Director, TB Corporate Sales

Job Summary

To drive the business growth in Non-Bank Financial Institiution (NBFI) coverage segment and deliver the revenue targets, via increasing transactional cross-sell and product/market penetration within the designated Insurance and Investors portfolio of Corporate & Investment Banking (CIB) clients

Job Responsibilities

• Drive growth by leading end-to-end coverage of Insurance and Investors clients and selected names in Hong Kong, leveraging relevant expertise and experience to close mandates
• Individually commit to own and manage a client portfolio and be responsible for formulating and executing the revenue growth plan for those accounts
• Possess advance trade finance / cash management knowledge to address specific client pain points to enhance working capital / liquidity management efficiency for Insurance and Investors clients
• Awareness and understanding of the Group’s business strategy and model appropriate to the role, and execute activities in line with global TB sales policies and global TB product strategy
• Deep understanding of Insurance and Investors clients’ business needs, treasury strategy, buying behaviour and decision-making process from Hong Kong and markets in which they operate across footprint market
• Build full access to treasury decision makers through active client calling
• Develop and own the TB Account Plan commitments for key clients
• Lead the corridor initiatives to grow the key trade flow and global cash management opportunities
• Ensure compliance with TB Sales related policies and processes
• Ensure effective management of operational risks and compliance with applicable internal policies and external laws and regulations
• Drive continuous improvement in operational efficiency and effectiveness
• Lead RFP and deal processes for clients in the designated segment, to ensure optimal solution is provided and presented to the client in collaboration with Client Coverage, Product, Implementation, Client Service and Operations; ensure delivery of desired results via smooth deal implementation and adherence to high levels of service quality
• Keeping abreast of customers’ needs, trends, and product/market intelligence for new product developments/enhancements, strengthening SCB’s competitive position in this field

Qualifications

• Bachelors degree in Business Management, Banking, Economics or Finance
• Over 10 years of Client Relationship Management, Transaction Banking sales experience in an international/regional environment, with a strong understanding of the market competitive landscape in both Insurance and Investors segments
• Track record in managing regional clients with Corporate Treasury Centres in Hong Kong
• Solid product knowledge in Cash Management, Trade Finance, Working Capital Management, with preferably knowledge of financial markets products
• Skills and experience in digital transformation and risk management (including basic credit skills