how can I continue to ensure the right level of connectivity with my team members and key stakeholders?
GlobalTrading spoke with Laure Ly, Head of Greater China Sales and Relationship Management for Securities Services business at BNP Paribas, who won Best in Custody at the 2023 Women in Finance Asia Awards.
Can you please tell me what is your day-to-day role?
At BNP Paribas’ Securities Services, I oversee the Greater China Client Development with members based in Hong Kong and Shanghai.
I supervise sales, relationship and client services managers across our four client segments: asset owners, asset managers, alternatives and financial intermediaries. Together with our global and Greater China-based clients who invest in the Asia Pacific (APAC) region, we aim to grow a profitable and sustainable business across products that align with the bank’s global strategy.
I also spearhead our client sales strategy and commercial activity, monitor sales performance and business at risk, ensure client satisfaction, implement best practices and controls framework, as well as develop senior client connectivity.
What skillsets are required for today and have they changed over the past couple of years?
While my role has progressed together with our Securities Services business in APAC, people management, client strategy and governance still continue to be of paramount importance to me. Even more so in today’s climate, where flexibility and digitalisation have become the norm, an important question I always ask myself is: how can I continue to ensure the right level of connectivity with my team members and key stakeholders?
I’m a strong believer of face-to-face and personal interactions. As a general manager, I need to influence our teams and the organization. Yet at the same time, it’s crucial for me to consider the team’s diverse profiles and personalities, different generations and cultural backgrounds, and continuously bring out the best in everyone.
Growing up in a Vietnamese-French family, my values are rooted in accepting differences, respecting others and being fair. My mixed cultural background, together with my education and personal principles, all play a role in how I interact with clients and colleagues.
How did you get started in financial services and is this the career you envisioned? If not, what had been the plan?
After business school, I went into the financial industry by chance. One of my friends was an intern at BNP Paribas’ Securities Services and I decided to apply for an internship too. I did not know anything about custody, clearing, settlement or fund administration – I’m still here 20 years later!
It has been a fantastic journey; I’ve met great people and close friends, managers and leaders who continue to push me over my limits and progress. Though, as a child, I wanted to become a lawyer (I watched TV shows like Perry Mason all the time).
What progress do you think women have made in financial services? How have things changed since you started? What needs to be done to move the needle further?
I think being a woman is a superpower! I have never felt any downsides about being a woman in the financial industry. Having said that, I can see the challenges especially when it comes to senior management positions. Numbers speak for themselves.
In my opinion, one of the key objectives should be about supporting girls from the start (or from school at least) in order to help them to think about their wide range of possibilities and ensure they gain confidence early enough to believe in their potential and decide their own way.
How does your firm support women and diversity, equity and inclusion (DEI) in general?
Throughout my career, I have crossed paths with great managers who supported and encouraged me. I’ve been very well-supported by BNP Paribas too, with opportunities to move from operations to coverage, coordinating various client segments across geographies.
I’m currently part of an internal Diversity & Inclusion initiative – launched this year, the 2-year sponsorship program provides up to 14 women in the region to work with a senior sponsor to help in their career development. This goes beyond mentorship, as the sponsors’ ultimate objective is to internally advocate for these women.
In order to increase my executive presence and visibility, BNP Paribas is also sponsoring me to be part of exclusive external personal development/networking programs.
