Head of Relationship Management

5 months ago


Wellington City, New Zealand BNP Paribas Full time

Position Purpose

Sales:
Generates profitable revenues for BNP Paribas Securities Services via sales of BNP Paribas products and services to new clients and new markets, as well as to working with the Relationship Management team on major sales to existing clients.

Relationship Management:
Responsible for building deep relationships with New Zealand Strategic and Market Strategic clients, understanding the products and solutions they are delivered while retaining and growing your allocated clients.

Strong leadership mindset, strong communication and interpersonal skills, providing support to the New Zealand Client Service Mangers where they have Relationship Management responsibilities.

Executive Management:
Member of the New Zealand management team providing accurate and up to data points on our current client base and the wider New Zealand market. Providing as required regional and global updates on the status of the of the NZ new sales pipeline and the relationship status of NZ resident clients

Key Responsibilities

(A) Sales

The New Zealand market is dominated by large asset managers, sovereign wealth funds and wealth managers. The New Zealand businesses success is dependent on penetrating and executing sales to these segments of the market.

As the Sales lead for New Zealand, the purpose of the role is to ensure that sales success within BNP Paribas Securities Services is developed in the New Zealand market. This will come through networking with and marketing to prospects and clients to ensure that BNP Paribas Securities Services meets new revenue targets (for new clients and for significant new revenues from existing clients).

Ensure compliance with Bank’s policies/procedures and regulatory requirements, in particular with regards to the KYC responsibilities and duties, as per relevant policies and procedures, and the summary of responsibilities list attached hereto (appendix).

Contribution to meeting annual sales targets
- Calling on prospects to ensure that at all times, BNP Paribas name is "front of mind" for potential clients. Use networks (for example with existing client base) to develop contacts with potential clients
- Be proactive in keeping informed of changing market conditions, regulations, competition and product opportunities through development of market and internal networks
- Assist with preparation and lodgement of BNP Paribas’ responses to Requests for Proposal (RFPs) from potential clients and consultants, ensuring that quality RFP responses get us off to a great head start in winning business
- Prepare fee quotations for new business, including liaison with BNP Paribas’ service teams and Product & Strategy Manager to obtain resourcing requirements, preparation of profitability models and obtaining relevant approvals
- Ensuring that all feedback / market intelligence from deals is fed back to the business to ensure that BNP Paribas learns from that intelligence
- Winning clients with cross-sell (Securities Lending / FX / Asset Management / currency overlay) opportunities and working with appropriate staff (ie: the MFS team) to market those products

Representation and championing of BNP Paribas in the market
- Participation in conferences and other marketing activities
- Presenting to industry forums, university open days and other events to lift BNP Paribas’ profile with specific focus on superannuation entities

CRM System
- Ensuring that all deals are kept up-to-date and that all call reports are promptly included within our CRM system; Client Vison.

Marketing and Press Relations
- Participation and active input into marketing process
- Identify opportunities for joint-marketing and sponsorship initiatives and feed back to the central marketing team.
- Provide commentary to the marketing team for inclusion in press releases and media briefing sheets

(B) Relationship Management
- Lead and manage specific client & stakeholder discussions.
- Strong negotiation skills with respect to fee and legal negotiations.
- Regular reporting to the executive team on client engagement activities. Initiating reporting enhancements and enhancing reporting
- Actively lead and contribute to projects, process improvement, client profitability analysis & ad hoc duties
- Working closely with the Client Service Managers, Transition and Technology teams
- Build and maintain strong working relationships with clients at a C-suite level.
- Be the senior point of contact for client escalation beyond the Client Service Manager

(C) Senior Business Officer Responsibilities
- Initiate the KYC on boarding process and is responsible to collect the KYC data (with support of the appropriate teams in charge of due diligence);
- Is primarily responsible for ensuring that customer due diligence has been completed to a satisfactory standard, and is kept up-to-date;
- Makes an assessment whether starting a new relationship or maintaining an existing relationship with a customer is appropriate, in resp



  • Wellington City, New Zealand New Zealand Government Full time

    Mō te tūnga | About the role As the Head of Contracts Relationship Management in our Defence Digital Portfolio, you will be responsible for the strategic aspects of contract governance, supplier performance management and reporting, contract administration and contract reviews for contracts held by the Defence Digital Group. This is an exciting leadership...

  • Head Chef

    2 hours ago


    Wellington, New Zealand Head Chef Full time

    Nestled beneath the Beehive, Huxley's serves as the watering hole of Wellington's public sector.We combine modern diner food with bottomless coffee and refreshing cocktails, to be enjoyed in our diverse indoor and outdoor settings.Huxley's is on the hunt for a keen full-time Head Chef who knows how to lead a top-notch kitchen.You'll have an impressive wealth...


  • Auckland City, New Zealand Auckland Transport Full time

    Auckland Transport (AT) keeps Auckland moving! We plan and fund public transport, promote and initiate alternative ways to get around the city, operate and maintain the local road network, and manage parking and traffic systems. We are the kaitiaki of Tamaki Makaurau's transport system, and everyone who moves across it, visits it and lives within it. Join us...


  • Wellington City, New Zealand Eclipx Group Full time

    The purpose of this role is to ensure the maximisation of customer retention, fleet penetration, profitability, and customer satisfaction measures. Improve the quality of existing business partnerships and to find and develop new business partnerships to facilitate sales growth. **Requirements**: **Customers**: Understand the customer’s and supplier’s...


  • Wellington City, New Zealand New Zealand Ministry of Justice Full time

    Tuia te tika Tuia te pono Tuia te aroha Mai i te pō ki te ao mārama. Weave what is just and right Weave what is honest and true Weave with genuine intentions From a state of darkness to the world of enlightenment Nei rā te reo pōhiri o Ātea a Rangi E pāorooro atu nei ki ngā maunga kārangaranga puta noa. Nau mai e te ihi Nau mai e te wehi Nau mai e...


