Director, FSS Relationship Manager

Summary

Financing & Securities Services (FSS) business has a unique footprint in Asia, Middle East and Africa and offers a growing range of products, including direct custody, international custody, funds services, trustee services, transfer agency, prime services, and agency securities lending, to a broad range of client sectors including banks, investors, intermediaries, sovereigns, fund managers, insurance companies and corporates.

The jobholder is primarily responsible for managing relationships with a portfolio of key FSS clients assigned, in order to retain existing revenue and grow business through incremental cross-sale mandates. To achieve this, the jobholder must actively manage and maintain an excellent client experience through proactive client engagement, demonstrate a deep awareness of the buying behaviour of client segments, project an in-depth understanding of clients’ business goals and requirements, exercise creative problem-solving, and lead effective collaboration with key internal and external stakeholders across functions and locations.

Key Responsibilities

• Develops and maintains a detailed understanding of the buying behaviours and product needs of FSS client segments and relationships.
• Maintains and promotes knowledge of FSS and FM products and services, with a comprehensive understanding and correlation of clients, service delivery, value proposition and detailed technical product knowledge.
• Defines and executes strategies for assigned clients – builds strong relationship, delivers exceptional client experience, and drives strategic conversations to retain existing revenues and uncover incremental growth opportunities.
• Leads business initiatives, tactical activities, client workshops, and strategic reviews involving clients and internal stakeholders to drive positive business momentum and opportunities.
• Builds a qualified incremental sales pipeline ensuring enough diversity to realise short term revenue objectives vs. building for the future, with a suitable balance between large strategic mandates and lesser complex deals.
• Identifies and assists with cross-sell opportunities within Financial Markets products and services, working collaboratively and in partnership with FM Sales colleagues. 
• Promotes and maintains a positive and professional external personal profile through proactive representation of the Bank and FSS externally at industry thought leadership events, speaking at external conferences and engaging in relevant industry participation events.
• Works closely with FSS Product Management to:
  • Provide feedback in a structured manner to product, detailing opportunities, gaps, and any outstanding compliance and risk action items,
  • Proactively seek opportunities for client engagement with product team and new product initiatives
• Maintains awareness and understanding of the wider business, economic, and market environments in which the Bank and the FSS business operates in.
• Maintains good knowledge of all products within the FSS framework, and a broad understanding of relevant FM products and services.
• Identifies innovative solutions to clients’ requirements, maximising re-use of existing capabilities.
• Provides proactive and timely Market Insights to clients in order to encourage appropriate action and operational collaboration between the client and FSS.
• Participates in account planning activities in collaboration with internal stakeholders such as CCIB Client Coverage, FSS Client Segment Head, FSS Global Head of Sales, Regional Heads of FSS etc, to forecast client growth areas and engagement effort planning.
• Builds and manages pipeline in support of overall FSS sales strategy against assigned incremental sales targets (budget) which are revised annually according to the FSS business growth plan.
• Scouts for existing clients who show growth potential as “Gold” client, presents appropriate business case, and manages accounts as well as growth targets upon approval for FSS Relationship Management tagging.
• Maintains appropriate commercial balance between client needs and long-term profitability/efficiency of the FSS business, through proactive review of pricing, business activities and costs of servicing.

Skills and Experience

• Bachelor degree with extensive and broad experience of either the asset management or the securities services industry. 
• Recognised industry qualifications would be an advantage.
• Deep understanding of client business models and buying behaviours.
• Extensive technical FSS product knowledge.
• Strong sales skills – demonstrable experience of strategic and technical sales, global co-ordination of deal teams, RFP responses, running client workshops and problem-solving.
• Highly organised and an exceptional communicator – able to work effectively in a matrix organisation. Ability to translate client requirements into relevant and appropriate FSS product capabilities.
• Demonstrable commercial track record of delivering revenue growth.