Senior Relationship Manager (MNC)
January 8, 2025
Senior Relationship Manager (MNC)
Reference48319198
- Permanent
- TH-Krung Thep Maha Nakhon-Bangkok
- SALES DEVELOPMENT
Position Purpose
To meet revenue goal for the assigned accounts
To boost utilization and expand relationship with existing customers within the portfolio
To cross sell the product of other business lines
To initiate new files to the products of other business lines
To initiate new files to the existing portfolio
To complete tasks as assigned by Head of Corporate Banking on an adhoc basis
Key Responsibilities
Marketing and Business:
- Develop a selected portfolio of MNC Corporates, from existing clients, maximizing revenues within cost, capital and liquidity constraints
- Originate new business opportunities, through appropriate level of interaction with clients:
- Leverage on the Regional template to prepare customized pitches, in liaison with business lines
- Document and follow up through Call Reports the opportunities identified with clients, circulating relevant information with all stakeholders, e.g. other RMs, business lines, Pilot Bankers
- Refer new business opportunities to other countries when clients share such information
- Develop opportunities with new clients, leveraging on the Regional reach of the MNC franchise, in the framework of the Regional strategy
- Ensure that local amendments to Regional legal documentation (account opening forms, facility letters) comply with the defined framework and guidelines
- Prepare annual Client Action Plan in liaison with business lines, client team members and Pilot Bankers
- Elaborate client budget and monitor performance of the portfolio
- Ensure cross selling products that match the needs of clients and leverage capabilities of the Bank, in order to maximize profitability of the portfolio
- Actively participate in local campaigns, and where appropriate consider alignment with Regional MNC objectives and campaigns
- Take active part in client functions and banking focused events
- Maximize harvesting of deposits from portfolio
- Support the roll out of any new products within the Country, whenever this relates to MNC client needs
- Maintain a problem-solving approach as regards to issues raised by clients, while always protecting the interests of the Bank
Risk/Credit monitoring and Compliance with Bank’s policies and regulatory requirement:
- Credit
- Cautiously monitor the Credit Risk associated to the portfolio, and participate in Credit Committees as required
- Ensure that local Credit proposals represent the drive for harmonization across the Region
- 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 that local amendments to Regional legal documentation (account opening forms, facility letters) comply with the defined framework and guidelines.
- 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.
Permanent Control
- Direct contribution to BNP Paribas operational permanent control framework
- Ensure that all work done complies with the operational permanent control, legal and regulatory framework and requirement.
- Follow strictly our internal compliance guidelines and procedures.
- Awareness of ISO27001: 2013 information security: An Information Security Management System (ISMS) is an International Standard that specified the requirements for establishing, implementation, maintaining and continually improving this ISMS. It is the responsibility of all the staff of BNP Paribas Bangkok Branch to contribute to this common objective.
Internal Connectivity
i. Business Lines
- Coordinate and drive mobilization of CIB business line resources, and ensure seamless execution for the client
ii. Pilots
- Be responsible for local relationship management of clients in liaison with GRM or Senior Banker of the parent client
iii. Within MNC teams
- Share local experience and success for the benefit of the Regional MNC team. Participate in existing client or product Local/ Regional forums, whenever appropriate
iv. Client Services
- Closely partner with Client Services Desk team to support smooth and efficient client on-boarding process
- As SBO, take responsibility, actively monitor and promote the progress of each KYC file relating to the portfolio.
Summary of SBO/SCBO Responsibilities pertaining to Know Your Customer and AML/Sanctions Policies
The RM, when acting as SBO/SCBO:
- 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 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 (qualitative SBO opinion describing the risks and their mitigants 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 KYC file 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-CTF, in accordance with the relevant KYC policies and procedures.
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