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Relationship Manager MNC Corporate APAC

BNP Paribas
Singapore, Singapore
Closing date
Jun 7, 2023

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Job Function
Marketing and Public Relations
Industry Sector
Finance - General
Employment Type
Full Time
In Asia Pacific, BNP Paribas is one of the best-positioned international financial institutions with an uninterrupted presence since 1860. Currently with over 18,000 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 68 markets with more than 193,000 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.

* excluding partnerships

At BNP Paribas, we passionately embrace diversity and are committed to fostering an inclusive workplace where all employees are valued, respected and can bring their authentic selves to work. We prohibit Discrimination and Harassment of any kind and our policies promote equal employment opportunity for all employees and applicants, irrespective of, but not limited to their gender, gender identity, sex, sexual orientation, ethnicity, race, colour, national origin, age, religion, social status, mental or physical disabilities, veteran status etc. As a global Bank, we truly believe that inclusion and diversity of our teams is key to our success in serving our clients and the communities we operate in.

Position Purpose

In the context of the APAC MNC franchise, the RM is responsible for the development and relationship management of a portfolio of regional based/local MNC Corporate Accounts.

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

Technical and Behavioral Competencies required
  • Product and credit knowledge
  • Business awareness and market information
  • Internal policies, procedures and guidelines and compliance
  • External regulatory framework and guidelines
  • Risk management
  • Negotiation skills
  • Strategic perspective
  • Drive for results
  • Transfer of knowledge
  • Problem solving and decision making
  • Innovation, Teamwork
  • Willingness to embrace change
  • Relationship Management and sales/business development experience
  • Strong presentation and communication skills
  • Track record of delivering on sales budgets and revenue growth

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