Relationship Manager

November 22, 2023

Relationship Manager

ReferenceMNC000047

  • Standard / Permanent
  • MY-14-Kuala Lumpur
  • SALES DEVELOPMENT
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In Asia Pacific, BNP Paribas is one of the best-positioned international financial institutions with an uninterrupted presence since 1860. Currently with over 17,000 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 73 markets with more than 196,000 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.

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.

* excluding partnerships

Key Responsibilities

  • Business development and marketing efforts
    • Assuming direct commercial responsibilities by maintaining and pro-actively developing a selected portfolio of MNCs, maximizing revenues within cost, capital and liquidity constraints to achieve budget (assign individually and to the team):
      • Define yearly Client Action Plan in liaison with Pilot Bankers, Business Lines (BLs) and client team members
      • Initiate marketing strategies in line with Regional Strategy and prepare customized pitching
      • Originate new business opportunities (prospecting new clients or increasing market penetration on existing clients) through appropriate level of interactions with clients
      • Cross sell products (loans, trade finance, cash management, FX…) that match the needs of clients and leverage capabilities of the Bank
      • Maximise harvesting of deposits from portfolio
      • Ensure appropriate level of interactions with clients (at minima as define in KPIs) and fill in a timely manner and with accuracy Client1st with meetings/visits, deals, pipeline
      • Communicate Client’s information at relevant level to appropriate stakeholders
      • Leverage on the Regional reach of the MNC franchise to develop opportunities with new clients
    • Manage the portfolio to provide high quality service to meet/exceed clients’ requirements for banking and investment needs
    • Monitor and steer the portfolio to reach targets and follow-up business opportunities identified  
    • Ensure timely and consistent communication with relevant teams, in particular with BLs, Pilots Bankers, within MNC team and with Client Services to allow business development and quality of services to the client/prospect and to identify earlier enough potential issues (internal/external)
    • Maintain a problem-solving approach as regards to issues raised by clients, while protecting the Bank’s interest
  • Risk/credit monitoring and compliance with Bank’s policies and regulatory requirement
    • Cautiously monitor the Credit Risk associated to the portfolio, and participate to the Credit Committees as required
    • Collaborate with local Credit teams, so that all required information and insight are provided in a timely manner to credit analysts
    • Proactively monitor, anticipate and broadcast risk deterioration across portfolio and undertake regular risk reviews and ensure annual reviews are done in due time
    • Ensure compliance with Bank’s policies and regulatory requirements  
    • Ensure that local amendments to Regional legal documentation (account opening forms, facility letters) comply with the defined framework and guidelines

Requirements

  1. Technical
    • Bank’s organisation, Products and Credit knowledge
    • Business awareness and market information
    • Internal policies, procedures and guidelines and Compliance
    • External Regulatory framework and Guidelines
    • Risk management
  1. Behavioural
    • Strong interpersonal and communication skills
    • Negotiation skills and client focused
    • Team player
    • Drive for results
    • Problem solving and decision making
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