The bank for a changing world

We are looking for

Product Manager, Clearing and Custody, Asia


Standard / Permanent


HK-Hong Kong (HK)-Hong Kong


Hong Kong

Job function


Apply REF: HON000156

In Asia Pacific, BNP Paribas is one of the best-positioned international financial institutions with an uninterrupted presence since 1860. Currently with over 15,000 employees* and a presence in 14 markets, BNP Paribas provides corporates, institutional and private investors with product and service solutions tailored to their specific needs. It offers a wide range of financial services covering corporate & institutional banking, wealth management, asset management, insurance, as well as retail banking and consumer financing through strategic partnerships.

Worldwide, BNP Paribas has a presence in 74 countries with more than 190,000 employees. It has key positions in its three main activities: Domestic Markets and International Financial Services (whose retail-banking networks and financial services are covered by Retail Banking & Services) and Corporate & Institutional Banking, which serves two client franchises: corporate clients and institutional investors. Asia Pacific is a key strategic region for BNP Paribas and it continues to develop its franchise in the region.  
BNP Paribas offers you an exciting career opportunity in an international, challenging business environment characterized by high pace and diversity with focus on creating valuable relations with our customers. We offer a competitive salary & benefits package and also an excellent work environment where you're valued as part of our team!
* excluding partnerships


In a changing world, BNP Paribas Securities Services is a leading global custodian and multi asset securities services provider, backed by the strength and solidity of a universal banking group. Our mission is to protect and secure assets for all participants of the investment cycle: buy-side, sell-side and issuers.
BNP Paribas Securities Services has offices in eight locations in Asia Pacific: Singapore, India(Mumbai and Chennai), Hong Kong, Beijing, Malaysia, Japan, Australia and New Zealand.

Main Job Purpose :


The main purpose of the role is to develop BNP Paribas Securities Services’ Clearing and Custody business in Asia working alongside the rest of the diverse team. The focuses include the following (with particular focus on the Hong Kong and Chinese markets);
· Developing product strategy: identification/validation of target market segments in co-ordination with head of product and client segments; building and executing a product development road-map achieve and maintain competitive advantage, and to meet agreed financial targets
· Developing and maintaining product solutions working with head of product to anticipate and address the market’s needs on an ongoing basis, to create the market-leading solution for our target market segments;
· Writing business cases, and product approval documents for any new developments
· Sponsoring new product implementation projects (executed by IT and Operations) in tandem with Programme Management
· Support Client Segment in competitor and target market analysis
· Developing and maintaining product collateral (e.g. standard product description, story boards, standard scope of services documents, ‘demo’ environments and scripts);
· Managing unit costs with operations to enable BNP Paribas to compete;
· Developing and maintaining pricing models, pricing guidelines, setting pricing strategy; reviewing and approving financial proposals;
· Monitoring and managing product profitability
· Product training and support for the sales and relationship management teams, including client engagement at the appropriate times;
· Monitoring service delivery to maintain/enhance client satisfaction levels and to preserve/enhance BNP Paribas’s market reputation.

Generic Responsibilities


Product development and maintenance:

·        design and agreement of tactical solutions for new service requirements;

·      proactively identifying product development opportunities, building business cases and sponsoring

·      developing and maintaining product collateral;

·      maintaining the product road map; planning and agreeing developments with IT     suppliers and operations;

·      assessing and planning for the new requirements from existing clients in conjunction with head of products

·      Supporting Client Segment in maintaining data on client segments and the competition;

  • Industry watch: sourcing, compiling and interpreting information on pertinent developments within industry bodies and services (e.g. the regulators, market depositories/clearers, central banks, consultants) in conjunction with Client Segment.


Sales Support

·      training and support for the sales and relationship management teams

·        direct involvement in certain aspects of the sales process as an expert & for ad hoc solution design


Product P&L Management:

  • managing the revenue and cost lines month on month – forecasting impact of sales plan  as it unfolds;
  • operational cost analysis – monitoring and challenging the cost drivers;
  • setting cost income ratio targets;
  • setting price and prices guideline.


Service Management

  • service delivery monitoring through the use of KPIs prepared by operations, regular meetings with relationship and operations;
  • obtaining feedback from existing clients, prospects or ex clients directly where appropriate;


New Business

  • new business proposals: approving clients, price, terms, service specification;  developing proposals with Coverage for larger/complex deals;
  • new business contract negotiations – depending on the complexity this can be limited to determining the bank’s position on sticking points (in conjunction with Legal);
  • Providing product/business expertise in the sales process as required.


Market Analysis

  • Assisting the team to better understand the existing competitive landscape and adapt our approach accordingly
  • Analyze current market structure (asset ownership by investor class, asset class structure, settlement models) and gain insight into coming changes to help BNP Paribas remain ahead of the market in our services and products



  • Extensive understanding of Hong Kong and China securities markets (operating models, key players, providers and market trends)
  • Good knowledge of custody business across Asia
  • Good presentation skills and confidence to represent organization in client meetings and conferences
  • Excellent analytical skills to update solutions to ever changing market requirements
  • Ability to engage senior stakeholders
  • Foresight to anticipate market change
  • Versatility to drive the ongoing innovation and enhancement of our position within the region




  • 5+ years in custody product or similar strategy defining role in within the securities market
  • Existing relationships with key market operators and participants in Hong Kong and China
  • Proven experience working to help grow the organizations market share in a dynamic but controlled manner
Primary Location: HK-Hong Kong (HK)-Hong Kong Job Type: Standard / Permanent Job: CUSTOMER RELATIONSHIP MANAGEMENT Education Level: Bachelor Degree or equivalent (3 years) Experience Level: At least 5 years Schedule: Full-time
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