Business Overview:

Global Markets is BNP Paribas’ capital markets business within the Corporate & Institutional Bank (CIB), delivering solutions across asset classes, and industry-leading services for clients including Institutional, Corporates, Private Banks and Retail distribution networks.

Global Markets encompasses global business lines across G10 Rates, Equity Derivatives, Forex & Local Markets, Commodity Derivatives, Credit, Prime Solutions & Financing and Primary Markets, helping its franchise of clients find effective ways to raise and invest capital as well as manage exposure to risk.

Global Markets has staff based in EMEA, the Americas and APAC, with the main trading floors located in London, Hong Kong, New York, Paris, Singapore and Tokyo.

• Physical presence in BNPP’s office(s) is an essential function of this position. BNPP requires all of our employees to be vaccinated in order to access its offices, subject to reasonable accommodations for reasons related to disability or religion. This role will be hybrid, consisting of an in office and remote working component.

Candidate Success Factors:

Candidates to be measured on the following four performance drivers, which will dictate how individual impact is considered on the Americas platform:

• Results and Impact
  • Impacts division and influences peers and team
  • Demonstrates good judgement when making decisions of high complexity and impact
  • Relies on limited guidance for most complex decision making
  • Is responsible for driving outcomes which have meaningful effect on team or department
• Leadership and Collaboration
  • Creates trust with department leaders
  • Acts in leadership capacity for large projects, processes, or programs for a team
• Client, Customer and Stakeholder Focus
  • Able to build relationships with a mix of intermediate and senior colleagues or clients
  • Interacts regularly with management and department leaders
  • Demonstrates the ability to persuade and influence stakeholders at the team level
• Compliance Culture and Conduct
  • Takes full responsibility for personal actions and demonstrates courage in facing problems and conflicts
  • Perceived as a person of high moral character; upholds corporate values and displays high ethical standards
  
  

Responsibilities:

The candidate filling this position will be part of the CIB Americas Client Development team supporting Institutional Americas client platform. As part of the CIB Americas Client development team, the candidate will support the mission of Client Development to drive steady increases of wallet shares and client profitability with target clients through sales account plans, client segmentation and market intelligence. The candidate will work closely with Global Market Institutional Sales to prepare client performance packages & competitive analysis supporting the steering and development of the platform. The candidate will lead client development initiatives for dedicated sectors and be responsible for the design, development and implementation of initiatives to drive the growth ambition of the franchise as well as the presentation of performance and competitive analysis information. This includes all performance and profitability metrics and analysis for various client units and regional client consolidation, competitive analysis for geographic, sector, product specific scope. The candidate will also be responsible for the execution of transversal initiatives across Client Development.

• Work closely with Global Markets Sales, Coverage and functions to promote a holistic approach to clients for select sectors under direct responsibility and support transversally across Client Development
• Drive the Institutional account planning process in the region; contribute and lead global workstreams as required
• Provide client analysis and development support to the Global Equities platform
• Facilitate connectivity to drive cross-sell and identify of opportunities, working across Financial Institutions Coverage (FIC) and Global Markets (GM); follow-up and track outcomes
• Coordinate internal client reviews/transversal reviews and sector meeting. Collect actions and prepare follow-ups to ensure action items are executed
• Analyze market surveys and intelligence to identify business growth opportunities and ensure regular benchmarking with competition to support the Institutional client strategy and roadmap
• Support development of platform strategic ambitions, focused on the intersection of GBL and sector growth opportunity
• Manage collaboration projects across teams to ensure management initiatives are implemented
• Lead project management for selected business initiatives, with focus on managing day-to-day activities under the direction of senior management and client stakeholders
• Support Institutional Sales Head to drive the commercial strategy for Global Markets Americas via information, analysis, platform storyline and implementation of initiatives

• Leverage all available internal and external data to improve overall client intelligence
• Identify the measurable impact of all sales initiatives and support the design of KPIs (e.g. CC, EV, headcount, client coverage, sales productivity, client profitability, hit ratios, share of wallet, gaps…) required to monitor the client activities and drive the strategy/vision
• Oversee the development of the required MIS / KPI, ensure that MIS / KPI are produced systematically and regularly
• Manage the production of regular and/or ad hoc data client data analysis, in particular with Coalition, Dealogic and internal performance data; review analysis prepared by junior team members prior to distribution to the business
• Coordinate and contribute to the Management reporting required by the regional or global Management (e.g. Territory ExCo, Global GM ExCo…)
• Prepare budgeting / forecasting templates for assigned Coverage and Sales teams; track and prepare recaps and analysis of budget projections by GBL/region/sector and monitor evolution of changes through each version; oversee budget process for sectors/teams under direct support
• Lead sales revenue projection validation process; prepare breakdown analysis and discussion materials; monitor proposed changes and updates

