Global Relationship Manager

GLOBAL RELATIONSHIP MANAGER (JOB NUMBER: BP2003860)

BNP Paribas has been supporting the Australian economy for over 140 years. As the first major foreign bank in Australia, it was established in 1881 to finance the wool trade with Europe. Today, BNP Paribas is a European-based provider of financial services on a worldwide scale. In Australia and New Zealand, BNP Paribas has long-term relationships with the most successful organisations and a deep knowledge of the local market. BNP Paribas provides its clients access to the world through one of the largest international banking networks, and delivers specialist solutions. BNP Paribas employs over 600 people with a presence in Sydney, Melbourne and Perth in Australia and Auckland and Wellington in New Zealand.
- About Securities Services at BNP Paribas_

**A long-standing presence. **BNP Paribas’ presence in Australia goes back over 140 years when, in 1881, we were the first foreign bank to establish a local presence. The Securities Services was launched in Australia in 2002 following the acquisition of Cogent.

**Close to our clients and close to markets. **Our on-the-ground presence means we are close to our clients and close to markets. Our clients are at the centre of everything we do - from understanding their business to delivering tailor-made solutions. We combine local market, tax and regulatory expertise with a wealth of worldwide experience. Our global platform, accessible from any time zone and with a 24-hour processing capability enables us to deliver the same high quality service across multiple locations.

Our local offices incorporate the best of local systems and infrastructure as well as leveraging our proven global solutions.

**A full range of custodial and investment support**:

- Local custody
- Global custody and settlement
- Fund administration & middle office outsourcing
- Investment reporting and performance solutions
- Wholesale unit registry

**Position Purpose**

**Mission**
- Ensure long term client partnerships, high levels of client satisfaction, revenue growth with expected profitability
- Define and execute the global account strategy to maintain the quality of the relationship across relationship, service, product and financial measures
- Bring the best of BNP Paribas to create value for the clients
- Participate to client committees and client marketing events

**Scope**
- All allocated clients globally

**Key Responsibilities**
- Develop and maintain a global account plan for each client, identifying short and long-term business objectives and strategies by product and locations, overseeing the client service and engagement models, and outlining potential areas for additional products to be sold in order to improve profitability.
- Take accountability for client revenue and profitability, ensuring financial performance is achieved through delivery of profitable revenue streams and with a strong focus on protecting the revenue for the long term.
- Coordinate organisational resources across Securities Services by empowering local client service managers and client delivery colleagues with clear objectives
- Regularly update client prospects, opportunities, calls and visits in the internal CRM system
- Facilitate new sales process globally for clients, ensuring adequate support across Securities Services and the delivery of a consistent sales message. Maximise cross-selling opportunities by actively promoting the full suite of Securities Services ' products and services to the client
- Penetrate clients' organisations by building strong personal relationships (in particular at senior level), to understand the clients' strategies and assess their future needs of Securities Services ' products and services. Establish a network within clients' organisations to ensure ongoing dialog at all levels with local coverage, business lines and locations. Build reputation as a trusted advisor to the client and ensure adequate exposure to Securities Services Senior Management, as/when appropriate. Act as escalation point (when relationship quality can being materially damaged)
- Coordinate management of the global client perception and client satisfaction, with responsibility of global relationship quality
- Develop and maintain knowledge on the client, the client plan, the market, the industry, the competitive product offering, and the regulatory developments to be able to regularly share this knowledge internally within BNP Paribas, as appropriate
- Coordinate management of the global client perception and client satisfaction, with responsibility of global relationship quality
- 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 the BNPP's credit risks for the client
- Contribute in the design of new products and services in coordinatio