Job Summary

We are seeking an individual to join our team at Standard Chartered Bank in New York. The successful candidate will be working directly with FSS sales team members to execute strategy for Bank and Broker Dealer client sales across the Americas addressing client needs in support of the global sales strategy for the segment.

We are seeking a highly organized, proactive Director who identifies target clients, works in collaboration with stakeholders, such as FM Sales and Client Coverage.  Generates new client income from New-to-Bank or New-to-FSS clients. The successful candidate will build on an already deep understanding of the buying behaviours and requirements of the Banks and Broker Dealer Segment and product capabilities across Financing and Securities Services (FSS).

We appreciate self-driven candidates with strong commercial background and in depth understanding of International Custody, FA, Securities Lending, Prime Brokerage, and related Cash Management and Financial Markets product suite. He / She will have a solid track record of originating deals, running a formal sales process through to closing & contract signing. They will also possess an understanding of Custody markets and trends. We believe that a willingness to acquire new skills will contribute to success in this role.

The Candidate will focus on seeking out and closing commercially viable, realistic mandates that will provide sustained growth in revenue. The jobholder will have the ability to sell the complete suite of solutions that are applicable to Banks and Broker Dealers including Custody, Fund Accounting, Securities Lending, and Digital Assets Custody.

They will have a track record of successful deal team management, quick and efficient deal closure and pipeline discipline (i.e., consistency in budget vs. realised revenue). The jobholder will work with a strategic mindset to identify suitable target clients & cross sell opportunities, be able to grow the revenue across Bank and Broker Dealer Clients and mobilise stakeholders across Client Coverage, Product, Client Solutions, Operations, Legal, Compliance, Risk and Technology – whilst staying on strategy.

Key Responsibilities

• Grows incremental client income from existing clients, through increasing wallet share and onboarding new services.
• Builds a qualified pipeline ensuring enough diversity to realise short term revenue objectives vs. building for the future, with a suitable balance between large strategic mandates and less complex deals.
• Ensures that the pipeline information is accurately entered in CRMx and updated, capturing call reports and all pertinent deal activity in a timely manner.
• Demonstrates ability to articulate the FSS/Bank value proposition in relation to client requirements.
• Leverages thought leadership and SCB strengths to position FSS with clients.
• Acts as a trusted advisor to clients based on long-term perspectives of current and future needs in order to continue to develop the relationship.
• Research potential clients to assess new sales opportunities and prioritise those opportunities accordingly in consideration of the business gestation period.
• Identifies and assists with cross-sell opportunities within Financial Markets products and services, working collaboratively and in partnership with FM Sales colleagues.
• Works closely with FSS Product Management to:
• Provide feedback in a structured manner to Product, detailing opportunities, gaps, outstanding compliance and risk action items.
• Proactively identify opportunities for client engagement with Product and new product initiatives.
• Maximise the impact of market advocacy, product launches/updates, marketing and client engagement events, and participation in industry events.

Day-to-Day Tasks

• Maintains awareness and understanding of the wider business, economic, and market environments in which the Group and the FSS business operate in.
• Maintains good knowledge of all products within the FSS framework, and a broad understanding of the applicable Financial Market products and services.
• Identifies innovative solutions to meet clients’ requirements, maximising replication of existing capabilities.
• Builds and manages sales pipeline in support of Bank and Broker Dealer Clients sales strategy against assigned targets (budget) which are revised annually according to the business growth plan.
• Designs and executes tactical plans to achieve targets as defined in individual scorecard and contributes to achievement of the overall business objectives.
• Participates in account planning activities as required, in collaboration with internal stakeholders such as Client Coverage, Client Segment Head, Global Head of Sales and Business Development, Regional Heads of FSS, to forecast client growth areas and engagement effort planning.
• Monitors competitor activities and market share within their region across their segment, and internally highlights threats and opportunities.
• Maintains an appropriate commercial balance between client needs and long-term profitability/efficiency of the business, through active review of pricing, business activities, and costs of servicing.
• Anticipates and embraces changes (e.g., in the market, regulatory requirements, client organisational changes, etc) and builds a competitive edge with complex clients to optimise outcome of the changes.
• Constructs appropriate deal team and agrees priorities across deal team members to secure the mandate.
• Responsible for submitting the response to RFPs and coordinates activities related to new business proposals.
• Maintains pipeline discipline in accordance with the guidance provided by the Segment Head and/or Global Head of Sales.

