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Account Manager - Cash Management Associate
BNP Paribas
New York, NY, United States
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About BNP Paribas:
BNP Paribas is a leading bank in Europe with an international reach. It has a presence in 74 countries, with more than 192,000 employees, including more than 146,000 in Europe. The Group has key positions in its three main activities: Domestic Markets and 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. The Group helps all its clients (individuals, community associations, entrepreneurs, SMEs, corporates and institutional clients) to realise their projects through solutions spanning financing, investment, savings and protection insurance. In Europe, the Group has four domestic markets (Belgium, France, Italy and Luxembourg) and BNP Paribas Personal Finance is the leader in consumer lending. BNP Paribas is rolling out its integrated retail-banking model in Mediterranean countries, in Turkey, in Eastern Europe and a large network in the western part of the United States. In its Corporate & Institutional Banking and International Financial 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.
www.cib.bnpparibas.com
Business Overview:
BNP Paribas is a global leader in the Cash Management space. The Bank relies on a powerful global reach combined with an undisputed local footprint to serve over 40,000 corporations worldwide with strong advisory and innovative, customised solutions covering all aspects of Cash Management. The Account Manager will be part of the Cash Management Sales organization and sit based in New York city.
Responsibilities:
Role responsibilities for this position include the following three main functions:
A – Account manager for dedicated client portfolio:
1. Be responsible for the day-to-day cash management relationship with assigned clients:
1. Be primary client and internal contact for day-to-day cash management related matters
2. Meet client on a regular basis and maintain a calling plan for each client
3. Work with CMO on Client Action Plan and maintain up-to-date CAP
4. Ensure sales strategy for each client is shared with internal stakeholders, especially the Regional Cash Management Sales (RCMS) and local Cash Management Sales Officer (CMO)
5. Coordinate closely with RCMS and local CMOs on all cash management topics
6. Act as 1st escalation point for cash management related issues (internally and for client)
1. Represent sales on implementation matters:
1. Act as 1st escalation point for implementation issues and key decisions to be made
2. Follow up on issues resolution by engaging internal stakeholders (RCMS, Coverage, etc.)
3. Attend implementation project and steering committees
4. Ensure agreed pricing is correctly implemented
1. New business opportunities:
1. Engage with sales and structuring teams for new opportunities
2. Lead proposal / deal structuring
3. Manage pipeline
1. Revenues monitoring:
1. Ensure complete and correct reporting of revenues across geographies
2. Analyze revenues evolution
1. Monitor ramp up of revenues on deals being implemented
2. Engage with internal stakeholders (sales, RCMS, network) to understand main evolutions on a quarterly basis
1. Service issues:
1. Act as first escalation point for customer support teams on major service issues
2. Engage with internal stakeholders for resolution
3. Follow up on escalated service issues until resolution
4. Escalate issues as needed to CMO
5. Keep track of all escalations
6. Work towards possible change in support model for/if recurring issue
B – Deal Structuring:
1) Develop Cash Management solution / proposal
1. Act as single point of entry for proposals for the Americas region, both inbound and outbound
2. Work closely with sales prior to RFP: understand client needs and objectives, participate to client calls as needed, research the client and industry, understand bank relationship, etc
3. Define deal team, including Sales, Proposal Management Desk, European Sales Advisory, Products and others
4. Validate client requirements; identify possible gaps vs capabilities; engage product teams as appropriate
5. Brainstorm and develop tailor made solution with Sales
6. Manage the end-to-end proposal process; coordinate global deal team; review proposal response for final validation
7. Estimate deal value for internal assessment
8. Work with sales on pricing strategy
9. Support sales in preparation of pitch/shortlist presentations; attend shortlist meetings as appropriate
2) Enhance proposal collateral for the Americas region
1. Repository for all client proposals and pricing
2. Improve proposal material and processes
3. Ensure consistency across the region
4. Ensure proper and up-to-date material is used by other stakeholders (Sales, PM desk, EchoNet, etc)
C – Subject Matter Expertise:
1. Develop in-depth expertise in domestic and international cash management
2. Maintain up-to-date material on industry trends and best practices
3. Update the Americas cash management community on product developments, organize trainings
Minimum Required Qualifications
• B.A./B.S. or equivalent
• Previous experience or desire to work with corporate clients
• Working knowledge of or desire to learn Cash Management products
• Strong ability to navigate the Cash Management organization or willingness to develop it
• Client and/or service experience or orientation
• Experience organizing and prioritizing workloads
Preferred Qualifications:
• A drive to learn and share acquired knowledge
• Approachable and solution-oriented mindset
• Judgement to escalate issues
• Team player
• First class communication skills, written and verbal
• Ability to communicate effectively with colleagues and clients
• Practical in problem identification and analysis
• Analytical skills
• Proactive, exhibits agency and initiative
FINRA Registrations Required:
None
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.