Regional Account Manager MNC Corporate APAC

In Asia Pacific,BNP Paribas is one of the best-positioned international financial institutionswith an uninterrupted presence since 1860. Currently with over 18,000employees* and a presence in 13 markets, BNP Paribas provides corporates,institutional and private investors with product and service solutions tailoredto their specific needs. It offers a wide range of financial services coveringcorporate & institutional banking, wealth management, asset management,insurance, as well as retail banking and consumer financing through strategicpartnerships. 

Worldwide, BNPParibas has a presence in 68 markets with more than 193,000 employees. It haskey positions in its three main activities: Domestic Markets and InternationalFinancial Services (whose retail-banking networks and financial services arecovered by Retail Banking & Services) and Corporate & InstitutionalBanking, which serves two client franchises: corporate clients andinstitutional investors. Asia Pacific is a key strategic region for BNP Paribasand it continues to develop its franchise in the region.  

* excludingpartnerships

BNP Paribasoffers you an exciting career in an international business environment that isfast-paced, diverse and focuses on creating high-value relationships with ourclients. We offer competitive salary and benefits, as well as a workingenvironment where you’re valued as part of the team.

https://careers.apac.bnpparibas/ 

Position Purpose

In the context of the APAC MNC franchise, the RAM is responsible for the development and relationship management of a portfolio of Regional based/local  MNC  Corporate Accounts. In addition, to drive the US and Dutch corridor initiatives, as corridor captain.

Responsibilities

Direct Responsibilities

• Assume direct commercial responsibilities for his/ her own portfolio of regional/local based 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 level. This includes event-driven deals / jumbo deals / complex financing (e.g. project finance, structured finance)
• Develop key strategic partnership with client’s regional management team / decision makers (incl. C-suite and regional treasurers)
• Act as the Asia expert / reference point for the client’s regional 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 (CAP)
• Lead/manage team of Relationship Managers across the region supporting your clients to achieve budget objectives, including for regional RFP’s, regional facility discussions/ negotiations
• Responsible for communication flow between GRM, Regional 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

Additional task related to the APAC US Corridor Strategy:

US initiative

• Driving the US development initiative in APAC with focus on directly marketing / developing US Strategic  clients / prospects. 
• Focus on deepening relationships / selectively expanding portfolio
• Driving the US initiative to grow the US client portfolio across APAC as “US Corridor Captain” by:
  • Co-ordinating regionally through regular calls / discussion forums between the various stakeholders – including tracking and report
  • Working closely with business partners with particular focus on developing opportunities in flow banking – across TBA and GM’s 

Similar approach for the Dutch corridor albeit size/scope of the Dutch corridor is not as large as the US corridor hence lighter governance framework

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
• Lead by example

Experience and Qualification required

• Regional Relationship Management and sales/business development experience
• Strong presentation and communication skills 
• Track record of delivering on sales budgets and revenue growth