Relationship Manager, MNC

In the context of the APAC MNC franchise, the RM is responsible for the acquisition/development and relationship management of portfolio of MNC Corporate Clients.

Direct Responsibilities

1. 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 (prospective 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.
  • Maximize 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 CRM+ with meetings/visits, deals, pipeline.
• Communicate Client’s information at relevant level to appropriate stakeholders.
• 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 Business Lines, 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.

1. Risk/credit monitoring and compliance with Bank’s policies and regulatory requirement.

• Ensure Compliance with Bank’s policy and procedure and local regulatory requirement with regards to the KYC and Financial Security responsibilities and duties.
• 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.
• Ensure compliance with Bank’s policies/procedures and regulatory requirements, in particular with regards to the KYC responsibilities and duties (extract of CIB KYC Procedure CIB0146EN: “The Senior Banker Officer (SBO) is primarily responsible for ensuring that the customer due diligence has been completed and kept up-to-date. Makes an assessment whether starting or maintain the relationship with the customer is appropriate, in respect of the reputation and the money laundering risks employs his/her best efforts to maintain a thorough knowledge of his/her customers from available documentary sources and regular direct contact with them.

1. Compliance with Risk and Control requirements

• Direct contribution to BNPP compliance and operational permanent control framework.
• Responsible for the implementation of permanent control policies and procedures in day-to-day business activities.
• Responsible for reporting all incidents according to the Incident Management System.
• Ensure compliance with Bank’s policies/procedures and regulatory requirements, in particular with regards to KYC Responsibilities and duties, as per relevant policies and procedures, and the summary of responsibilities list attached hereto.

4. ESG-related responsibilities:

• As a first line of defence, responsible for carrying out the risk analysis to identify and highlight the ESG risks of the clients;
• Ensure the scope of the ESG analysis should encompass for a counterparty its main environmental, social and governance risks;
• Comply to BNPP ESG assessment guideline and adhere to its change from time to time (if any).

Contributing Responsibilities 

1. Contribute to the development of MNC Franchise and share best practices

• Actively work with Regional Account Manager (RAM) to contribute to development of RAM accounts across the region.
• Refer new business opportunities to other countries when client share such information
• Within MNC teams, share local experience and success for the benefit of the Regional MNC team.
• Actively participate in local campaigns and bank focused events including existing client or product local/regional forums, where appropriate.
• Contribute to the “Market Intelligence” communicating on inputs received from Clients, competitors on new products & pricing and initiate new ideas related to the identification of a client’s need.
• Partner with Client Services Desk team to support smooth and efficient client on-boarding process, through an active involvement from the RM.
• Ensure early involvement and participate in roll-out of any new product launch within the Country, whenever this relates to MNC client needs.

1. Contribute to the Permanent Control framework

Technical & Behavioral Competencies 

1. Technical 

• Bank’s organization, Products and Credit Knowledge
• Business awareness and market information
• Internal policies, procedures and guidelines and Compliance
• External Regulatory framework and Guidelines
• Risk Management

1. Behavioral 

• Strong interpersonal and communication skills
• Negotiation skills and client focused
• Team player
• Drive for results
• Problem solving and decision making

Specific Qualifications 

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