Business Overview

Securities Services is one of the top global custodians in the world. We are the bank for financial institutions, handling operational transactions linked to their securities accounts. Our mission consists of protecting our clients’ assets and managing their operational transactions throughout the whole investment cycle. We do not invest our clients’ assets for whom we act as custodian or administrator. BNP Paribas Securities Services is ranked 5th in the world and the top non-American custodian.

Mission and Scope

The Institutional Sales Director is entrusted with maximizing BNP Paribas Group’s commercial opportunities within the pension funds and retirement schemes segment in Italy, operating across two complementary strategic dimensions.

As Securities Services Sales Specialist, the role demands a deep and established knowledge of the Italian retirement plan, insurance and asset management landscape combined with an existing network of trusted relationships at C-level. The role drives the development and management of a high-value business opportunity portfolio, orchestrating the full commercial cycle from prospect identification through to deal closing, with full client\deal accountability. Given the concentration of key institutional decision-makers and industry bodies in Rome, for the primary assigned reference market, the role requires a consistent and authoritative physical local presence, with an expected commitment of 12 to 15 working days per month (3 to 4 days per week).

As Group Commercial Coordinator, the role exercises cross-functional leadership, aligning and directing the commercial efforts of the Group’s relevant entities (CIB, Cardiff, Asset Management, BNL, Findomestic, Arval) toward priority of institutional clients, ensuring an integrated and differentiated value proposition.

Both dimensions require a strategic market vision, the ability to anticipate regulatory and competitive developments, and an authoritative presence in the industry. The Institutional Sales Director also serves as an internal reference point for market intelligence sharing and for strengthening the Group’s overall market positioning.

Primary Responsibilities

Strategic Relationship Development

• Build and maintain trusted relationships with Chairmen, Deputy Chairmen, Directors and Board Members of target pension fund and retirement scheme institutions, or other assigned client portfolio
• Leverage an existing, well-established network within the Italian pension and retirement community - or other - to accelerate business development and credibility from day one
• Represent the bank at institutional events in a professional and authoritative manner, with particular focus on Rome-based industry forums and associations
• Build and maintain trusted relationship with industry associations, advisors, legal firms active in the reference segment 
• Create frameworks of interaction between assigned relationships and Bank C-Level representatives

Market Intelligence & Segment Understanding

• Bring and continuously develop a deep understanding of the Italian pension fund and retirement scheme ecosystem, including its regulatory framework, governance dynamics, investment mandates and operational challenges
• Analyze market trends and early-identify segment changes to proactively position new business opportunities
• Anticipate industry trends and understand segment business challenges to position BNP Paribas Group ahead of the curve

Relationship Management

• Develop and implement strategies to manage and nurture relationships with key stakeholders at the highest institutional level
• Ensure regular communication, timely response to segment changes and effective internal information sharing
• Maintain a strong and visible presence in Rome to ensure proximity to key decision-makers and institutional counterparts

Internal Collaboration

• Work closely with internal teams including client coverege, client lines, marketing, product and client service to guarantee full bank alignment and proper effectiveness 

Performance Monitoring

• Establish KPIs to monitor and evaluate the effectiveness of senior-level relationships, including tracking interactions, C-Level engagement events and Rome presence

Pipeline & Business Development

• Identify areas where Securities Services can provide value-added and differentiating services to prospects and quantify opportunities, leveraging segment expertise and existing institutional connectivity
• Develop and maintain a prospect list aligned with segment and regional strategy
• Regularly update prospects, opportunities, calls and visits in the internal CRM system
• Develop and maintain a sales plan (account plan) for each prospect
• Analyze potential Securities Services profitability on a regular basis and identify ways to improve wallet share
• Maintain a full understanding of the Securities Services product offering across all locations to maximize sales potential

Revenue & Profitability

• Develop strong senior-level relationships and leverage an established network to identify and convert new revenue opportunities
• Manage the sales process end-to-end, ensuring timely completion of RFPs and adherence to internal deal management and risk procedures
• Work with Client Lines to propose creative solutions and maximize product penetration including cross-border
• Negotiate tariffs to maximize revenue and client profitability, ensuring margin requirements are met
• Responsible for completion of compliance documentation and KYC approvals
• Responsible for sizing and validating all credit requirements for prospects
• Coordinate with coverage team members on joint bids

Market & Competitive Intelligence

• Develop, maintain and share knowledge on clients, market trends, competitive offerings and regulatory developments specific to the Italian pension and retirement segment
• Contribute to the global sales strategy, working effectively with Securities Services sales teams across all locations
• Participate in the design and implementation of new and enhanced products and services
• Share client knowledge within the Métier and across BNP Paribas where appropriate

Brand & Market Presence

• Attend and speak at industry conferences, panels and events to represent BNP Paribas and increase Securities Services visibility
• Act as internal senior sponsor for client-requested service enhancements

What We Expect from You

Behavioral Skills

• Result driven with a strong business acumen
• Strategic mindset and approach
• Ability to build effective relationships and networks at the most senior institutional level
• Client-focused approach
• Outstanding communication and negotiation skills
• Strong organizational and deadline management skills
• Proactivity and problem-solving attitude
• Flexibility and adaptability, including willingness to maintain a regular and consistent presence in Rome
• High ethical standards and risk awareness

Technical Skills

• Fluency in English and Italian (written and spoken)
• Strong knowledge of financial instruments
• Deep knowledge of the securities services business
• In-depth knowledge of the Italian pension fund and retirement scheme segment, including regulatory environment, governance structures and key market players

Experience

• Minimum 8+ years of pensione fund and retirement schemes industry experience 
• Proven and existing network of relationships at Chairman and Director General level within the Italian pension fund and retirement scheme community
• Track record as sales director

Other Information

• Contract type: Permanent (Director )
• Remuneration: According to experience
• Location: Milan (with regular presence in Rome: 12–15 working days/month)

This announcement is addressed to any gender (D.Lgs. 198/2006, Codice Pari Opportunità)