Vice President- Client Development Specialist, GMA Corporate Sales

About the role

The role will be supporting the Head of GM Corporate Sales in the Americas who is also responsible for hedging activity for Financial Sponsors globally.

Candidate Success Factors

• Results and Impact- Able to influence peers and team.
• Demonstrates good judgement when making decisions of high complexity and impact.
• Exercises appropriate autonomy in the execution and delivery of work.
• Responsible for driving outcomes, which have meaningful effect on team or department.
• Leadership and Collaboration- Creates trust with colleagues.
• Acts in leadership capacity for projects, processes, or programs.
• Client, Customer and Stakeholder Focus- Able to build relationships with a mix of colleagues and clients.
• Interacts regularly with management and department leaders.
• Demonstrates the ability to influence stakeholders at the team level.
• Compliance Culture and Conduct- Takes full responsibility for personal actions and demonstrates courage in facing problems and conflicts.
• Perceived as a person of high moral character; upholds corporate values and displays high ethical standards.

Responsibilities

• Contribute to the design and implementation of the Global Markets Corporate Sales client strategy in the Americas and to Financial Sponsors hedging globally:
• Strategic Plan: support the head of GM Corporate Sales in the Americas to develop multi-year client strategic plans for Corporate Sales in the Americas in collaboration with global teams. Engage closely with peers in Global Banking Americas to provide relevant client analytics.
• Client segmentation & strategic client programs: contribute to the development of the global Corporate clients segmentation for clients based in the Americas by providing quality client analytics and working closely with the Americas Corporates Sales EXCO and key partners (including Global Banking) to determine and refresh strategic client tiers. Support the identification of key prospects.
• Client and Team budget: Lead the Corporate Sales Americas client budget / forecasting and team budget process. Support teams in defining client level targets. Identify and implement a repository of ongoing client level projections for client planning and resource allocation discussions Lead the team level budget process for the Americas by identifying growth strategy and CC targets. Contribute Americas inputs into the overall global and regional consolidations.
• Client performance benchmarking: work closely with global Client Development team and with Global Banking data teams to analyze internal client data and external benchmarking (e.g. Coalition, Dealogic) to analyze corporate client franchise performance and identify revenue opportunities/gaps with clients. Review the submission of client contribution metrics to third party providers.
• Continuously improve client analytics, leveraging AI/LLM and automation. Improve the breadth, depth and quality of client data used for decision making. Work with QDI and COO teams to ensure that the relevant client data is available on need-to-know basis across the organization in a curated and automated way to meet the needs of the wider sales organization. Leverage LLM/AI to better harness qualitative insights (e.g. CRM call reports, BBG chats). Contribute to global projects to improve client taxonomy and client data quality (e.g. CRM+) in close collaboration with Global Banking teams and global Client Development team.
• Commercial planning: support the Corporate Sales Americas and global Financial Sponsors’ commercial efforts in order to reach our strategic objectives
• Client/Sales Initiatives: roll-out global initiatives in the Americas and/or launch regional initiatives. Work with Global Client Development teams and QDI to ensure tools and dashboards are in place to track progress and KPIs regarding client strategic objectives.
• Strategic client reviews / sales action plans: define framework and process, contribute to developing tools to support internal client reviews and sales’ action plans.
• Voice of the Client: support roll-out of VOC surveys and analyze key takeaways.
• KPIs & Incentives: participate in the deployment of a commercial framework incentivizing sales team to focus on our strategic priorities (commercial intensity and client meetings, value sharing mechanisms, etc.)
• Sales management governance and support:
  • Global / regional Sales EXCOs: support regional sales governance (EXCO agenda, minutes, follow-ups) and contribute to the preparation of global Sales EXCO/Manco for the Americas pr for Financial Sponsors as relevant.
  • Management reporting: support the preparation of Weekly / Quarterly management reporting and updates including overview of client activity, deal pipeline, key transactions closed, key client meetings. Scopes include both Corporates Sales Americas and global Financial Sponsors. Strong focus on leveraging internal tools (e.g. CRM+) and LLM to automate regular reporting and minimize manual tasks.
  • Senior Management presentations: Support Head of GM Corporate Sales and global Financial Sponsors hedging with senior management presentations for business updates or business cases as relevant. Partner across teams to ensure Corporate Sales materials are developed for broader Global Markets and Global Banking forums

Minimum Required Qualifications

• Undergraduate degree required
• Master’s degree or MBA in Finance or related field preferred
• 10+ years of experience in corporate strategy, business management, or audit / consulting in corporate & institutional banking
• Knowledge of BNPP CIB businesses (Global Markets, Corporate Banking, Securities Services) positioning and solutions, market environment and key strategic initiatives
• Knowledge of market data sources (Coalition, Dealogic)
• Highly comfortable with working with numbers: rigor, analytical mindset, ability to interpret numbers and synthesize
• Ability to easily interpret, create and communicate the underlying storyline behind the numbers in a succinct fashion for senior management
• Capable of working with large data sources and ability to consolidate into concise, easy to understand charts/tables/graphs to be used by senior management
• Fluent in English
• Strong MS Excel and PowerPoint skills
• Knowledge of BNPP CIB internal tools
• AI/LLM certification appreciated
• Excellent written and oral communication skills with strong attention to detail
• Confident in working with executive management and actively exchange with Bankers, unit Heads and Senior Management
• Ability to handle confidential information
• Ability to multi-task and work collaboratively across teams on complex initiatives
• Proven leadership skills and drive. Proven problem solver who can make clear-headed decisions while working under pressure
• Excellent people development skills in particular

Preferred Qualifications

• FINRA Registrations Required:
• CFTC Swap Dealer Associated Person (if yes, NFA Swaps Proficiency Program is required):
• SEC Security-Based Swap Dealer Associated Person: