About BNP Paribas:

BNP Paribas is a leading bank in Europe with an international reach. It has a presence in 63 countries, with more than 180,000 employees, including more than 146,000 in Europe. The Group has key positions in its three main operating divisions: Commercial, Personal Banking & Services (CPBS) and Investment & Protection Services (IPS) (whose retail-banking networks and financial services are covered by Retail Banking & Services) and Corporate & Institutional Banking, which serves two client franchises: corporate clients and institutional investors. The Group helps all its clients (individuals, community associations, entrepreneurs, SMEs, corporate and institutional clients) to realize their projects through solutions spanning from financing, investment, savings and protection insurance. In Europe, the Group has four leading markets: Belgium, France, Italy and Luxembourg and BNP Paribas Personal Finance is the leader in consumer lending. In its Corporate & Institutional Banking and Investment and Protection Services activities, BNP Paribas also enjoys top positions in Europe, a strong presence in the Americas as well as a solid and fast-growing business in Asia-Pacific.

Business Overview:

Latin America is an important market for BNP Paribas. While Brazil remains the largest economy in Latin America and the Groups activity regionaly, other major countries in the region are also significant contributors for the business and for long standing relations with clients. For example, BNP Paribas has been uninterruptedly present in Colombia for more than 40 years.

BNP Paribas has a historical footprint in the Hispanic Latin America. The Bank has been in the region since 1914 and is now present in 5 countries with nearly 2000 employees between Corporate and Institutional Banking (CIB) and Investment and Protection Services.

CIB in Hispanic Latin America has world-class teams of roughly 200 professionals spread among Colombia, Mexico, Chile, Peru and Argentina, thus ensuring an overall coverage of BNP Paribas’ client franchise in the region. All BNP Paribas’ CIB business lines are represented in Hispanic Latin America where the bank has presence and are structured in such a way as to provide their clients with the best combination of specialists according to sector, product or geographic region. In the context of growing globalization, they are able to accommodate their clients thanks to their powerful regional platforms:
* In North America essentially New York with a number of professionals covering Latin America.
* In Europe with major hubs such as Paris, London, Frankfurt, Madrid, etc.
* In Asia with a broad coverage of all major economies in the region.

In Colombia, BNP Paribas has presence through 5 legal entities representing the Group: 1 Rep. Office, a Corporación Financiera for local CIB banking license activity and a Trust company for Securities Services, all within the Corporate and Institutional Banking operating Division. As for Investment and Protection Services, an insurance company (Cardif) and a Rep Office for Asset Management. BNP Paribas is the European bank with the longest uninterrupted presence in the country.

Business Overview: 

The Latin America region is a key market for BNP Paribas. While Brazil remains the largest economy in Latin America, other major countries in the region are significant contributors for the business and for long standing relations with clients. For example, BNP Paribas has been uninterruptedly present in Colombia for more than 40 years. 

BNP Paribas has a historical footprint in Colombia, Mexico, Perú and Argentina (Hispanic Latin America). The Bank has been in the region since 1914 and has nearly 3900 employees between Corporate and Institutional Banking (CIB) and International Financial Services. 

CIB in Hispanic Latin America has world-class teams of roughly 400, thus ensuring an overall coverage of BNP Paribas’ client franchise in the region. All BNP Paribas’ business lines have operations in Hispanic Latin America and are structured in such a way as to provide their clients with the best combination of specialists according to sector, product or geographic region. In the context of growing globalization, they are able to accommodate their clients thanks to their powerful regional platforms: 

• In New York (and Sao Paulo with a number of professionals covering Latin America.  

• In the whole of Europe with major hubs such as Paris, London, Frankfurt, Madrid, etc. 

• In Asia with broad coverage of all major economies in the region. 

In Colombia, BNP Paribas has presence through 4 entities and 2 Rep Offices representing the Group: the BNP Paribas S.A. Rep. Office, the Corporación Financiera and BNP Paribas Securities Services Sociedad Fiduciaria S.A. for the Corporate and Institutional Banking pole. As for International Financing Services, an insurance company (Cardif), a renting company (Arval) and a Rep Office for Asset Management Services.  

Job Purpose:  

The Head of Client Development aims to define and drive Sales & Servicing Strategy for LRM/GRM and client servicing strategy for CSMs teams, in coordination with Head of Location. 

Maximize BNP Paribas Securities Services overall revenues and profitability; ensure the RM/GRM team maximizes client profitability and quality of service.  

Organize and manage the LRM/GRM and CSM teams to ensure personal development.  

Manage the sales effort for prospective clients, achieving individual sales targets and help the team achieving their own targets.  

