Senior Relationship Manager
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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    Key Responsibilities :

    1) Achieve all the credit review, compliance due diligence, recertification targets

    2) Address clients' needs and enquiries with respect to their accounts and credit facilities maintained

    3) Closely monitor the credit quality ofthe assigned client

    4) Make cross referrals to the branch network of the Bank

    5) Meet the Budget assigned for the whole client portfolio

    6) Keep a systematic list of prospective clients for active continuous prospection efforts and with an aim of establishing at least 2 meaningful commitment clients per year with identified cross-selling potential

    7) Make referrals of meanirw clients to Wealth Management

    8) Risk Aware Entrepreneurship - identification of early signs of potential problem accounts and proper risk management

    9) Work closely with various Business Lines

    10) Act and behave appropriately, complying with the general ethical standards of the Group, relevant legal / regulatory requirements and managing compliance risks

    11) Complete all mandatory compliance trainings and achieve required CPTs

    12) Deposit solicitation from clients

    Technical and Behavioral Competencies required

    1. Technical

    Bank's organisation, Products and Credit knowledge

    Business awareness and market information

    Internal policies, procedures and guidelines

    Comprehensive understanding of the compliance policies and responsibilities

    External Regulatory framework and GU ideli nes

    2 Behavioural

    Strong interpersonal and communication skills

    Negotiation skills and client focused

    Drive for results

    Problem solving and decision making

    High ethical standard and conduct

    Experience & Qualifications Required

    Minimum 5 years' experience in Relationship Management and sales / business development

    Strong presentation and communication skills

    Track record of delivering on sales budgets and revenue growth


    The RM, who is responsible for the client relationship in the Primary Siteßecondary Site (as defined in the Global KYC Policy) :

  • must initiate the KYC on boarding process and is responsible to collect the KYC data (with support of the appropriate teams in charge of due diligence);
  • is primarily responsible for ensuring that customer due diligence has been completed to a satisfactory standard, and is kept up-to-date;
  • makes an assessment whether starting a new relationship or maintaining an existing relationship with a customer is appropriate, in respect of the reputation and the money laundering / terrorist financing / sanctions risks, irrespective of the possible Wpe of business the customer is currently doing or intends to do with the bank.
  • This assessment must be formalized in writing in the KYC package (including a qualitative RM Assessment describing the risks and their mitigants , which is mandatory in all cases);
  • uses the KYC scoring grid and his / her judgment to determine the sensitivity, assisted by the teams in charge of due diligence.
  • He / she provides the teams in charge of due diligence with the knowledge / details they need when contacts with customers is required;
  • submits the customer's KYCfiLe to the CAC (Customer Acceptance Committee), as may be required and provides the CAC with all information and documentation it may require;
  • contributes to assess the relevance and appropriateness of offering and / or maintaining certain products and services of the Bank in view of the risk profile of the customer,
  • contributes to the detection of any unusual and / or suspicious transactions by his / her customer with due reporting to a Compliance Officer;
  • and employs his / her best efforts to maintain a thorough knowledge of his / her customer from available documentary sources and regular direct contacts with them.
  • finally, he / she must keep the KYC up-to date in accordance with the Bank's standards. In particular, he / she must trigger an ad-hoc review as soon as necessary, notably in case of becoming aware of any material adverse information in connection with any of their customers in the field of AML-CTE in accordance with the relevant KYC policies and procedures.
  • Case of passporting process :

  • When acting as Secondary Site RM of Legal Entities benefiting from the passport procedure, responsibility of the Secondary Site RM is to acknowledge and approve, on behalf of the Secondary Site, the KYC onboarding or recertification due diligence (performed and completed by the Primary Site) for Legal Entities being rated medium risk and low risK and submit the customer's KYC file to a CAC for a Legal Entity being rated high risk by the Primary Site
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