Client Management & Strategy Associate

Job description

Company Description

Natixis is the international corporate, investment, insurance and financial services arm of Groupe BPCE, the 2nd-largest banking group in France with 35 million clients spread over two retail banking networks, Banque Populaire and Caisse d’Epargne. With more than 16,000 employees, Natixis has a number of areas of expertise that are organized into three main business lines: Corporate & Investment Banking, Investment Solutions & Insurance, and Specialized Financial Services.

Job Description

Natixis is looking for a junior-level Client Management and Strategy Associate to join our Client Management Group in New York.
 

Instrumental in making our CIB businesses client-centric, the Client Management Group is in charge of:

·  Understanding our client base across businesses, mapping our relationships, and assessing client profitability and potential.
·  Developing a selective approach of our client and optimizing resources allocations, by adopting a client / product neutral view.
·  Helping to expand our client base in a coordinated fashion and maximizing our coverage / product penetration (definition of commercial / client action plans with businesses, account reviews, identification of cross sell opportunities, etc).

The candidate will play an integral role in the build-up of the Client Management function in the Americas. Collaborating with Relationship Managers, salespersons, and product specialists, the candidate will have the opportunity to perform a variety of functions including: business development, strategy, industry analysis, CRM, client activity monitoring, etc.

Essential duties and responsibilities:

Client Strategy, Business Development, and Cross Selling

·  Assist business heads / relationship managers in defining / formalizing client strategy and roadmaps.
·  Provide business heads and relationship managers with analysis and data to decide on client segmentation / resources allocation.
·  Develop an understanding of which Natixis products best support the clients’ needs across all client business segments and identify where sales gaps may exist.
·  Conduct comprehensive analysis of accounts for business development purposes, identify cross-selling opportunities and formulate strategic recommendations to develop Natixis’ wallet.
·  Liaise with Client Management teams and other Front Office groups in Europe & Asia to develop coordination on global accounts and optimize cross-selling opportunities across geographic locations.
·  Articulate / coordinate the effort between clients, relationship managers, bankers, and product sales to support the client development plan and ensure follow up on identified actions.
·  Over time, candidate will have the opportunity for increased interaction with clients.

Marketing and Commercial Monitoring

·  Develop analytics and tools to measure relationship success and client profitability, and to assess the performance of the sales forces (sales credit, commercial intensity, hit ratios, etc.)
Prepare commentary on our client activity; communicate on activity to management and coverage.
·  Contribute to the broader use of our unified CRM tool Nat’1 in the Americas as a core tool for business development and client activity analysis; identify potential enhancements and participate to the proper mapping of our relationships in the CRM (for example, account management and categorization).
·  Prepare marketing / pitch materials.
·  Collect / analyze client feedback.

Industry Analysis / Market Intelligence

·  Using public and more targeted sources of information develop advanced tools to build client profiles.
·  Review and analysis of some key clients’ statements / reporting to assess performance and positioning.
·  Quantitative and qualitative analysis of clients to identify forces at work, client challenges, and opportunities.
·  Understanding of market trends, including regulatory evolutions and economic environment, and implications on client development plans.

Required Skills/Qualifications/Experience

·  Bachelor’s degree in Finance or related field from an accredited college/university with 2 to 5 years of previous experience in similar positions (internship or full time position).
·  Knowledge of CRM solutions, in particular Salesforce, a plus.
·  Solid finance / capital markets knowledge, good understanding of capital markets product suite, knowledge of regulatory environment and practical implications on businesses.
·  Organized, proven analytical and interpersonal skills.
·  Curious, strategic, global, and entrepreneurial mind-set.
·  Comfortable in manipulating data, advanced skills in Excel.
·  Strong communication (written and spoken) and presentation skills
·  Given the frequent interactions with Paris Head Office, fluent French a plus.
·  Series 7/63 eventually required as client interactions increase

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