Job Summary

To drive cash, trade and working capital business growth in Malaysia’s Corporate & Investment Banking (“CIB”) business with assigned client portfolio primarily in the corporate and global subsidiary client segments by:

•    Develop and sustain effective client relationships (including new to bank) at appropriate levels in the client organization.
•    To be a trusted advisor on Cash / Trade / Working Capital with CIB clients through provision of solutions that address client needs and demonstrate value in the relationship.
•    Seek constant feedback from clients on competitor assessments, solutions being launched, service level and feed back to respective internal stakeholders.
•    Identifying cash business opportunities, structuring and pitching appropriate solutions, making effective pitches, and delivering client mandates seamlessly
•    Drive business origination and win new cash / trade / working capital mandates
•    Collaborating with implementation, client management and service teams to ensure consistently superior client experience

Key Responsibilities

Strategy

•    Create long term strategic and tactical client level strategy for assigned clients
•    Client strategy to be fed into overall account plan and aligned with the coverage partners.
•    Create global calling plan and client stakeholder mapping as part of client strategy.
•    Define digitization agenda in the assigned portfolio that would drive client loyalty, wallet share growth, and share of mind
•    Identify TB business opportunities, structuring and pitching appropriate solutions, making effective pitches, and delivering client mandates seamlessly.
•    Develop client level RFP strategy to orchestrate the scope and requirements and appropriate calling plans to actively engage various client level throughout the RFP process.
•    Collaborate with implementation, client management and service teams to ensure consistent and superior client experience.

Business

•    Own TB revenue and drive budget for the assigned individual portfolio 
•    Drive OPAC / QDL conversion toward agreed levels
•    Drive healthy pipeline and closures through business origination activity
•    Lead RFP responses, client pitches and ensure successful conversions  
•    Manage deal execution, maintain oversight on implementation, and ensure revenue realization
•    Recommend and implement the appropriate service model for respective clients; and retain ownership of overall client experience with our cash management solutions and services
Client centricity

Skills and Experience

People & Talent

•    Develop and maintain effective and professional partnerships with internal stakeholders such as Relationship Managers, TB Products, TB Implementation and Client Management, Financial Markets and Cash & Trade Operations etc.
•    Establish leadership credentials by coaching and mentoring junior members of the assigned team
•    Be a role model of the Group’s values and culture in the country

Regulatory & Business Conduct

•    Take personal responsibility for understanding the risk and compliance requirements of the role. Understand and comply with applicable laws and regulations, the Group’s policies, procedures and the Group Code of Conduct.  These include but are not limited to deal reviews, pricing, pipeline management, client complaints, other ethical issues, and general business conduct etc.
•    Effectively identify, escalate, mitigate and resolve risk and compliance matters
•    Take the initiative regarding regulatory, reputational and ethical matters, taking the initiative for providing proactive advice to clients as identified. 
•    Ensure adherence with the highest standards of ethics, and compliance with relevant policies, processes and regulations. 
•    Display exemplary conduct and live by the Group’s Values and Code of Conduct.

Key stakeholders

Internal
•    Global Account Manager, Regional Account Manager, Field Account Managers in the country / region as appropriate 
•    Other Global Transaction Sales, Regional Transaction Sales (as applicable)
•    Credit, Risk & Compliance team in the region / country as appropriate 
•    TB Products, Implementation, Client Managers and Channels team in the region / country as appropriate 
•    Financial Market Sales

External
•    Clients as per assigned portfolio
•    Auditors 
•    Local regulators where applicable  

Qualifications

• Minimum a Bachelor and/or master’s degree in Business Management, Banking or Finance OR equivalent
  Minimum 10 years of relevant Transaction Banking sales experience ideally in the Corporate segment or Multinational client segment preferably with an excellent understanding of the banking landscape in Malaysia.
• Certificate in International Cash Management (optional/bonus)
  Any Trade Finance Certification (optional/bonus)
• English (minimum), Bahasa Malaysia (optional/bonus), Mandarin (optional/bonus)

The individual should also possess: 

•    Strong leadership qualities, able to articulate and communicate the growing ambition and goals for the business both internally and externally.
•    Strong communication and influencing skills, proven track record to work in a collaborative cross-border team environment with multi-cultural stakeholders. 
•    Strong analytical and problem-solving skills

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.