Associate Director, TB Sales

Standard Chartered Bank

Key Responsibilities

Strategy

Ideation/Pitches

Take the lead in identifying explicit and implied client needs, engaging key influencers and decision makers, developing solutions and leading proposals and pitches to clients.
Provide input to Product Managers on evolving client and competitor landscape.
Chart clients’ treasury strategy and evolution roadmap to devise the client level cash strategy for integration into the overall client plan to deepen and grow the cash management relationship
Act as a trusted advisor on cash and treasury management with clients to identify new cash business opportunities, structure and pitch appropriate solutions and deliver client mandates seamlessly
Define digitization agenda in the assigned portfolio that would drive client loyalty, wallet share growth, and share of mind
Leads RFP responses, client pitches and ensure successful conversions for Cash business

Business

Revenue and TB Drivers

Complete ownership of client level liabilities & revenue for Cash
Complete ownership of the assigned portfolio’s Driver levels.
Owns Transaction Banking Client Map and Account Plan commitments.
Execute activities in line with TB sales pipeline and deal review policies.
Manage deal execution, maintain oversight on implementation, and ensure revenue realization as per scorecard metric
Manages pricing / re-pricing of existing business, such as transaction, service fees & interest rate

Client Team

Pro-actively lead Cash opportunity development with the CCIB team.
Provide effective regional cash sales coverage for the respective GTSs and works closely with FAMs to lead client initiatives and seamless delivery of in-country solutions
Co-ordinate responses by internal functions to regional / global matters raised by client, e.g. due diligence visits, questionnaires etc

Understanding of client

Deep understanding of client treasury management needs, ecosystem and supply chain.
Deep understanding of clients’ business needs, footprint and decision-making process.
Build full access to cash management decision makers through active client calling; including treasury, operations, business management teams.

Processes

Client servicing and sales support

Define and implement client sales & services strategy with strong collaboration with various product, services support teams and senior sales:
Ensure that any post sales service issues identified are managed appropriately by Service Management and/or other relevant departments. (e.g. CCIB).
Work with assigned TTO and PSM for superior client servicing and experience
Manage non-routine clients’ queries and delivers the request of any system migration / enhancement deployment from Product
Co-ordinate resources including Implementation Manager and Product to identify and implement solutions to improve client experiences
Upward trend in client satisfaction

People & Talent

Demonstrate leadership in facilitating & mobilising internal resources to deliver for business initiatives & clients’ ASKs.

Risk Management

Attention to details & follow-through internal TB related protocols of the deal/client management.

Governance

Proactively engage business and functional partners / stakeholders to drive the origination sales agenda with clients.
Promote the SCB brand and exemplify the values of the Group in all undertakings, including adherence to the Group Code of Conduct.

Regulatory & Business Conduct

Display exemplary conduct and live by the Group’s Values and Code of Conduct.
Take personal responsibility for embedding the highest standards of ethics, including regulatory and business conduct, across Standard Chartered Bank. This includes understanding and ensuring compliance with, in letter and spirit, all applicable laws, regulations, guidelines and the Group Code of Conduct.
Lead to achieve the outcomes set out in the Bank’s Conduct Principles: [Fair Outcomes for Clients; Effective Financial Markets; Financial Crime Compliance; The Right Environment.]
Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.

Key Stakeholders

Internal

Country and Regional Heads of Products / Segments
Country and Regional Heads of Functions including Product, ITO, Legal, Credit, Compliance and CFCC, etc.

External

Represent SCB and Transaction Banking with all stakeholders including Clients and industry bodies.

Other Responsibilities

Embed Here for good and Group’s brand and values in Transaction Banking; Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures;

Skills and Experience

Qualifications

Business degree or related qualification
6-10 years of working experiences, preferably in Transaction Banking sales / RM
Strong sales drive and relationship management skills
Be able to work as a team and collaborate well with internal & external stakeholders
Strong project management skills and be able to work under pressure

Experience

Knowledge

Structuring Solutions and ability to handle documentation.
Strong credit understanding and experience.
Seen as an industry expert in Cash and Trade.
Understanding of how to work effectively within a matrix / network organisation.

Skills

Ability to proactively identify client needs and create solutions to generate new to bank business.
Ability to cultivate a network of relationships in the client with key influencers and senior decision makers to identify and win deals.
Ability to probe the commercial implications of a client’s needs and provide solutions and advice that positively impact the client’s operational and financial performance.

Behaviours

Wants to be a trusted advisor – positions as the “go to” person for clients when they desire strategic TB input.
Strong credibility with key stakeholders, i.e. Risk, CCIB, ITO, etc.

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