Job Summary
• Proactively reach out to existing clients to broaden relationship and deepen wallet share
• Drive client calling/farming activities to defend, maintain, replenish, and grow utilization for existing Trade Finance credit facilities and flow opportunities
• Flow opportunities will include export LC confirmation and discounting
• Credit facilities will span from Documentary Trade (Import LC, Bank Gtees) to Open Account (Invoice, Receivables and Supplier financing) to name a few
• Define existing corporate client focus list alongside Sales and Product leads
• Explore opportunities with non clients around FI products (non client beneficiaries)
• Devise a consistent but adaptive client calling and follow up plan for the targeted clients, with the goal to maintain and grow A&Cs
• Record all client outreach efforts, noting wins and lost opportunities (for lost opportunities, provide feedback on reason for loss)
• Gain insights on client’s business requirements to build leads for upsell/cross-sell
• Build relationships with key internal stakeholders, including Product Management, Trade Operations, Trade Sales, Trade distribution, Compliance, Credit and Legal.
• Provide reporting support, tracking, and reporting as required.
• Ensure compliance with all AML, KYC, and all other Compliance requirements.
• Individual Contributor role
Key Responsibilities
Strategy
• To keep abreast of customers’ needs, trends and product / market intelligence for new product developments/ enhancements, strengthening SCB’s competitive position in this field.
• To understand our clients’ businesses and to anticipate the requirements
Processes
• To provide feedback to management regarding client needs, trends and market intelligence
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.
• Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.
Key stakeholders
Internal
• Coverage and TB Sales
• Regional/ Country Product Teams
• Operations
• Central product management and product development
External
• Clients
Skills and Experience
• Knowledge of Product Line
• Marketing Strategy and Positioning
• Planning: Tactical, Strategic
• Disruptive Innovation
• Business Markets
• Business Performance Management
Qualifications
• 5+ years of client-facing experience, with particular emphasis on quota-carrying roles
• Good working knowledge of Trade Finance products is a must, including but not limited to: Import and Export Letters of Credit, Standby LCs / Guarantees, Invoice Financing, Supplier Finance, Receivables Finance, Working Capital
• Past experience in Sales, Product Management, Trade Operations or Client Service is a plus
• Ability to work with a wide range of stakeholders across different functions to drive a collective agenda across multiple products and stakeholders
• Good interpersonal and communications skills (both in person and over phone and digital channels) and able to build rapport with client portfolio
• Ability to push through rejections and stay resilient and positive are key character and attitude traits for the role
• Fluency in English and any local business language is a must
• Role is Delhi based
