Senior Relationship Manager recruitment

Key Responsibilities

The Senior Relationship Manager's prime responsibility is to maintain and increase the revenue generated from a specified client base, and to ensure the relationship is meeting both client and business expectations.

Coordinate activities and global strategies vis-à-vis clients and ensure delivery against annual plans:

•  accountable for clients PL globally
•  coordinate the definition and maintain a global account plan for each client, identifying short and long-term business objectives and strategies by product and locations, outlining potential areas for additional products to be sold in order to meet/exceed revenue/profitability forecasts
•  monitor and analyse clients' revenue and profitability on a regular basis (by location and by product), ensuring financial performance is achieved through delivery of long term and profitable revenue streams, taking actions to maintain and improve contribution
•  empower Local Relationship Managers (LRMs) and set out clear local objectives
•  validate final client pricing (when within guidelines given by Business Lines - "Pricing Catalogue") and profitability of new deals, contributing and coordinating pricing re-negotiations with LRMs and Business Lines (with involvement of Segment Head when relevant)
•  coordinate organisational resources deliver revenues against agreed budget targets
•  facilitate new sales process globally for clients, ensuring adequate support across the organisation and delivery of a consistent sales message
•  maximise cross-selling opportunities by actively promoting the full suite of products and services to the client

Manage global client relationships to maximise the profitability of existing clients:

•  manage existing global relationships for assigned clients with specific purposes of i) protecting existing revenues, ii) identifying new selling opportunities, iii) achieving maximum profitability
•  penetrate clients' organisations by building strong personal relationships (in particular at senior level), to understand the clients' strategies and assess their future needs
o build reputation as a trusted advisor to the client and ensure adequate exposure to Senior Management, as/when appropriate
o act as client 'champion', looking to add value to differentiate BNP Paribas from the competition
o establish a network within clients' organisations to ensure ongoing dialogue at all levels across all locations
•  Share client knowledge and account strategy internally within Securities Services and wider BNP Paribas group, as appropriate. Participate in global strategic planning across BNP Paribas Group for strategic accounts

Ensure client satisfaction on global service delivery:

•  coordinate management of client perception and client satisfaction, with responsibility for global relationship quality
•  Act as escalation point in exceptional cases (when the relationship quality is being materially damaged)

Manage global control of credit risks:

•  contribute to risk control by providing input to the annual credit review of the client relative to anticipated future global activity
•  provide the Credit Department with any relevant information which could affect BNP Paribas credit risks for the client

Contribute in the design of new products and services in coordination with Segment Heads, Business Lines and Locations:

•  develop, maintain and share knowledge on client, market, industry, competitive product offering and regulatory developments
•  participate in the design and implementation of new/enhanced products and services across locations
•  receive regular product knowledge and product training
•  act as internal senior sponsor for client requested service enhancements

Technical Experience
Required:
•  Experienced in complex, corporate/institutional relationship management
•  Industry knowledge, particularly of Asset Management and Investment Operations/Securities Industry
•  Good communication skills, particularly to be able to summarise complex technical arrangements for a non-technical audience
•  Proven track record of effective negotiation, with ability to build consensus and achieve compromise
•  Sales experience, with track record of success in consultative selling

Desirable:
•  Language skills an advantage

Skills

Education

Required:

•Degree Level 2:1 Mathematics, Economics, Business related degree preferable