APAC HEAD OF CLIENT MANAGEMENT (FX, PCO) – Securities Services APAC

As the leading European Union bank, and one of the world’s largest financial institutions with an uninterrupted presence in the region since 1860, BNP Paribas offers a wide range of financial services for corporate, institutional and private investors spanning corporate and institutional banking, wealth management, asset management and insurance. 

We passionately embrace diversity and are committed to fostering an inclusive workplace where all employees are valued and encourage applicants of all backgrounds, including diversity of origin, age, gender, sexual orientation, gender identity, religion applicants who may be living with a disability. We have a number of internal employee networks in place to empower our staff to act and challenge the status quo.

•    BNP Paribas PRIDE is highly active in favour of the LGBTQIA+ community
•    BNP Paribas MixCity which fosters better representation of women at all levels of the organization
•    Ability, the mutual aid network for employees with a disability or a disabling or chronic illness
•    BNP Paribas CulturAll which celebrates diverse backgrounds

BNP is committed to financing a carbon-neutral economy by 2050. The Group is a founding member of the Net-Zero Banking Alliance and has set up its own Low Carbon Transition Group to support its clients through their energy transitions.

https://careers.apac.bnpparibas/

More information 
BNP Paribas – Diversity & Inclusion Journey ( https://www.youtube.com/watch?v=qZatNskr5aI)
BNP Paribas – The Bank Of Green Changes (https://www.youtube.com/watch?v=DCz5aEdkDiM)

Award Obtained
BNPP has won Top employer Europe award in a 10th consecutive year

Job Purpose & Responsibilites

The overriding purpose of the role is to develop the Markets & Financing activity with a focus on FX, PCO servicing for existing clients.  . MFS Client management work in tandem with different local Business teams and with the Global Business Development & Solutions team. This will entail:

• Develop pipeline comprising prospects and existing custody clients including working on new proposals, qualifications and any pre-clearance/pricing within the guidelines supporting RFP, due diligence and workshops as needed
• Monitoring regionally the product profitability
• Develop regional product strategy: identification/development & validation of market specific nuances and key differentiators/selling points/competitive review. 
• Develop thought leadership maintaining a high level of expertise on the solution/product/service and promoting thought leadership (press, conferences)
• developing and maintaining product marketing materials/collateral (e.g. currency guides, APAC specific materials)
• Sponsoring/support new product implementation projects (executed by IT and Operations) 
• supporting Client Segment in competitor and target market analysis
• support for the sales and relationship management teams, including client engagement at the appropriate times
• monitoring new client onboardings
• monitoring service delivery to maintain/enhance client satisfaction levels and to preserve/enhance BNP Paribas’s market reputation
• Monitor the FX and PCO activity for APAC to ensure adequate service is provided when client will be on boarded
• performing regulatory watch & market watch on our MFS activities 
• Increase awareness of MFS FX and PCO products transversally and within BNPP, including training, Q&A and engagement transversally working specifically with Client Lines, Client Development and FIC
• Ensure effective communication and escalation
• Ensure effective team management within the relevant guidelines above and ensuring:
   – Team co-ordination and awareness of key topics, escalation 
   – Team inclusion and collaboration

The team direct responsibility 

Sales Support

• direct involvement in the sales process as a MF Services specialist and subject matter expert & for ad hoc solution design
• manage local RFPs working closely local teams & with the Global BD&S team
• monitor new client onboardings on MFS perimeter
• perform regular clients/prospects pipeline review with client development teams and with the MFS Business and Client Development teams

New Business 

• participate in coordination with MFS APAC and global teams the new business proposals: approve clients, price, terms, service specifications; 
• develop proposals with Client Development for larger/complex deals
• provide product/business expertise in the sales process, as required including due diligence sessions

Product P&L Monitoring

• monitor in support of MFS Business Heads the revenue and cost lines month on month; forecasting impact of sales plan as it unfolds
• work on operational cost analysis; monitor and challenge the cost drivers
• involved with setting price and prices guideline in cooperation with APAC team 

Service Management with a focus on PCO (development and implementation) 

• obtain feedback from existing clients, prospects or ex clients directly where appropriate
• Follow day to day activity ( at the beginning to ensure an appropriate framework between APAC and Luxembourg, Have direct experience of the securities services industry
• Have the ability to assess business/new product opportunities and develop and present business cases
• Have knowledge and experience of the buy side and sell side sectors 
• Have the ability to work across various constituencies and in particular coordinate with local business heads, regional and Global BD&S team based in Paris    

Generic Responsibilities

• Pipeline and sales support
• Existing Client Service and Sales management
• Product Solutions representing APAC needs
• Maintenance of marketing materials
• Industry watch including regulations and competitors
• Team management and development
• Functional reporting line for FX & PCO Client Management Team

Requirements & Skills 

The candidate must be able to demonstrate the key competencies detailed below to the right standard to be considered for this role.

• Adaptability/flexibility
• Results and quality orientation
• Communication skills (verbal & written)
• Strong leadership
• Sales skills
• Client focus
• Solutions driven 
• People and process management
• Decision making
• Team work/spirit
• Interpersonal skills
• Innovation and continuous improvement
• Technical expertise on Capital Markets products (Securities Lending, Forex, Cash Financing, Cash management, etc.)
• Transversal project management
• Analysis and critical thinking
• Risk sensitivity (credit, market and ops)

Other Considerations:

The candidate should:

• Team management experience
• Project management skills
• Client and market skills including being authoritative in front of clients, consultants and internal stakeholders
• Have direct experience of capital markets, securities services industry
• Have the ability to assess business/new product opportunities and develop and present business cases
• Have knowledge and experience of the buy side and sell side sectors 
• Have the ability to work across various constituencies and in particular coordinate with local business heads and with the Global BD&S team based in Paris
• French speaking an advantage