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Director/MD - Americas Buy Side of Sales & Relationship Management

Posted on Jun 1, 2020 by BNP Paribas

New York, NY 10001
Immediate Start
Annual Salary

Demonstrate strong leadership and people care through the effective management of sales and relationship management team members
Ensure full compliance by all team members with Client Development procedures and policies. This includes adherence to our internal sales disciplines (sales campaigns, account planning, team sales activity metrics, logging call memos and timely updates to CRM tool etc.)
Promote team spirit, good conduct and compliance with BNPP values
Guide the team through complex sales and/or (re)negotiation processes, RFP/RFI activities, ensure the proper level of senior management attention when necessary
Regularly assess talent and skill gaps as required by the complexity of the clients and the deals, determine appropriate individual development plans
Set individual sales targets and appropriate performance metrics, monitor regularly (no less than monthly pipeline reviews)
Manage and control expenses and ensure the appropriate use of T&E dollars
Strategic Development:
In collaboration with the Head of the AM and Alts Client Line, carry out the 40 Act Go-to-Market and Alternatives business development strategy. Monitor progress made against strategic milestones and adjust as necessary
Work with local and global marketing and communications teams to increase segment penetration and brand promotion both in the US and in LATAM
Work with the regional heads of Client Lines to determine the Hispanic LATAM sales strategy including the new countries (Mexico and Chile)
Execute the Americas segment strategies in concert with the Client Line heads including product management and client delivery
Reinforce the bank's profile in the region as a speaker/sponsor and participant at industry associations and conferences and through exposure with the media
Revenue Generation:
Execute the Mission of Client Coverage: growing and retaining revenue for BP2S locally and globally
Leverage the FIC bankers as well as Global Markets sales to penetrate large bank relationships
Achieve annual sales and revenue retention targets at team and individual levels for the three main Institutional Investor segments: Asset Managers, Alternatives and Asset Owners
Develop and execute sales/relationship plans for client/prospect organizations and influencers including Prime Brokers, Attorneys, Consultants and Accountancy firms
Develop strategic business relationships with C-suite executives of client/prospect organizations and influencers
Maintain overall responsibility for client satisfaction with existing products and services.
Work with colleagues in BNP Paribas to acquire knowledge of their products; and cross sell them to clients in the Americas
Actively track and communicate client and market intelligence back to relevant Client Line and Client Delivery colleagues
Minimum Required Qualifications:
Proven sales management experience with a global securities services provider
Established strategic business development track record
Established contacts within Institutional Investor client segments, Prime Brokers, Attorneys, and Consultants; and ability to leverage those contacts to generate sales revenue for BP2S
Strong people management and leadership skills
Strong product and industry knowledge with the ability to identify new trends and opportunities
Strong consulting and negotiation skills
Ability to travel (up to 30-40%)
Preferred Qualifications:
Demonstrated problem solving skills, strategic thinking and creativity
Persistent, focused and self-motivated leader
Team player

Reference: 895484992

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