Regional Account Manager

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 and Corporate & Institutional Banking, which serves 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.

POSITION PURPOSE

In the context of the APAC MNC franchise, the RAM is responsible for the development and relationship management of a portfolio of Regional based/local MNC Corporate Accounts, including driving the US and Dutch corridor initiatives.

DIRECT RESPONSIBILITIES

• Assume direct commercial responsibilities for his/her own portfolio of regional/local based client accounts to originate new business opportunities and develop meaningful relationships.
• Originate high value opportunities and actively contribute to their execution, including event-driven deals, jumbo deals, and complex financing.
• Develop key strategic partnerships with clients’ regional management teams and decision makers.
• Act as the Asia expert and reference point for client teams.
• Lead/manage a team of Relationship Managers across the region to achieve budget objectives.
• Ensure communication flow between GRM, Regional BL, and territories.
• Arbitrate/manage potential conflicts between Pilot, BLs, and territories.
• Champion and support the implementation of the Regional Account Management structure, driving best practices.

QUALITATIVE

• Improve client understanding and relationships, enhancing dialogue quality.
• Ensure timely communication with Pilots, business lines, and client teams across APAC MNC.
• Monitor risk profile across the portfolio, involved in credit committees and reviews.

US INITIATIVE

• Drive the US development initiative in APAC, focusing on marketing to US strategic clients.
• Deepen relationships and expand portfolio selectively.
• Coordinate regionally through regular calls and forums between stakeholders.

Similar approach for the Dutch corridor, albeit with a lighter governance framework.

Technical and Behavioral Competencies required

• Technical
• Product and credit knowledge
• Business awareness and market information
• Internal policies and compliance
• External regulatory framework
• Risk management
• Behavioural
• Negotiation skills
• Strategic perspective
• Drive for results
• Transfer of knowledge
• Problem solving and decision making
• Innovation
• Teamwork
• Willingness to embrace change
• Lead by example

Experience and Qualification required

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