Relationship Manager, Multinational Corporates

RELATIONSHIP MANAGER, MULTINATIONAL CORPORATES (JOB NUMBER: COV000350)

The Relationship Manager is responsible for supporting the acquisition/development and relationship management of a portfolio of Australian MNC Corporate Clients as well as supporting the MNC APAC business through referrals and client/market information flows.

**Direct Responsibilities**

**Business development and marketing efforts**
- Support the marketing and business development activities of the MNC team in Australia, developing pitches and identifying opportunities in line with the Global and Regional Strategy.
- With the support of the Head of MNC Australia, assume direct commercial responsibilities for a selected portfolio of MNC clients, by maintaining and pro-actively developing the relationship to, maximise revenues within cost, capital and liquidity constraints to achieve budget (assigned individually and to the team):

- With the support of the Head of MNC Australia, contribute to the origination of new business opportunities (prospecting new clients or increasing market penetration on existing clients) through appropriate level of interactions with clients and leveraging on the global MNC franchise.
- Cross sell products (loans, trade finance, cash management, FX ) that match the needs of clients and leverage capabilities of the Bank.
- Maximise harvesting of deposits from portfolio
- Identify ESG / sustainability linked financing opportunities with clients and prospects
- Ensure appropriate level of interactions with clients (at mínima as defined in KPIs) and fill in a timely manner and with accuracy CRM with meetings/visits, deals, pipeline
- In coordination with the product, operations and client management teams, provide high quality service to meet/exceed clients' requirements for banking and investment needs
- Ensure timely and consistent communication with relevant teams, in particular with BLs, Pilot Bankers, within MNC team and with Client Services to allow business development and quality of services to the client/prospect and to identify potential issues (internal/external)
- Maintain a problem-solving approach as regards to issues raised by clients, while protecting the interests of the Bank

**Risk/credit monitoring and compliance with Bank's policies and regulatory requirement**
- Cautiously monitor the Credit Risk associated to the portfolio, and participate in the preparation of credit papers and in Credit Committees as required
- Collaborate with local Credit teams, so that all required information and insight are provided in a timely manner to credit analysts
- Proactively monitor, anticipate and broadcast risk deterioration across portfolio and undertake regular risk reviews and ensure annual reviews are done in due time
- Understand and anticipate potential ESG related risks across the portfolio
- Ensure compliance with Bank's policies and regulatory requirements
- Ensure completion of Know Your Customer (KYC) checks with new and existing client within the defined timeframes
- Ensure that local amendments to Regional legal documentation (account opening forms, facility letters) comply with the defined framework and guidelines

**Contributing Responsibilities**

**Contribute to the development of the MNC franchise and share best practices**
- Actively work with Regional Account Manager (RAM) to contribute to development of RAM accounts across the region
- Refer new business opportunities to other countries when clients share such information
- Within MNC teams, share local experience and success for the benefit of the Regional MNC team
- Actively participate in local campaigns and bank focused events including existing client or product local/regional forums, where appropriate
- Partner with Client Services Desk team to support smooth and efficient client on-boarding process, through an active involvement from the RM
- Ensure early involvement and participate in roll-out of any new product launch within the Country, whenever this relates to MNC client needs
- Contribute to the Permanent Controls framework

**Technical and Behavioural Competencies**
- Experience operating in an international environment; understanding of different regulatory, cultural and Network Banking requirements would be a plus. Knowledge of BNP Paribas organisation, governance and products is desirable.
- An initial experience working in a Relationship Management and/or sales/business development role
- Credit risk analysis experience.
- Strong presentation and communication skills.

**Primary Location**: AU-NSW-Sydney

**Job Type**: Standard / Permanent

**Job**: SALES DEVELOPMENT

**Education Level***: Bachelor Degree or equivalent (>= 3 years)

**Experience Level***: At least 7 years