Position Purpose
The Manager Relationship Management Team role is a 'coach and player' role.
The Team Manager is responsible for managing both a small portfolio of clients and a team of relationship managers and ensuring alignment, teamwork and partnership with the client service managers and other key stakeholders on market strategic clients. The Global Relationship Managers (GRM) are not included in the team structure.
The Relationship Manager part of the role is to be the key representative of BNP Paribas to all relevant clients at all levels including members of the Board and Senior Management and includes being the client representative to the broader BNP Paribas. The role has two principle objectives (i) to protect and retain the existing client revenue streams, and (ii) to grow these revenue streams through the cross selling of new products. This includes building professional and trusted relationships with key stakeholders within client organisations and any associated third parties, identify opportunities to provide value-added activities that differentiate BNP Paribas from the competition, e.g. evaluate trend analysis, analyse current activity to identify and suggest service improvement opportunities, educate client on product usage, etc.
Key Responsibilities
Team management:
- Provide leadership and management to the Relationship Manager team.
- Ensure a disciplined working environment in daily tasks, rigorous processes, goal setting and deliverables to set a minimum standard of performance.
- Assess team performance and provide regular feedback through scheduled regular team meetings and one-to-ones, including continuous feedback via About Me.
- Manage the appraisal process in which objectives are agreed with team members and discussed throughout the year and finalised during the year end performance appraisals.
- Contribute to staff coaching, provide support and guidance to motivate staff to maximise performance.
- Ensure all staff has the required skill, expertise and knowledge in order to perform their role. Supporting staff to complete a personal development plan where necessary.
- Conduct regular team meetings to share group and business updates and sharing best practice to constantly improve client focus.
- Delegate tasks to staff appropriately and in a responsible manner.
- Foster career development opportunities for talented team members and support mobility
Responsible for managing existing client relationships:
Client engagement/thought leadership:
- Develop executive connectivity, by establishing relationships and sustaining credibility with the c-suite in liaison with FIC and Securities Services Executive Sponsor (when relevant)
- Establish close business relationship and build reputation as trusted advisor to the client and ensure adequate exposure to Securities Services senior management as/when appropriate.
- Conduct regular strategic reviews and establish a business impact dialogue with the client, by (I) demonstrating insight into business issues and trends (ii) being a thought leader and source of ideas.
- Promote a "one-bank" approach where possible to enhance the client relationship.
- Demonstrate insight into business issues and trends, by developing market knowledge and by participating in product development initiatives.
Client relationship strategy:
- Develop an appropriate local governance framework in line with the client's segment.
- Develop detailed client account plans outlining client critical business issues and relationship strategy.
- Understand the client business to better anticipate requirements and identify new opportunities.
Legal/Contractual/Commercial:
- Negotiate contract amendments and fees and ensure alignment with business strategies & priorities.
- Achieve annual targets through consultative client interaction.
Fully adhere to Compliance, Financial Security (Know Your Customer "KYC", Anti-Money Laundering "AML", Anti-Bribery and Corruption "ABC" and Sanctions), Risk and Conduct policies:
- Ensure compliance with regulatory requirements: Through participation in trainings & certification of skills and competencies and in all business discussions with Client and Prospects
- Support the bank's credit process by providing direct input on the activity of the client entity and ensuring adequate credit lines are in place.
- Ensure all KYC review (on-boarding/recertification) are completed within the prescribed timeframe.
Responsible for identifying new business opportunities:
- Understand the full offering of BNP Paribas to maximise sales potential.
- Regular meetings to be held for the specific purpose of identifying new revenue opportunities.
- Through the consultative selling approach, identify areas where BNP Paribas could provide additional services and work internally to propose creative solutions to the client.
Responsible for ensuring client profitability:
- Maximize sustainable business generation focused on client profitab