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Relationship Manager (MNC)

16 days ago: BNP Paribas

Job Description

 
Position: Relationship Manager for European/US Corporate
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 Multinational Corporates
Key Responsibilities
Marketing and Business:
  • Develop a selected portfolio of European and US 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 Monitoring
  • 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
  • Direct contribution to BNP Paribas operational permanent control framework
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.
Key Measures of Success
Quantitative
  1. Revenues: Sum of all revenues of the RM’s portfolio (all sources)
  2. Cross-sell ratio (revenues): Ratio, at portfolio level, of the cross-sell revenues on loan book revenues  
  3. Cross-sell ratio (products): Among 7 business lines identified
    At portfolio level, average of the number of business lines sold to clients 
  4. Deposit level: Total deposit of the portfolio measured at certain points in time
  5. On boarded clients: Number of prospects that became clients during the period (account opening) 
  6. Client contacts: Total and average number of call reports per client 
  7. Call reports management: Number of clients without call reports (excluding very small clients)
  8. Remarkable or Jumbo deals: Substantial deals in collaboration with DCM, M&A, GTS, FI, … 
  9. New opportunities in the pipeline: Number of new opportunities entered in Client 1st during the year. 
  10. Opportunities hit ratio: Ratio of the number of successful opportunities on total closed opportunities: (won/(won + lost)) 
  11. Credit Overdue: Credit management information Credit management 
  12. Compliance: Direct contribution to BNPP operational permanent control framework and comply with regulatory requirements and internal guidelines Compliance department
Qualitative
  1. Improve the depth of client understanding and relationships, and enhance the quality of dialogue
  2. Ensure timely and consistent communication with Pilots
  3. Ensure timely and consistent communication with business lines
  4. Ensure timely and consistent communication with relevant client teams across APAC MNC
  5. Successful monitoring of risk profile across portfolio, and adequate involvement in credit committees and annual review
 
 

Competencies (Technical / Behavioural)

Technical
- Product and Credit knowledge
- Business Awareness and Market information
- Internal Policies, Procedures and Guidelines and Compliance
- External Regulatory Framework and Guidelines
- Risk Management
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

Specific Qualifications Required

Essential Technical Knowledge/Skills:
- Strong knowledge of local corporate market
- Fundamental credit skills
- Understanding of bank products and services
- Interpersonal and communication skills
Qualifications and Experience:
- Master degree
- 10 years in banking industry
- At least 5 years in Relationship Management role, preferably in a foreign bank
Other Value-added Competencies:
- Marketing, Interpersonal/Communication, credit and multi-task skills
- Commitment to career growth, positive thinking/energy
- Enthusiasm for self-development

 

        Position: Relationship Manager for European/US Corporate   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 Multinational Corporates Key Responsibilities   Marketing and Business: Develop a selected portfolio of European and US Corporates, from existing clients, maximizing revenues within cost, capital and liquidity constraints Originate new business opportunities,...

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