Skills and Experience

• Knowledge of financing and securities services product and industry 
• Able to influence and drive sales effort 
• Key commercial awareness 
• Able to identify profitable growth opportunities 
• Deliver on sales targets 
• Public speaking and media aware 
• Solid and attractive network of prospective clients
• Deep knowledge of the Banks and Broker/Dealers segment & client buying behaviours 
• Market profile and credibility with clients
• Technical FSS product knowledge 
• Strong sales skills – demonstrable experience of strategic and technical sales, global coordination, long gestation periods, RFPs, running workshops & problem-solving 

About Standard Chartered

We're an international bank, nimble enough to act, big enough for impact. For more than 170 years, we've worked to make a positive difference for our clients, communities, and each other. We question the status quo, love a challenge and enjoy finding new opportunities to grow and do better than before. If you're looking for a career with purpose and you want to work for a bank making a difference, we want to hear from you. You can count on us to celebrate your unique talents and we can't wait to see the talents you can bring us.

Our purpose, to drive commerce and prosperity through our unique diversity, together with our brand promise, to be here for good are achieved by how we each live our valued behaviours. When you work with us, you'll see how we value difference and advocate inclusion.

Together we:

• Do the right thing and are assertive, challenge one another, and live with integrity, while putting the client at the heart of what we do
• Never settle, continuously striving to improve and innovate, keeping things simple and learning from doing well, and not so well
• Are better together, we can be ourselves, be inclusive, see more good in others, and work collectively to build for the long term

What we offer

In line with our Fair Pay Charter, we offer a competitive salary and benefits to support your mental, physical, financial and social wellbeing.

• Core bank funding for retirement savings, medical and life insurance, with flexible and voluntary benefits available in some locations.
• Time-off including annual leave, parental/maternity (20 weeks), sabbatical (12 months maximum) and volunteering leave (3 days), along with minimum global standards for annual and public holiday, which is combined to 30 days minimum.
• Flexible working options based around home and office locations, with flexible working patterns.
• Proactive wellbeing support through Unmind, a market-leading digital wellbeing platform, development courses for resilience and other human skills, global Employee Assistance Programme, sick leave, mental health first-aiders and all sorts of self-help toolkits
• A continuous learning culture to support your growth, with opportunities to reskill and upskill and access to physical, virtual and digital learning.
• Being part of an inclusive and values driven organisation, one that embraces and celebrates our unique diversity, across our teams, business functions and geographies - everyone feels respected and can realise their full potential.

Recruitment Assessments

Expected annual base pay range for the role is 135,000 USD to 190,000 USD. The final offer will be determined on an individualised basis using a number of variables, including but not limited to skill set, depth of experience and education, internal relativity, and specific work location. At Standard Chartered Bank, Base pay is only part of the total compensation package. Discretionary variable pay and a range of attractive bank sponsored benefit programs are available and designed to foster employee overall health and well-being including, but not limited to, a best in class 401k plan with up to 8% employer match, robust medical plan coverage with employer funded Health Savings Accounts, inclusive family building benefits, and flexible/hybrid working arrangements for many of our positions subject to role specific considerations Visit our careers website www.sc.com/careers 

Some of our roles use assessments to help us understand how suitable you are for the role you've applied to. If you are invited to take an assessment, this is great news. It means your application has progressed to an important stage of our recruitment process.

Visit our careers website www.sc.com/careers