Business Overview

Financial Institutions Coverage (FIC) is responsible for leading global coverage of a selected group of clients operating in the following sectors:   Banks & Intermediaries, Investors, Insurance, Financial Sponsors, and “Official Institutions (“OIC”) Clients””, specifically  Central Banks, Sovereigns and Multilateral Agencies.   

Overall Job Purpose

Drive the global client strategy for FIC clients operating in Mexico - locally domiciled clients (“Pilots”) and subsidiaries of foreign domiciled clients operating in Mexico (“Contributors.”)  

Key Responsibilities

Responsible for all aspects of supporting and co-ordinating the transaction lifecycle of the allocated portfolio which includes:

• Develop and manage C-suite relationships:  

Manage the relationship and dialogue with your priority clients’ C-suite (specifically CIO, CEO, CFO, CRO and Chief Strategist), or their correspondents under specific OIC entities (at the Minister of Finance, Central Bank, and States).

• Drive global client strategy: 

Drive and co-ordinate global coverage strategy at a client level, with the aim of defending and growing BNPP’s share of wallet across products and geographies and identifying synergies and cross selling opportunities where BNP Paribas can bring value.

• Orchestrate internal synergy: 

Work closely with Head of Latam, Regional Head of FIC and Head of Territory to foster a collaborative environment, facilitate effective communication, and drive team performance. 

• Drive business development:

Drive multi-product initiatives, with particular focus on asset classes across: Platforms (Global Markets, Global Banking and Securities Services), Regions (APAC, EMEA, and Americas), and Poles (IPS & CPBS).

• Oversee resource allocation:  

Selective balance sheet/capital deployment, maximize credit lines/risk limit exposure.

• Direct contribution to operational permanent control framework:  
   Work with operational support teams to fine‐tune operational processes, client on-boarding, ISDA/CSA/GMRA signing, Credit limit applications, etc.

• Know Your Client (KYC):  

Act as the Senior Business Officer (SBO) for all clients under coverage and ensure all Compliance, Regulatory and KYC requirements are fully addressed in a timely manner, including:

• ensuring client re-certifications are completed on time across the different risk categories (KPI = no overdue files)
• supporting regulator-led initiatives
• acting as a point of escalation for the Due Diligence Teams, Compliance department and Client On-boarding Teams to help resolve issues
• maintaining vigilance related to potential conduct and market abuse issues

SBO KYC Responsibilities

• Must 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.

• Make an assessment whether starting a new relationship or maintaining an existing relationship with a customer is appropriate, in respect of the reputation and the money laundering/terrorist financing/sanctions/PEP risks, irrespective of the possible type of business the customer is currently doing or intends to do with the bank or other Financial Institutions. This assessment must be formalized in writing in the KYC package (qualitative [SBO] opinion describing the risks and mitigants is mandatory in all cases﴿.

• Uses the KYC scoring grid and judgment to determine the sensitivity, assisted by the teams in charge of due diligence.  Provides the teams in charge of due diligence with the knowledge/details they need when contacts with customers is required.

• Submits the customer’s KYC file to the CAC (Customer Acceptance Committee), as may be required, and provides the CAC with all information and documentation required.

• Contributes to assess the relevance and appropriateness of offering and/or maintaining certain products and services of the Bank in view of the risk profile of the customer.

• Contributes to the detection of any unusual and/or suspicious transactions by the customer with due reporting to a Compliance Office.

• Employs best efforts to maintain a thorough knowledge of the customer from available documentary sources and regular direct contacts with them.

• Keep the KYC up-to date in accordance with the Bank’s standards. In particular, must trigger an ad-hoc review as soon as necessary, notably in case of becoming aware of any material adverse information in connection with any of their customers in the field of AML-CTF, in accordance with the relevant KYC policies and procedures.

Personal Skills

• Leadership – As Head of FIC be a centre of expertise on relevant client sectors and industries. Establish profile in local community as senior BNPP executive for the institutional client sectors. 
• Communication - Engaging others - communicates (both written and spoken) in a skilled and responsive way
• Diligence - Considered decision maker - Is analytical and precise, able to organize and prioritize actions 
• Innovation - Entrepreneur - demonstrates a creative and solution mind-set
• Resilience - Change champion - demonstrates motivation and tenacity; channels stress appropriately
• Knowledge – good understanding of the relevant sector, investment strategies and evolutions through time (investment criteria, target return, asset allocation, liquidity, eligible products, potential use of derivatives, etc.) 

Core Competencies

• Drive for results - Delivers high quality work and strives for excellence.
• Risk awareness - Demonstrates a good awareness of risk and fundamental risk concepts.  Always considers risk in his/her daily activities and abides by the Key Front Officer Responsibilities, where relevant. Exercise risk delegation. 
• Corporate role model, integrity & ethics - Corporate role model, integrity and ethics description insists on the highest standards of personal and professional.
• Team player & cross-cultural awareness - Works effectively in a team. Collaborates and shares information and solutions with colleagues, with other teams and stakeholders. Creates an environment that stimulates open dialogue and values differences of opinion. 
• Client focus - Sees stakeholders as well as external clients as “customers”.
• Conduct – demonstrates the highest levels of integrity and conduct.

Technical Competencies

• Market, product & business - Continuously develop insight and expertise into market, products and activity, and share’s this knowledge with team members. Demonstrates a strong appreciation of economics and market dynamics, with broad enough understanding to form opinions and present personal views on market conditions and trends.
• Strategic business developer - Continuously develops insight and expertise into his/her market and products and shares this knowledge with staff across teams. Be on top of sector trends and with the dynamics of the economic scenario, fostering both Financial and Official Institutions portfolios.
• Business risk - Understands the market, credit, operational, compliance, legal, regulatory and reputational risks of transactions he/she manages/advises on. Demonstrates a thorough understanding of all risk factors related to the scope of his/her activities.