About BNP Paribas
BNP Paribas is a leading bank in Europe with an international reach. It has a presence in 75 countries, with more than 189,000 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, corporate and institutional clients) to realize 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.
In line with the Global Trade Solutions (GTS), Cash Management (CM) and Liquidity Investment Advisory (LIA) strategy in the Americas, which together comprise the Trade & Treasury Solutions (T&TS) team, proactively market clients, identify needs and close GTS, CM and Liquidity opportunities in concert with Coverage Relationship Managers.
The GTS product suite consists of the Bank’s targeted offer for Domestic and Cross Border/Regional transactions toward large corporate clientele in three core areas:
- Traditional Trade Solutions (Documentary LCs, Performance and Trade SBLC, Guarantees and related confirmation, discount…);
- Supply Chain Management Solutions (Inventory, Receivables, Payables); and
- Structured Trade Finance (Import Loans, Pre-Export Loans, Asset Base Lending, Borrowing Base Loans…)
The CM product suite consists of the Bank’s targeted offer toward large and existing corporate clientele in two main areas:
- Inbound – a range of domestic cash management services designed to assist the Bank’s global clients gain access to payments, receivable and liquidity management capabilities in Canada
Outbound– provide international cash management services to our Canadian corporate client base
The LIA product suite consists of the Bank’s targeted offer toward large corporate clientele by way of Time Deposits and Specialized Deposit instruments sourced from Corporate clients
Roles and responsibilities
Key role in the sales function focused primarily on client needs identification, transaction structuring and authorized closure of GTS, CM and LIA solutions
Provide product leadership & expertise in new business development for new prospects and existing clients across Canada. Conduct calling program, jointly with Coverage Relationship Managers, on assigned client portfolio ensuring adequate penetration across client base, and proactively pressing to connect with clients for additional T&TS discussions.
Coordinate with Middle Office and Back Office to insure smooth handling of transactions. Play a key role in managing the process, including with the implementation and onboarding teams, while ensuring client satisfaction remains a top priority.
Participate with developing the client account plan and the business development strategy.
Maintain timely deal pipeline and client relationship reviews.
Other tasks as assigned.
Work closely with Coverage Relationship Managers and GTS Structuring teams to negotiate terms with clients in a profitable and bankable manner. Collaborate on the overall credit proposal, including occasional appearance in Credit Committee. Implement Bank decisions and work with legal counsel on documentation.
Responsible for the inbound business, including leadership in responding to RfPs and developing deal solutions, while working closely with and under the leadership of the Head of CM, Canada to determine strategy and tactics.
Recommend new products required for domestic platform development.
Act as back-up to Head of CM Canada during his absence.
Support the Liquidity origination effort:
Shape client pitch material/proposals to drive stronger client relationships, increased volume, stability and quality of Time Deposit base,
Act in a professional manner as client interface on the TD Deposit Desk, responsible for (i) providing rate information to clients at various tenors, (ii) seamlessly booking deposits post-sale, (iii) co-ordinating with ALM Treasury wherever necessary, and (iv) informing the Business Line in Canada on the transaction flow through periodic activity and portfolio reviews.
Develop proficiency with Kondor, Bloomberg and other systems.
Gather market intelligence, conduct formal and anecdotal competitive analysis of liquidity volumes and pricing versus other financial institutions in Canada.
Research, identify and propose for prospecting new pools of liquidity residing at Canadian corporate entities.
Attend training courses, corporate socially responsive events, networking functions etc to improve professional and personal development.
Reporting and evaluation criteria
Report to Head of Trade & Treasury Solutions – Canada, with oversight from the respective Directors in Canada for GTS, CM & Liquidity.
Be accountable toward the team’s revenue budget.
Direct contribution to BNPP operational permanent control framework.
MBA, or equivalent, with business acumen combined with sense of risk and profitability. Alternatively, BBA or B Comm with 8-10 years experience.
3 years of client-facing banking (structured trade and/or supply chain finance, cash management or corporate banking) or a corporate treasury experience or similar finance experience with a good general knowledge of international business and its practices would be valued
Strong knowledge of the Canadian marketplace and understanding of economics, accounting principles, financial statement analysis, together with transaction structuring and execution skills
Track record of identifying and structuring complex GTS, CM & Liquidity transactions across multiple geographies and legal jurisdictions.
Strong problem solving skills that can be translated into financial structures with an emphasis on mitigating credit and transaction risks under various scenarios.
Understanding of working capital management principles and latest requirements in traditional trade, supply chain finance and cash management.
Aptitude for understanding and applying legal documentation.
Good internal and external client marketing and service skills, including strong written, analytical and interpersonal communications skills.
Team player with eagerness to learn and develop.
Excellent organizational skills, with strong capacity for autonomy after given direction.
Self-starter, sales oriented with ability to take initiative, be proactive and entrepreneurial. Willingness to learn.
Resilient and committed – able to deliver within tight deadlines and under pressure, flexible over working hours and prepared to travel.
Two major client or employer references.
A recruitment policy that promotes equity and diversity:
Equity and diversity are at the core of our recruitment policy because we believe that they foster creativity and efficiency which in turn increase performance and productivity. We strive to reflect the society we live in, while keeping with the image of our clients.
We pride ourselves in applying non-discrimination rules to all our recruitments.
We will only contact the candidates selected who meet the job requirements in terms of training and experience.