Multinational Coverage Relationship Manager – Director
BNP Paribas Group is the top bank in the European Union and a major international banking establishment. It has close to 185,000 employees in 65 countries. In Spain we are more than 5,100 employees within 13 business lines.
CIB
BNP Paribas Corporate & Institutional Banking provides large companies, multinationals and financial institutions with various solutions in the areas of advisory, financing, transactional banking, capital markets, settlement, clearing and custody of securities, asset and fund management services and solutions for corporate issuers. It has 620 professionals in Spain with offices in Madrid, Barcelona, Bilbao and Coruña. The entity has a network present in 56 countries.
Mission
Inside the Corporate Banking Team, there is a dedicated Team, Multinational Coverage (MNC), in charge of local subsidiaries whose parent company is in major cases already a client of BNP Paribas in its home market.
Activities
A MNC RM is the local key-representative of BNP PARIBAS towards the client group defined as MNC. The MNC RM identifies the needs of the clients and prospects and translates them into opportunities for BNP PARIBAS as a group. In managing the local requirements of clients and prospects, the MNC RM works very closely with the Global Relationship team, that covers the parent relationship.
This is a position with the potential to take on the role of coordinator and team leader of the MNC team in Iberia in the medium term.
KEY RESPONSIBILITIES
- Analyse client financial structure, identify needs, propose client strategy and objectives for a portfolio of MNC clients; act as primary client entry point for any client need and maintain client relationship at adequate level.
- Coordinate and communicate with the Global Relationship team of the clients to assure a consistent strategy towards the clients to achieve the commercial objectives
- Originate Corporate Banking and other relevant products according to the client’s needs to increase revenues and cross sell for the clients
- Develop new client relationships and strong client intimacy. Build relationships at an appropriate level of seniority with clients, working towards making them long term relationships for the bank
- Contribute to and lead initiatives with product partners to improve and maximize cross-sell. Illustrate a strong capacity of innovation and creativity with new ideas suitable for clients / the organization, leveraging on disruptive industry developments.
- Organize regular Marketing visits/pitches in the key parent relationship countries to present the local capacities, increase awareness abroad and attract new clients/opportunities.
- Active client portfolio management by identifying client potential and needs and deciding on the most appropriate coverage to manage these client relationships (locally or from ECH – offshore platform managing clients with basic needs)
- Ensure the active monitoring and reporting of corporate risks on the portfolio (anticipation of risk deterioration, quality of analysis and accuracy of information) – perform all credit reviews.
- Monitor the client portfolio using call reports, status of opportunities, pipeline management and make sure that the customer data quality as well as yearly risk profile are up to date
- Ensure that compliance rules (know your customer) and all BNP PARIBAS regulations for client intake and client servicing are observed, as well as any local country regulations with respect to his client portfolio
RISK MANAGEMENT
RISK/CREDIT DELEGATION:
- Support the Bank’s credit process for selected clients by providing direct input on client activity and relationship strategy, as well as on specific risk issues where applicable.
- Maintain direct contact with Risk Management to support relevant credit files and explain local MNC strategy.
- Participate in Credit Committees
COMPLIANCE:
- Ensure Compliance with Bank’s policies/procedures and regulatory requirements, in particular with regards to the KYC responsibilities and duties, as per relevant policies and procedures. Pay special attention to the final sign-off, when relevant, in the KYC process.
CONDUCT:
- Ensure that the business carried out with his/her clients and the clients of his/her Team is appropriate, understandable and suitable.
- Act in a product-neutral manner in the best interest of the clients and of the BNP Paribas Group globally.
BENEFITS
• Training programs, career plans and internal mobility opportunities, national and international thanks to our presence in different countries.
• Diversity and Inclusion Committee that ensures an inclusive work environment. In recent years, several employee communities have been created to organize diversity and inclusion awareness actions (PRIDE, We Generations and MixCity).
• Corporate volunteering program (1 Million Hours 2 Help) in which employees can dedicate time out of their working hours to volunteer activities.
• Flexible compensation plan.
• 31 vacation days.
Diversity and inclusion commitment
BNP Paribas Group in Spain is an equal opportunity employer and proud to provide equal employment opportunity to all job seekers. We are actively committed to ensuring that no individual is discriminated against on the grounds of age, disability, gender reassignment, marriage or civil partnership status, pregnancy and maternity/paternity, race, religion or belief, sex or sexual orientation. Equity and diversity are at the core of our recruitment policy because we believe that they foster creativity and efficiency, which in turn increase performance and productivity. We strive to reflect the society we live in, while keeping with the image of our clients.