Sales and Relationship Manager

2 weeks ago

Singapore BNP Paribas Full time
In Asia Pacific, BNP Paribas is one of the best-positioned international financial institutions with an uninterrupted presence since 1860.

Currently with over 18,000 employees* and a presence in 13 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 68 markets with more than 193,000 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.

- excluding partnerships


At BNP Paribas, we passionately embrace diversity and are committed to fostering an inclusive workplace where all employees are valued, respected and can bring their authentic selves to work.

We prohibit Discrimination and Harassment of any kind and our policies promote equal employment opportunity for all employees and applicants, irrespective of, but not limited to their gender, gender identity, sex, sexual orientation, ethnicity, race, colour, national origin, age, religion, social status, mental or physical disabilities, veteran status etc.

As a global Bank, we truly believe that inclusion and diversity of our teams is key to our success in serving our clients and the communities we operate in.


POSITION PURPOSE:

  • Role has a Sales focus
  • In more details, 3 key priorities:
  • To pro-actively engage in new sales activity that will to add new clients and new revenues to the business. This new sales activity could either add new to Bank clients or new to BNP Securities Services clients (eg. Client has existing relationship with other BNP banking products)
  • To ensure new business won is properly implemented by monitoring the implementation / on-boarding teams, acting as an escalation point and performing those onboarding tasks that are the responsibility of Client Development eg. AML/KYC, legals
  • If required, to act as the Relationship Manager of a client account and/or cross-sell / upsell to an existing client

Key Responsibilities:

  • To achieve predefined annual Sales Targets and contribute to achieving the overall Sales Budget for South East Asia.
  • Responsible for ensuring maximum profitability is achieved as well as achieving preagreed new sales targets
  • Identify and execute sales opportunities with prospective clients, whether they be new to bank clients or new to BNP Securities Services
  • Work with Marketing to shape annual Marketing plans for each client segment
  • Be visible in the local market in terms of attendance at industry and BNPP events and ad hoc networking
  • Responsible for compliance with business acceptance processes and controls
  • Ensure deal pipelines and status changes are promptly updated in Client Vision
  • Responsible for billing set up for new business, reviews of first 3 invoices for set up accuracy and follow up on aged unpaid invoices
  • Negotiate local agreements with clients in collaboration with BNP Securities Services' Legal
  • Collaborate with our colleagues across the BNP Paribas Group to ensure a 'One Bank' approach for our prospective clients
  • Work closely with Client Lines and Product teams, proactively suggest new product developments, advocate for Product innovation
  • Act as the client 'champion' within BNP Paribas, looking to add value to differentiate BNP Paribas from the competition and to share client knowledge and account strategy internally
  • At times there may be a need to act as a Relationship Manager for an existing client. If this does occur then you would need to perform typical RM duties eg.
Cross-sell / Up-sell to existing clients, Client Due Diligence / KYC, writing Account Plans & executing against them, be an escalation point for Client Service Managers, engaging the client's organization at multiple levels
Competencies (Technical / Behavioral):

  • Strong industry and product knowledge in the securities services industry
  • Experience in and proven track record of client relationship building, retention and revenue expansion
  • Proven people and stakeholder management expertise
  • Effectively liaises with a number of individuals throughout the organization; The ability to build effective long lasting relationships
  • Ability to work on multiple assignments and complete highquality work against strict and competing deadlines as dictated by internal teams and clients.
  • Proven ability to work well under pressure.
  • Selfmotivated and discip

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