Relationship Manager

RELATIONSHIP MANAGER (JOB NUMBER: C D000592)

**Position Purpose**
**Mission**
- Retain, develop and grow partnerships
- Ensure a long term client partnership with high levels of client satisfaction
- Ensure financial objectives and goals are achieved
- Define and execute clear account strategies
- Bring the best of BNP Paribas to create value for the client

**Scope**
- All allocated clients

**Key Responsibilities**
**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)
- Build reputation as trusted advisor to the client and ensure adequate exposure to Securities Services senior management as/when appropriate
- Conduct regular strategic reviews
- Establish close business relationship with key decision-makers within the client entity
- 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

**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

**Client profitability**
- Drive client strategy to maximize sustainable business generation with a strong focus on client profitability
- Manage client profitability and undertake commercial discussions and decisions
- Detailed understanding of products and services that may provide solutions to client challenges.
- Retain existing revenues by actively managing revenues & business at risk
- Monitor revenue and profitability in a disciplined manner to ensure financial performance is achieved

**Legal/Contractual/Commercial**
- Negotiate contract amendments and fees and ensure alignment with business strategies & priorities
- Achieve annual targets through consultative client interaction.

**KYC**
- Ensure all KYC review (on-boarding/recertification) are completed within the prescribed timeframe

**Competencies (Technical / Behavioral)**
- **Communication -**
- Oral: Expressing ideas effectively in individual and group situations. Adjusting communication style to match the needs of the audience.
- Written: Expressing ideas clearly in all written documents. Using professional, appropriate language always.
- **Innovation** - Proactively look for opportunities for continuous improvement and think creatively.
- **Individual Leadership** - Uses an appropriate interpersonal style to inspire and guide colleagues towards goal achievement. Adjusts behavior to accommodate tasks, situations, and individuals.
- **Team Orientation** - Works with the team and the broader organization towards shared goals and treats all colleagues and clients as partners.
- **Strategic decision making** - Identifies and understands issues, challenges, and opportunities. Take action that is consistent with the strategic direction of the organization. Recognise the short
- and long-term consequences of decisions on the organization’s strategic direction.
- **Technical/professional knowledge** - Demonstrates a satisfactory level of technical and professional skills/knowledge in job related areas.
- **Technical/professional proficiency** - Demonstrates a satisfactory level of performance in specific technical / professional areas
- **Commercial acumen** - Uses appropriate interpersonal styles and communication methods with clients to gain acceptance of an idea, plan, activity, service, or product. Follow through to successfully close opportunities.
- **Negotiation** - Uses professional, commercially focused negotiation strategies that gain all parties' support and acceptance and lead to a positive outcome for the partnership.

**Experience and Qualifications Required**
- Minimum 15 years’ experience within the Financial Services industry, with at least 5 years exposure to custody or related businesses with proven success within a relationship management role
- Degree qualified in Business, Commerce, Accounting or related discipline
- Post graduate qualifications in, Securities Institute of Australia, CA/CPA or other relevant qualification (CA/CPA) welcomed but not essential.
- Driving a culture of outstanding customer-focus and quality.
- Ability to work cohesively and positively with colleagues and peers at a senior management level.
- Demonstrated experience at enabling teams to work effectively and deliver against strategic goals.
- Experienced and strategic leader with integrity, maturity and judgment
- Understanding of how to build and ma