Head of Corporate Coverage

3 days ago


Jakarta, Indonesia BNP Paribas Full time

**Direct Responsibilities**

**1. Client Management & Development**
- Steer overall client relationship (product and sector neutral approach), including to define and execute the overall commercial strategy towards each client/prospect, thus building a strong client franchise to support the overall revenue ambition of Global Banking APAC platform
- Develop a thorough understanding of the clients' activities (and sector), needs, strategic issues and challenges, by keeping abreast of latest development, analyse data and anticipate possible scenarios
- Bring the right solutions to clients in the most integrated manner, including to activate relevant expertise (product and sector) in line with clients' needs
- Develop and maintain relationships with appropriate decision makers, ensuring optimal and relevant representation of the Bank across different levels of senior client contact.
- Have a systematic and regular approach towards - (i) client activity update (ii) prospection progress (iii) revenue and cost budget maintenance (iv) client documentation.
- Have regular activity reviews with product/ sector partners
- Ensure credit files are reviewed systematically and timely (if applicable)
- Ensure compliance with Bank's policies/procedures and regulatory requirements, in particular with regard to the KYC responsibilities and duties, as per relevant policies and procedures.

**2. Origination and Execution**
- Responsible for overall dialogue with client (interface role) and have regular communication with client across levels
- Ensure timely identification of relevant business opportunities and early involvement of product/sector experts
- Have joint calling and joint pitching with relevant stakeholders involved
- Lead and organize the origination with team members
- Deliver right/appropriate content/solutions across products including developing and structuring of the transaction (if applicable)
- Ensure all required milestones for execution of deal are met, including administrative (legal, compliance, etc.) processes and procedures

**3. P&L Management**
- Maximize and responsible for all client revenue targets across products and overall profitability for the Bank
- Constantly improve % of non-interest income vs interest income
- Constantly grow per client revenues and wallet share

**Contributing Responsibilities**

**1. Franchise Building**
- Lead and work with the team to expand the client base - adding new relationships and targeting 'Rising Champions'
- Secure high value mandates in terms of revenue contributions and/or competitive positioning of BNPP
- Achieve deeper penetration - (i) adding new legal entities within existing groups (domestic/ cross-border) (ii) increasing no. of products offered to existing clients - optimal coverage (iii) increasing utilisation rate of existing products
- Cross-sell / cross-leverage with Wealth Management

**2. Risk Management**
- Prioritize capital, liquidity and risk limits for clients across products
- Ensure appropriate risk-return balance -Credit Risk, Capital and RAROC
- Be aware of reputational risk at any stage and respond accordingly
- Ensure BNPP operational permanent control framework is implemented and observed, i.e. policies and procedures are met in day-to-day business activities and in compliance with regulatory requirements and internal guidelines

**3. Team Building & Management**
- Provide knowledge sharing, guiding and coaching to RMs/members of the team
- Plan and supervise the appropriate level of Coverage resources to meet business targets

**Governance Responsibilities**
- Ensure compliance with his/her mandate, decision-making authority, risk limits, and supervisory oversight as relevant to the type(s) of activities undertaken
- Ensure adherence to the standards of proper conduct in relation to the type(s) of activities undertaken
- Ensure awareness on the risk implications of the type(s) of activities undertaken (Examples of risk-taking behavior are structuring/ distribution of products, dealing in transactions or onboarding/ retention of customers that may give rise to higher risks, such as business, strategic, credit, market, MLIFT and/ or legal/ reputational risks etc.)
- A minimum of 15 years of relevant experience
- Good connections in the market, “insider status” with the ability to protect the bank from undue risks and generate unique opportunities thanks to his/her access.
- Strong decision making skills, risk awareness and management experience
- Acquired practical experience working in an international banking work environment
- Possess good stakeholder management, interpersonal, and communication skills
- A strong multi-tasker with good organizational skills, ability to work independently, and problem solver
- Good team player with strong ability to work with multiple teams within a highly dynamic matrix organization.
- Possess a logical, positive and open mind-set



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