JOB SUMMARY

• The TB Specialist role is to identify and cultivate opportunities to cash management, liquidity, and trade finance solutions to clients. The role is to build and maintain strong relationships by understanding clients’ needs including working capital, cash flow and transaction needs,… then proposing tailored solutions and negotiation terms to drive revenue growth. Drawing on market insights, TB specialist executes strategic sales plan, cross -sell products, and ensure adherence to compliance standards. 

RESPONSIBILITIES

Strategy

• To execute and deliver towards the growth of SME in line with Group’s strategies. Develop and execute strategic sales plans (both ETB and NTB) to deepen client relationships and achieve revenue sales. 

Business

•  Sales and Portfolio Management

Understanding of Client

• Deep understanding of clients’ business needs, footprint, buying centers and decision-making process, in particular related to the Ecosystem.
• Proactively building trusted client relationships – maintain a portfolio of active and growing customers
• Strategically formulating account plan – provide client’s needs-based solutions and execute various banking transactions.
• Work with RMs to deliver Account Plan’s commitment (for the focused accounts) and ensuring client level targets are met.
• Market and sell broad range of products including trade service, cash management, treasury, and investment.

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. 
• Maintain an up-to-date knowledge of the bank’s comprehensive integrated channels capabilities and their application to client needs – use this knowledge in structuring solutions.
• Facility structuring for value-added Ecosystem Trade deals.
• Development of cash, liquidity, and transactional FX solutions as cross-sell opportunities
• Proposal and pitches to the clients. 

Business Development & Revenue Target

• Generate new business via new client acquisition and via the ecosystem.
• Grow client portfolio size by deepening existing client relationships.
• Analyse and review potential business to ensure maximum profitability. 
• Identify and prioritize activities to maximize revenue contribution from allocated client portfolio.
• Complete ownership of revenue from the allocated portfolio (revenue for cash, trade and TBFX for Ecosystem clients)
• Execution
• Manage the execution through to revenue realization.
• Document negotiation for new to bank business.
• Execute activities in line with TB sales pipeline policy.
• Origination and structuring of deals based on client needs jointly with product partners as appropriate.
• Generate creative ideas on customer acquisition and products/ services.
• Regularly feedback to Team Leader and peers on new and anticipated financial and service needs and recommend appropriate improvements to processes on new products.
• Maintain a high level of professionalism in client engagement, internal stakeholder management and other business conduct.

Processes

• Support the framework for effective management of operational risks across the Business and compliance with applicable internal policies, and external laws and regulations at a global level
• Support the execution of Business strategy in a safe and well-controlled manner and on an end-to-end basis – incorporating infrastructure requirements and ensuring that they are fit-for-growth.
• Follow and comply with AML CDD policies and procedures where applicable.
• Ensure internal / external CDD requirements are adhered to.
• This role encompasses the processes under the ORF namely, Client Due Diligence, On-boarding and Account Management, Static Data Monitoring, Offshore Booking, Client Offboarding and Complaints Handling.

People & Talent

• Embed the Group’s values and culture.
• Coach peers and more junior staff as appropriate
• Partner effectively with internal stakeholders to deliver effective client solutions.

Risk Management

• Abide by appropriate frameworks to guarantee that business is carried out within the Group’s risk appetite and relevant risks are appropriately managed in conjunction with line managers other stakeholders.
• Ensure compliance with the highest standards of regulatory conduct and compliance standards and practices as defined by internal and external requirements. This includes compliance with regulations and guidelines on Sanctions, Anti-Money Laundering (AML), and Environmental and Social Risk Management (ESRM).
• Abide by the Group’s values and code of conduct and foster a robust culture to ensure that adherence with the highest standards of ethics, and compliance with relevant policies, processes, and regulations among employees.
• Ensure that Risk Management matters that are brought to the job holder’s attention are subject to direct remedial action and/or ensure adequate reporting to the relevant superiors and/or Risk Committees.
• Do what is right to avoid reputational risks and operational losses.

Governance

• Ensure relevant systems and controls pertaining to the role remit are in compliance with Group and Business policies, procedures, standards and codes, including those governing all Risk types, Compliance, Operational Risk, Technology and Operations, Finance and Reputation
• Ensure adherence with the following Regulatory Compliance policies and processes (as is applicable): 
• Anti-Money Laundering (AML) and all applicable money laundering prevention procedures
• Client Due Diligence & Related Periodic Reviews
• Client Suitability Standards
• Treating Customers Fairly
• Approval & review of Credit Applications
• Maintain Documentary standards.
• Data Confidentiality
• Cross-Border Policy 
• Sanctions 
• Environmental and Social Risk Management (ESRM)
• Anti-Bribery and Corruption (ABC)
• Embed the Group’s values and code of conduct to ensure that adherence with the highest standards of ethics, and compliance with relevant policies, processes and regulations among employees form part of the culture
• Engage with all audit report findings and ensure feedback is acted upon.

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.
• Ensure compliance to the Group Sanctions Procedures 
• Ensure adherence to all the local regulations (i.e., State Bank of Vietnam), guidelines and policies.

​​​​​​​Key Stakeholders

• Internal – Relationship Managers, TB product partners, CMPS/WM,  CDD Ops, ITO, Operational Risk, GIA, Legal, Compliance
• External - Clients and Lawyers.

Other Responsibilities

• Embed Here for good and the Group’s brand and values
• Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures.
• Work effectively across SCB, using values behaviours to drive overall business growth.

Qualification

Experience

• Broad banking experience
• Relevant undergraduate degree, ideally with minimum of 5 years relevant experience in Banking or Financial Services industry.
• Proven ability to independently identify, drive and deliver on opportunities.
• Strong executive impact and track record of new to bank sales success
• Knowledge
• Practitioner with Advanced / Expert Cash and Trade knowledge.
• Structuring Solutions and ability to handle documentation.
• Seen as an industry expert in Cash and Trade.
• Market Intelligence: ability to anticipate market trends and impact on strategy and plans.
• Capable of analysing working capital and funding needs

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.
• Ability to read and write in English.
• Behaviours
   

• Wants to be a trusted advisor – positions as the “go to” person for clients and RMs when they desire strategic TB input.
• Strong credibility with key stakeholders, i.e. RMs, TB Products, Risk,  and ability to develop diverse and inclusive relationships at multiple levels of the organization.
• Able to work under broad direction but is a self-motivated individual who can demonstrate strong sense of initiative with the ability to work independently and as a team player; has technical responsibility and accountability for work performed and decisions taken.

Role Specific Technical Competencies

• Account Management
• Addressing Customer Needs
• Anti-money Laundering Policies and Procedures
• Bank Account Features and Services
• Cash Management Services
• Small Business Banking 
   

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.