• Liaise with Global Client Analytics (GCA) to prioritize the book of work and data analytics initiatives for GMA; facilitate dashboard development, identifying the scope and requirements to ensure management has accurate and complete MIS
• Oversee the data referential, data quality and CRM initiatives for select sectors of focus
• Digitalize Client Development practices and Sales tools to drive efficiency and productivity, with support, where relevant, from digital teams
• Become an expert in the MIS tool of the Bank and leverage knowledge to bridge the intersection of client views and scopes across teams; provide guidance to Sales and Coverage teams

• Support head of team in driving synergies across Client Development, Global Client Analytics and Business Management
• Clearly define roles within CIB Americas Client Development, leveraging each team member profile and strengths
• Ensure appropriate training and ongoing coaching of team members
• Increase visibility regionally and globally to maximize the traction around the client agenda

• Ensure strong relationships with Sales, Coverage, business management, Global Client Development, Global Client Analytics and business partners

Minimum Required Qualifications:

• Excellent written and verbal communication skills
• Ability to handle confidential information
• Ability to actively exchange with Relationship Managers, unit heads and senior management locally as well as with Change and Solutions, Analytics Consulting and Strategic Financial Management teams in Paris, London and other geographies
• Ability to lead within a team, multitask, set team agenda and meet tight deadlines
• Strong sense of organization, ability to prioritize tasks and meet deadlines
• Maintains an audit trail, with work stream easily discernible by other team members
• Strong data analysis/interpretation & problem-solving skills
• Strong belief in data integrity and controls
• Clear understanding of how changes may impact other processes, reports and groups
• Fastidious attention to detail in all components of work

Preferred Qualifications:

• Experience in strategy, planning, analysis, client development and related roles with 8+ years of overall work experience and 3+ years in a similar role

FINRA Registrations Required:

• None

CFTC Swap Dealer Associated Person (if yes, NFA Swaps Proficiency Program is required):

• No

SEC Security-Based Swap Dealer Associated Person:

• No

The expected starting salary range for this position in New York (or if the location is in New Jersey we’ll indicate New Jersey) is between $165,000 to $189,000 annually. The actual salary may vary based upon several factors including, but not limited to, relevant skills/experience, time in role, base salary of internal peers, prior performance, business line, and geographic/office location.

About BNP Paribas:

In the United States, BNP Paribas has built a strong and diversified presence to support its client base. We continue to grow and strengthen our commitment to the US market through our Corporate & Institutional Banking activities. We are one of a few non-US banks to offer a full value chain for our clients, from trading to financing, and clearing and custody in the US with the international footprint and capacity to deliver both globally and locally. Leveraging the strength of our European roots, our network can support clients in virtually every region of the world, enabling more connectivity and efficiency wherever our clients conduct business.

BNP Paribas’ Corporate & Institutional Banking services corporate clients and institutional investors offering tailored solutions in financing, cash management, and advisory services to companies via Corporate Banking, in capital markets via Global Markets, and in securities custody and administration via Securities Services. As the asset management arm of BNP Paribas, BNP Paribas Asset Management offers high value-added solutions to individual savers, companies, and institutional investors.

The bank employs nearly 14,000 people and has a presence in the country since the late 1800s in major cities including New York, Jersey City, Chesterbrook, PA, San Francisco, Boston, Chicago, Denver and Washington, DC.

BNP Paribas is a leading bank in Europe with an international reach across the US, EMEA and APAC. It has a presence in 65 countries, with nearly 190,000 employees. The Bank offers a comprehensive range of banking, investment and financial services solutions through three main fields of activity: Retail Banking for the Bank’s retail-banking networks and several specialized businesses including BNP Paribas Personal Finance and Arval; Investment & Protection Services for savings, investment and protection solutions; and Corporate & Institutional Banking, focused on corporate and institutional clients. Based on its strong diversified and integrated model, BNP Paribas helps all its clients (individuals, community associations, entrepreneurs, SMEs, corporates and institutional clients) to realize their projects through solutions spanning financing, investment, savings and protection insurance.

We take pride in our expertise and our ability to adapt while constantly looking ahead to create a more sustainable world.

BNP Paribas. The Bank for a Changing World - https://usa.bnpparibas/en/homepage/join-us/our-opportunities/

BNP Paribas is committed to providing a work environment that fosters diversity, inclusion, and equal employment opportunity without regard to race, color, gender, age, creed, sex, religion, national origin, disability (physical or mental), marital status, citizenship, ancestry, sexual orientation, gender identity and gender expression, or any other legally protected status.

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