Genel Bilgiler
Ref No.
111111111118002
Ülke
Çin
Bölge
Beijing
Şehir
Beijing
Sözleşme tipi
Sürekli
Meslek Ailesi
F19 - CUSTOMER RELATIONSHIP MANAGEMENT
Açıklama
Job Description
- Implement a coherent and co-ordinated sales discipline, identify potential business growth areas with new clients, create a pipeline of opportunities in line with the business strategy, and meet agreed sales team targets.
- Manage the sales effort for prospective and existing clients. Ensure cross selling into existing clients and secure new clients to generate profitable revenues for Securities Services.
- Protect and grow global strategic client relationships.
Strategic Planning
- Define the sales plan strategy, including market segmentation and coordination with the business global operating model across multiple regions.
- Maintain a business plan – including financial forecasts and objectives – with objective to protect existing revenues, develop new prospects and revenue streams and increase profitability
- Understand segment buying behaviour and needs to detect and anticipate market trends and positioning
- Work closely with Marketing to refine relevant and existing literature to reinforce marketing communication programme (press, web, etc.)
- Identify business opportunities working closely with Client lines to enhance and adapt product mix to maximise cross-selling within Securities Services
Sales Responsibilities
- Lead commercial effort and ensure a strong focus on key accounts and major global strategic names
- Guarantee long-term contribution to profitability and growth, focusing on sustainable P&L
- Define target objectives, actions and priorities per client
- Initiate and attend marketing opportunities at conferences and events and promoting Securities Services by speaking at conferences/panels
- Identify and reinforce actions vis-à-vis market bodies if needed (e.g. consultants, regulators)
- Leverage existing external contacts and build an internal network throughout the organisation to lead marketing efforts
- Deliver annual revenue targets
Relationship Management
- Establish a business impact dialogue with strategic clients, by (i) demonstrating insight into business issues and trends (ii) being a thought leader and source of ideas (iii) understanding our products and (iv) involving product experts as appropriate
- Understand strategic client’s business strategy, wallet and key drivers.
- Detail penetration strategies across products and geographies.
- Document and maintain client profiles.
- Lead execution of client strategy across all the clients’ business divisions.
- Monitor client revenue and profitability to ensure financial performance is achieved
- Identify, track and measure client business value with the objective to create demand for products and services and hence build the pipeline and diversify our relationship
- Promote, with FIC and GM, a “one-bank” approach by globalising BNPP’s relationship with clients.
- Discern and capitalise on political forces in client organisation
- Build reputation as trusted advisor to the clients and ensure adequate exposure to BNPP Management.
- Assess deals profitability (new sales, fee renegotiations…) and ensure it is in line with business expectations
- Conduct regular strategic reviews
- Act as ambassador /senior representative of the Bank in front of clients and within our industry
- Negotiate contracts and fees, aiming at maximizing profitability level and client tenure
Job Requirement
- Bachelor’s degree with 10 years’ relevant experience
- Previous working in a multi-national company, preferably in banking industry
- Good English proficiency for both speaking and writing
- PC knowledge: e.g. Word, Advanced Excel, and Power Point, etc.
- Client-service oriented, and willing to go into details
- Efficient in completing tasks and proactive in solving issues
- Well organized, and willing to learn and take on additional responsibilities
- Good comprehension, presentation & interpersonal skills
- Strong sense of responsibility, committed & hard-working
- Good communication ability and team spirits
- Able to work under pressure independently
- Able to adapt to fast-changing environment