  • Wellington City, New Zealand Department of Internal Affairs NZ Full time

    **Type**:Fixed Term **Hours**:Full time **Location**:Wellington **Business Group**: AoG Services Delivery **Branch**:Digital Public Service **Salary**:$161,947 - $217,692 - **_Are you a people leader with proven success in managing complex commercial relationships? _**: - **_Are you passionate about maximising value to a wide range of stakeholders? _**: -...

  • Relationship Manager

    7 months ago


    Wellington City, New Zealand Peoplebank Full time

    The Technology Directorate at New Zealand Intelligence Community plays a pivotal role in delivering cutting-edge technology solutions to GCSB, NZSIS, and the broader security and intelligence sector. In this crucial position, you'll be instrumental in supporting the directorate's mission: ensuring that both present and future mission requirements are met,...

  • Relationship Manager

    3 weeks ago


    Wellington, New Zealand Workforce Development Council Full time

    Add expected salary to your profile for insightsMe mahi tahi tatou mo te oranga o te katoa.Let us work together for the benefit of everyone.Join Waihanga Ara Rau, the Workforce Development Council (WDC) responsible for the Construction and Infrastructure sectors. We provide industry with greater leadership over workforce development and vocational education...


  • Auckland City, New Zealand University of Auckland Full time

    **Company Description** Waipapa Taumata Rau | The University of Auckland** The University of Auckland is New Zealand's leading University, with a turnover of $1.3bn, including research revenue of over $300m generated across eight diverse faculties and two research institutes. We employ more than 5400 academic and professional staff to support over 45,000...


  • Wellington City, New Zealand Ministry of Education NZ Full time

    Job Type: Permanent- Location: Wellington, NZ**Help shape the future of Education** - We work to _**_shape _**_an _**_education _**_system that delivers _**_equitable_**_ and _**_excellent outcomes_** Our organisation is made up of talented and committed people around Aotearoa, from a wide range of backgrounds and cultures. While we work in different groups...


  • Auckland City, New Zealand Ebury Full time

    Ebury is a hyper-growth FinTech firm, named in 2021 as one of the top 15 European Fintechs to work for by AltFi. We offer a range of products including FX risk management, trade finance, currency accounts, international payments and API integration. **Corporate Relationship Manager -** Auckland** We are looking for a **Corporate Relationship Manager** **in...

  • Relationship Manager

    7 months ago


    Wellington City, New Zealand Theta Full time

    About this role | Mō tēnei tūranga mahi This role is an exceptional career opportunity as positions at this level rarely become available. You will be stepping into an established customer base that includes large public sector agencies. As their Relationship Manager you’ll nurture existing relationships, introducing new technologies and ensuring...


  • Auckland City, New Zealand MUFG Bank, Ltd., Auckland Branch Full time

    **Do you want your voice heard and your actions to count?** Discover your opportunity with Mitsubishi UFJ Financial Group (MUFG), the 7th largest financial group in the world. Across the globe, we’re 160,000 colleagues, striving to make a difference for every client, organization, and community we serve. We stand for our values, building long-term...


  • Auckland City, New Zealand University of Auckland Full time

    **Job Description**: **Waipapa Taumata Rau** **| The University of Auckland** The University of Auckland occupies a unique position in Aotearoa New Zealand and the Asia-Pacific. It is New Zealand’s largest university with over 40,000 students and an international centre of learning and academic excellence. The University of Auckland is the largest...

  • Team Manager

    4 days ago


    Auckland City, New Zealand AIA Full time

    At AIA, our promise is to help people live Healthier, Longer, Better Lives by encouraging them to make positive lifestyle changes one step at m time. Our firm belief is that by following our Operating Philosophy of doing the right thing, in the right way with the right people, the results will come. AIA Insurance for Life, Health and Wellbeing. This is an...


  • Wellington City, New Zealand Cultivate Full time

    Great careers within Financial Services - Become a specialist within financial planning, kiwisaver and investments - Career progression, stability, flexibility, be a specialist Thinking about your next career move within financial services?... Feel like it’s time to do something about it?... Cultivate has access to some pretty special opportunities...


  • Auckland City, New Zealand BNZ Full time

    **Ko mātou tēnei | This is Us** At BNZ we are committed to being the Bank for New Zealand. That means we are focusing on our customers, continually improving the way we do business, and providing great leadership. Here at BNZ we embrace flexible working, have a strong focus on career development and progression, as well as a range of great benefits...


  • Wellington City, New Zealand Victoria University of Wellington Full time

    Location: Te Aro - Type: Permanent - Post Date: Wed Aug 21 01:50:25 2024 - Ref: 1844 - Do you have experience leading a team of people focused on supporting students from all walks of life? - Are you passionate about student engagement and creating a living environment that promotes student success? - Have you developed and delivered events and programmes...


  • Wellington City, New Zealand Cognizant Full time

    **Client Relationship Manager** **The role**: A Cognizant CRM maintains the company's relationships with an existing client or group of clients so that they will continue using Cognizant for business whilst also identifying new opportunities to increase revenue. You will develop strong relationships with the clients, connecting with key business...

  • Head of Customer

    6 days ago


    Wellington City, New Zealand H2R Consulting Full time

    Location: Wellington Type: Permanent / Full Time Reference: 453491 This fast-growing private sector company have achieved remarkable success since their inception in 2016 and have evolved to be a must-have service for their valued customers. As part of their growth they are now on the lookout for a Head of Customer to lead the Customer function. We’re...