Position Purpose
In the context of the APAC MNC franchise, the RM is responsible for the development and relationship management of a portfolio of regional based/local MNC Corporate Accounts.
Responsibilities
- Assume direct commercial responsibilities for his/ her own portfolio of regional based/local client accounts to originate new business opportunities. To also originate and develop new meaningful names and business
- Originate high value opportunities and actively contribute to their execution, be it at head office or at regional/local level. This includes event-driven deals / jumbo deals / complex financing (e.g. project finance, structured finance)
- Develop key strategic partnership with client’s regional/local management team / decision makers (incl. C-suite and regional treasurers)
- Act as the Asia expert / reference point for the client’s regional/local and head office teams
- Develop key strategic partnership with Pilots for their clients in Asia, actively contributing to development of the relationship in Asia including through preparation and implementation of Client Action Plans
- Lead/manage team of Relationship Managers across the region supporting your regional clients to achieve budget objectives, including for regional RFP's, regional facility discussions/ negotiation
- Responsible for communication flow between GRM, Regional/local BL and territories
- Arbitrate / manage potential conflict between Pilot, BL's and territories
- Champion and support the implementation / consolidation of the Regional Account Management (RAM) structure, driving best practice
Qualitative
- Improve the depth of client understanding and relationships, and enhance the quality of dialogue
- Ensure timely and consistent communication with Pilots
- Ensure timely and consistent communication with business lines
- Ensure timely and consistent communication with relevant client teams across APAC MNC
- Successful monitoring of risk profile across portfolio, and adequate involvement in credit committees and annual review
Qualifications
Technical and Behavioral Competencies required
1. Technical
- Product and credit knowledge
- Business awareness and market information
- Internal policies, procedures and guidelines and compliance
- External regulatory framework and guidelines
- Risk management
2. Behavioural
- Negotiation skills
- Strategic perspective
- Drive for results
- Transfer of knowledge
- Problem solving and decision making
- Innovation
- Teamwork
- Willingness to embrace change
Experience and Qualifications required
- Relationship Management and sales/business development experience
- Strong presentation and communication skills
- Track record of delivering on sales budgets and revenue growth
About BNP PARIBAS
As the leading European Union bank, and one of the world’s largest financial institutions with an uninterrupted presence in the region since 1860, BNP Paribas offers a wide range of financial services for corporate, institutional and private investors spanning corporate and institutional banking, wealth management, asset management and insurance.
We passionately embrace diversity and are committed to fostering an inclusive workplace where all employees are valued and encourage applicants of all backgrounds, including diversity of origin, age, gender, sexual orientation, gender identity, religion applicants who may be living with a disability. We have a number of internal employee networks in place to empower our staff to act and challenge the status quo.
• BNP Paribas PRIDE is highly active in favour of the LGBTQIA+ community
• BNP Paribas MixCity which fosters better representation of women at all levels of the organization
• Ability, the mutual aid network for employees with a disability or a disabling or chronic illness
• BNP Paribas CulturAll which celebrates diverse backgrounds
BNP is committed to financing a carbon-neutral economy by 2050. The Group is a founding member of the Net-Zero Banking Alliance and has set up its own Low Carbon Transition Group to support its clients through their energy transitions.
https://careers.apac.bnpparibas/
More information
BNP Paribas - Diversity & Inclusion Journey
BNP Paribas - The Bank Of Green Changes
Award Obtained
BNPP has won Top employer Europe award in a 10th consecutive year
