Senior Relationship Manager

4 weeks ago

Beijing, China BNP Paribas Securities Services Full time

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

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

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

Appendix: Summary of SBO/SCBO Responsibilities pertaining to KYC & AML/Sanctions Policies

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

·       Must initiate the KYC on boarding process & 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 dil. has been completed to a satisfactory standard, & 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 type 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 & their mitigants, which is mandatory in all cases);

·       Uses the KYC scoring grid and her judgment to determine the sensitivity, assisted by the teams in charge of due diligence. She provides the teams in charge of due dil. with the knowledge/details they need when contacts with customers is required;

·       Submits the customer’s KYC file to the CAC (Customer Acceptance Committee), as may be required, & provides the CAC with all information/documentation it may require;

·       Contributes to assess the relevance & 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-CTF, 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.

Permanent Control Aspect 

·       Direct contribution to BNPP operational permanent control framework

·       Contribute to the implementation of operational permanent control policies & procedures in day-to-day business activities, such as Control Plan

·       Comply with regulatory requirements & internal guidelines.

·       Contribute to the reporting of all incidents according to the Incident Management System

·       Ensure audit recommendations are resolved within the specific timeline

·       Endeavour to ensure the quality of the Bank's portfolio remains sound & healthy

·       Bachelor’s degree with 15 years’ experience

·       Previous working in a multi-national company, preferably in banking industry

·       Good English proficiency for both speaking and writing

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