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.
BNP Paribas offers you an exciting career in an international business environment that is fast-paced, diverse and focuses on creating high-value relationships with our clients.
We offer competitive salary and benefits, as well as a working environment where you’re valued as part of the team.
https : / / careers.apac.bnpparibas /
Protect and grow global strategic sell-side client relationships (Banks and Brokers), and potentially Buy-side clients as well.
Implement a coherent and co-ordinated sales discipline, identify potential business growth areas with new clients (mostly in the scope of Banks and Brokers), create a pipeline of opportunities in line with the business strategy, and meet agreed sales team targets.
Manage the sales effort for prospective and existing clients. Ensure cross selling into existing clients and secure new clients to generate profitable revenues for Securities Services in HK.
Establish a business impact dialogue with strategic clients, by (i) demonstrating insight into business issues and trends (ii) being a thought leader and source of ideas (iii) understanding our products and (iv) involving product experts as appropriate
Understand strategic client’s business strategy, wallet and key drivers.
Detail penetration strategies across products and geographies.
Document and maintain client profiles.
Lead execution of client strategy across all the clients’ business divisions.
Monitor client revenue and profitability to ensure financial performance is achieved
Identify, track and measure client business value with the objective to create demand for products and services and hence build the pipeline and diversify our relationship
Promote, with FIC and GM, a one-bank approach by globalising BNPP’s relationship with clients.
Discern and capitalise on political forces in client organisation
Build reputation as trusted advisor to the clients and ensure adequate exposure to BNPP Management.
Assess deals profitability (new sales, fee renegotiations ) and ensure it is in line with business expectations
Conduct regular strategic reviews
Act as ambassador / senior representative of the Bank in front of clients and within our industry
Negotiate contracts and fees, aiming at maximizing profitability level and client tenure
Define the sales plan strategy, including market segmentation and coordination with the business global operating model across multiple regions.
Maintain a business plan including financial forecasts and objectives with objective to protect existing revenues, develop new prospects and revenue streams and increase profitability
Understand segment buying behaviour and needs to detect and anticipate market trends and positioning
Work closely with Marketing to refine relevant and existing literature to reinforce marketing communication programme (press, web, etc.)
Identify business opportunities working closely with Client lines to enhance and adapt product mix to maximise cross-selling within Securities Services
Lead commercial effort and ensure a strong focus on key accounts and major global strategic names
Guarantee long-term contribution to profitability and growth, focusing on sustainable P&L
Define target objectives, actions and priorities per client
Initiate and attend marketing opportunities at conferences and events and promoting Securities Services by speaking at conferences / panels
Identify and reinforce actions vis-à-vis market bodies if needed (e.g. consultants, regulators)
Leverage existing external contacts and build an internal network throughout the organisation to lead marketing efforts
Deliver annual revenue targets
Direct contribution to BNPP operational permanent control framework
Responsible for the implementation of operational permanent control policies and procedures in day-to-day business activities, such as Control Plan
Responsible for ensuring team members comply with regulatory requirements and internal guidelines.
Financial security-related duties
Ensure compliance with Bank’s policies / procedures and regulatory requirements, in particular with regards to the KYC responsibilities and duties, as per relevant policies and procedures, and the summary of responsibilities list attached hereto
Liaises externally with :
Strategic Clients and Prospects (mostly but not exclusively sell-side)
Liaises internally with :
Teams in other locations where HK based clients have business.
Sales and Relationship Management teams in other locations.
Regional client line teams (product specialists), which are responsible for segment strategies.
Client Service team (CSM) who are responsible for ensuring excellence in delivering our services.
Client Delivery, which carries out all service delivery to clients.
The RFP team, which has a global remit across all client segments and based in London.
All functions : Finance; Legal; Compliance; HR; Credit; Central Projects; etc
Qualifications relevant to this role :
Graduate level education as a minimum requirement
Financial qualification or equivalent
Experiences relevant to this role :
Proven experience gained within the financial services industry of sales success
Ability to work in a transversal and complex environment
Previously working with Securities Services or similar, strong knowledge of the Bank and Broker-Dealer segment is preferred.
Ability to demonstrate strong leadership skills and influencing key global stakeholders
Demonstrated delivery of the management principles in your current position People Care, Client Focus, Risk Aware Entrepreneurship, Leading by Example and Innovation.
Enthusiasm, self-drive and independence, accountability