asset Owners;
  • Strong client leadership skills.
  • Organizational and time management skills.
  • Ability to discern new trends and opportunities.
  • Strong product and industry knowledge.
  • Strong consulting and negotiation skills.
  • Demonstrated problem solving skills, strategic thinking and creativity.
  • Ability to travel
 
 
Minimum required qualifications
  • Bachelor’s degree in Business, Finance or Accounting.
  • 10 years of experience in sales/relationship management role(s) in the securities services business;
  • Established book of business and contacts with Asset Managers/Asset Owners;
  • Strong product and industry knowledge.
  • 50% travel
 
Preferred qualifications:
  • 15-20 years of experience in sales/relationship management role(s) in the securities services business;
  • Established book of business and contacts with Asset Managers/Asset Owners;
  • Proven business development track record with impressive revenue generation
  • Strong product and industry knowledge.
  • 75% travel

 
FINRA Registration:
Not Applicable

bnpprsr