Duties and Responsibilities 

1. Management 

• Responsible for Hispanic LATAM relationship management, sales, and client services working closely with the client lines  

• Ensure coordination with products in client lines to define relevant strategies per client segments                                                                                                                                          Coordinate with other members of the coverage team on joint bids 

• Function as a catalyst for the RM/GRM and CSM team for matters impacting the local Client Development team (eg Compliance and others) 

1. Sales- Ensure consistent sales and servicing strategy 

• Ensure maximization of BNP Paribas Securities Services client profitability (transversal client P&L, segment P&L, location P&L, region P&L)    

• Responsible for building and managing a pipeline of new business opportunities from all client segments 

• Identify areas where BNP Paribas Securities Services could provide value-added and differentiating services to prospective clients (“prospects”) and quantify opportunities, e.g. evaluate trend analysis, analyze current activity to identify and suggest opportunities, educate prospects on product usage, etc… 

• Responsible for understanding full offering of Securities Services products across locations in order to maximize sales potential                                                                              

• Develop strong relationships and regularly network with prospects at senior levels, leverage Securities Services contacts to arrange meetings with the specific purpose of identifying new revenue opportunities for Securities Services and maintaining pipeline quality 

• Manage sales process end-to-end, responsible closing new business opportunities, ensuring completion of requests for proposals within deadlines, respecting internal deal management and risk procedures                                                                                                  

• Negotiate to maximize revenue and client profitability potential, ensuring agreed tariffs meet margin requirements and/or improve Securities Services wallet share                                                                    

• Responsible for contributing to the global sales strategy, working effectively with Securities Services sales teams in all locations 

1. Relationship Management 

• Be the ultimate client advocate towards product and ops 

• Ensure proper monitoring of client satisfaction and service delivery to maintain client revenues. 

• Develop, maintain and share knowledge on client, market, industry, competitive product offering and regulatory developments and anticipate their impact for prospective clients. 

1. Client Service & Market Specialist Supervision 

• Oversee the service delivery to ensure an optimized client experience.  

• Contribute to the protection & development of profitable revenue streams for the region on the deals related to non-resident entities. 

• Ensure existing revenues for clients assigned to the CSMs.  

• Help to Identify and develop local market opportunities towards non-resident entities leveraging Pilot RM/Sales, Contributing RMs/Sales  

1. Product/Innovation 

• Work internally with product Management, Ops, GRM & RM teams to propose creative solutions to prospects needs and to target maximum product penetration including cross border locations.  

• Participate in the design and implementation of new/enhanced products and services across locations                                                                                                                                                                                                                                                                  

• Act as internal senior sponsor for client requested service enhancements                        

• Ensure coordination with and input to business lines to build or package solutions tailored for clients’ needs 

1. Administrative 

• Regularly update client prospects, opportunities, calls and visits in the internal client management system (Client Vision). 

• Responsible for completion of compliance documentation and KYC approvals. 

• Responsible for sizing and validating all credit requirements for prospects (when applicable) 

• Actively participate in BAP process 

1. Marketing 

• Market BNP Paribas Securities Services brand. 

• Attend at industry conferences, panels and other events to represent the BNP Paribas brand and increase Securities Services visibility and network 

1. Risk responsibilities 

Contribute to risk control: 

• Check before prospecting a new name that there is no obstacle for credit risk or compliance. 

• Ensure that all appropriate credit lines are in place following appointment by the client (when applicable). 

• Ensure that all legal documentation is completed and signed before the client is allowed to start working with BNP Paribas Securities Services 

Qualifications 

• Education: Graduate in business administration – Universidad de la Sabana, Bogota, Colombia;  

                              Specialist in financial markets – IEB. Madrid, España 

• Specialized Knowledge: Financial Market 

• Abilities: Empathy, quick learner, Working well in a team, Self-motivation, flexible,  Critical thinking, determination and persistence. 

• Experience: Almost 20 years of experience in the financial market focused on sales of financial products.  

• Skills or competencies  

• Behavioral Competencies  

• Ability to Collaborate / Team Work 

• Communication Skills – oral & written 

• Active listening 

• Creativity and Innovation / Problem Solving 

• Organizational Skills Adaptability 

• Client Focus 

• Decision Making 

• Resilience 

• Critical thinking 

• Personal impact / ability to influence 

• Ability to deliver / Results Driven 

• Transversal Competencies 

• Ability to Understand, explain and support change 

• Analytical Ability 

• Ability to manage / facilitate a meeting, seminar, committee, training 

• Ability to set up relevant performance indicators 

• Ability to develop and leverage networks 

• Ability to develop other & improve their skills 

• Ability to inspire others & generate people’s commitment 

• Ability to anticipate business / strategic evolution 

• Ability to manage a project