Securities Services
BNP Paribas
Hong Kong

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
  • 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.

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    Position Purpose

  • 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.
  • Key Responsibilities

    Relationship Management

  • 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
  • Strategic Planning

  • 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
  • Sales Responsibilities

  • 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
  • Control Aspect

  • 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 :

  • Market Infrastructures
  • Strategic Clients and Prospects (mostly but not exclusively sell-side)
  • Media
  • 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 :

    Required :

  • Graduate level education as a minimum requirement
  • Desirable :

  • Financial qualification or equivalent
  • Experiences relevant to this role :

    Required :

  • Proven experience gained within the financial services industry of sales success
  • Market reputation
  • 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
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