Sales Business Development Manager , Hedge Funds – Vice President

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BNP Paribas is the European Union’s leading bank and a key player in international banking. We operate in 65 countries and employ 190,000 people, including nearly 145,000 in Europe. Our Group holds key positions in its three main fields of activity: Commercial, Personal Banking & Services; Investment & Protection Services; and Corporate & Institutional Banking (CIB) for corporate and institutional clients.

Our Securities Services business, which forms part of CIB, is a leading global custodian providing specialist post-trade and asset servicing solutions to buy and sell-side market participants, corporates and issuers. Based in 35 locations around the world, our award-winning Securities Services teams have built one of the most extensive custody network in the industry, giving clients the connectivity and local knowledge they need to navigate change in a fast-changing world.

Our company purpose is to contribute to a responsible and sustainable economy by financing and advising clients according to the highest ethical standards.

Our employer promise is built around three pillars:

1. Being a great place to work
2. Committed to sustainability and having a positive impact
3. Being dedicated to the development of our people

Business area

Securities Services is a leading global custodian and securities services specialist that provides multi-asset post-trade and asset servicing solutions for buy and sell-side market participants, corporates and issuers.

The purpose of the team is to manage the relationships with our clients and prospects who are based in the UK. These relationships are often complex and may involve multiple locations across CIB2S including UK, Luxembourg, Channel Islands, Ireland, US, Singapore and Australia. Furthermore, clients and prospects in the UK are often early adopters of many of our new products.

Job purpose

Secure new clients generating profitable revenue streams to BNP Paribas Securities Services business line, via the sale of the whole Securities Services products and services portfolio.

Manage the sales effort for prospective clients within designated business area, achieving individual sales targets.

Key responsibilities

1. Responsible for building and managing a pipeline of new business opportunities for the Alternatives client segment (specifically Hedge Funds)
2. Identify areas where BNP Paribas Securities Services business line could provide value-added and differentiating services to prospective clients and quantify opportunities.
3. Develop a list of prospects in line with segment and regional strategy and agreed by line manager.
4. Regularly update client prospects, opportunities, calls and visits in the internal client management system (Client Vision)
5. Responsible for the development and maintenance of a sales plan (account plan) for each prospect
6. Analyse potential Securities Services profitability for prospects on a regular basis and suggest ways to gain and/or improve Securities Services wallet share.
7. Responsible for understanding full offering of Securities Services products across locations to maximize sales potential.
8. Responsible for ensuring maximum profitability is achieved against prospects and achieving pre-agreed new sales targets.
9. Develop strong relationships and regularly network with prospects at senior levels, leverage Securities Services contacts to arrange meetings with the specific purpose of identifying new revenue opportunities for Securities Services and maintaining pipeline quality.
10. Manage sales process end-to-end, responsibly closing new business opportunities, ensuring completion of requests for proposals within deadlines, respecting internal deal management and risk procedures.
11. Work internally with Client Line to propose creative solutions to prospects needs and to target maximum product penetration including cross border locations.
12. Ensure close working relationship with other business lines within CIB including FIC, Global Markets and Prime Brokerage to ensure close alignment on mutual targets and prospects
13. Negotiate to maximize revenue and client profitability potential, ensuring agreed tariffs meet margin requirements.
14. Responsible for completion of compliance documentation and KYC approvals
15. Responsible for sizing and validating all credit requirements for prospects.
16. Responsible for developing market relationships and sharing internally market and competitive information.
17. Develop, maintain, and share knowledge on client, market, industry, competitive product offering and regulatory developments.
18. Responsible for contributing to the global sales strategy, working effectively with Securities Services sales teams in all locations.
19. Remain abreast of industry changes, regulations and market developments and anticipate their impact for prospective clients.
20. Fully adhere to BNP Paribas Compliance, Financial Security (Know Your Customer “KYC”, Anti-Money Laundering “AML”, Anti-Bribery and Corruption “ABC” and Sanctions), Conduct & Risks policies

Requirements

1. Proven track record of relevant industry experience in a leading financial institution
2. Solid demonstrable experience in the securities services industry in client facing & sales roles.
3. Industry and product knowledge of the securities services industry
4. Ability to work effectively as a part of global team.
5. Excellent Influencing and negotiation skills
6. Analysis of competitive advantage and identification of sales opportunities
7. Organization skills to define lead and coordinate action plans.
8. Ability to develop network and partnership, develop long lasting business relationship.
9. Entrepreneurship and efficiency facing changes

And of course, we expect all our colleagues to embody and practice the Group values (alignment with the Bank’s strategy, commitment, work ethic, integrity and Code of Conduct).

A bit more about why you should join us

1. We’re a great place to work
   We aim for optimal work/life balance (depending on role, this includes hybrid working, flexible working and agile)
2. As the eurozone’s largest bank, we are committed to having a positive impact in the world.
3. We believe in our people

Equal opportunities

BNP Paribas is committed to providing a work environment that fosters diversity, inclusion, and equal employment opportunity without regard to age, disability, gender reassignment, marriage or civil partnership status, pregnancy and maternity, race, religion or belief, sex or sexual orientation, or any other legally protected status.

Adjustments

We don’t want anyone to be disadvantaged in our recruitment processes, so if you have a disability or health condition which may mean that you’d benefit from some adjustments or additional support, please let us know as early in the process as possible.

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