New Business development for assigned portfolio of NBFIs:
Work closely with Relationship Bankers to review client portfolios and identify opportunities.
Develop and execute Client Action Plans for key clients in portfolio, in close cooperation with Relationship Bankers and in line with the Bank’s Cash Management strategy.
Identify Client decision makers engage with them as often as necessary to build trust and intimacy and visit them at least twice a year.
Through a consultative sales approach, understand client needs, identify opportunities and develop solutions in line with the bank’s strengths and capabilities.
Develop and maintain a deal pipeline of new opportunities for assigned portfolio of NBFIs.
Manage a portfolio of existing and prospective clients to maintain and grow revenue base. Ensure high levels of client satisfaction on the day-to-day business, making sure client’s requirements are fulfilled and potential issues are properly handled and solved.
Ensure smooth coordination with key stakeholders (Bankers, Securities Services, ALMT, Servicing, Implementation, Product Managers,…)
Act as “Trusted Advisor” with existing and prospective clients to develop strategic solutions to meet clients’ objectives.
Ensure Relationship Bankers on assigned portfolio have a good understanding of the Bank’s Cash Management footprint and solutions so that they can position our offering vis a vis clients, and open the door for more advanced discussions.
Cross-sell other flow banking products (Trade, Short Term investments, Forex)
Contribute to position BNP Paribas as a leading bank for Cash Management for NBFI, by displaying sound products, market knowledge and bespoke solution design towards clients, at conferences and through professional media
Propose development of new products based on an in depth understanding of NBFI clients’ needs.
Benchmark, where appropriate, bank offering with that of competition