Client Development

BNP Paribas is a leading bank in Europe with an international reach. It has a presence in 73 countries, with more than 196,000 employees, including around 149,000 in Europe. The Group has key positions in its three main activities: Domestic Markets, International Financial Services (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.

BNP Paribas Corporate and Institutional Banking is a globally recognised leader offering capital markets, securities services, financing, treasury and advisory solutions.

The objective of the Global Client Development management is to grow strategic clients while developing best-in-class Sales & GRMs over the world. Their ambition is:

- To develop a portfolio of strategic opportunities in partnership with Global Head of Commercial Strategy and Marketing, across Regions and Locations,
- To ensure that local sales set-up is aligned with the objectives
- To lead the definition of new sales and retention targets
- To provide support for complex deals, in strong coordination with the Regional Managers
- To coach the Regional Sales Leaders to maximize new business opportunities
- To ensure that best practices & tools are shared and rolled out at Regional level

This team is counting 3 people over 2 locations dedicated to animate communities of more than 200 Global relationship managers and global sales over the world.

**Purpose**

This is a role to provide support to the business and the CD management to enable the efficient running for the Client Development Exco
- Ensure smooth running of all new sales initiatives and campaigns as well as any upsells from existing customers
- Supporting the standardisation of reporting across jurisdictions
- Participate into definition and animation of organisation & governance for the Client development Unit
- Lead the preparation of all sales presentations, campaign material, management and adhoc reporting.
- Articulate and develop strategic presentations to the senior management
- Deliver proper reporting to monitor performance over the regions ensuring continuous improvement
- Where required act as designate in coaching on particular deals (non-client and client facing) ensuring the following of best practice.
- Coordinate and promote collaboration of projects assigned
- Conduct in all missions and studies assigned

**Scope**

Securities Services Client Development worldwide

**Responsibilities**
- Business Support- Work with key stakeholders (proposal team, client line, territory etc) to ensure the continued development of high quality sales materials, including but not limited to pitch packs for particular countries, corporate strategy, key products and segment strategies- Liaise with key internal stakeholders on regular and/or ad hoc basis- Execute sales support practices to protect and enhance our position and to protect and increase revenues- Ensure coordination of the key sales campaigns and CD global initiatives- Support the various protocols around pre sales and sales onboarding, including the NDA, NBC, BAC, CAC, 3P procedures. Including getting actively involved on behalf of both Heads of Sales for key deals re the preparation of 3P’s for key bids- Support and where required act as designate on all major internal and external conference planning e.g. Fund Forum, Global Leaders Forum, Client Dev Forum etc.
- Business performance monitoring and analysis- Ensure regular delivery and continuous improvement of reporting, dashboard and documentations needed- Support monitoring of sales strategy and sales plans and campaigns and produce specific reports to complete global dashboards- Ensure the Data quality of the reporting by ensuring a diligent Data recording and tracking- Provide MPI and Analysis on all dimensions of the Commercial performance.- Ensure regular delivery and continuous improvement of reporting, dashboard and documentations needed- Consolidate updates and information in order to support reporting to management- Prepare & assist with management, campaign and adhoc reporting where required.- Support the effective use of tools and best practices across Locations- Conducting studies and making recommendations to support decision
- Definition & animation of organisation & governance- Elabore content supporting Governance- Manage follow up and action plans- Act as designate at select key committees e.g. Transformational Deal Committee, Client Line Executive Committees, Boards etc.- Articulate and develop strategic presentations to the senior management- Collect informations- Organise messages- Build and develop presentation- Leading and Coordination of transversal initiatives and projects across the CD Management team as required- Act as coordinator for projects assigned- Propose and develop relevant documents and databases to record project information and ensure