Job Summary

This is a Financial Markets (FM) Prime and Financing (P&F) Sales role, the scope of coverage is the Greater China and North Asia (GCNA) with a focus on Japanese clients based in Hong Kong. The Prime Services business has a unique footprint in GCNA, and offers a growing range of products, including for Prime and Financing more specifically: OTC Clearing, Rates intermediation, FX Prime Brokerage, and Fixed Income Prime Brokerage. P&F services are proposed to a number of client sectors including banks, investors, intermediaries, sovereigns, fund managers, insurance companies, and corporates.

The Job holder will be responsible for seeking out, originating, and closing commercially viable and realistic mandates that will provide sustained growth in revenue. The job holder will have the ability to sell the complete suite of solutions (in particular P&F) that are applicable to P&F Clients with a track record of successful deal management, quick and efficient deal closure and pipeline discipline (i.e. consistency in budget vs. realised revenue). The job holder will work with a strategic mindset to identify suitable target clients & cross selling opportunities (incoming and outgoing), grow revenue across P&F Clients and mobilise stakeholders across Product, Risk, Operations, Legal, Compliance and Technology – whilst staying on strategy.

Responsibilities

Strategy

• Executes strategy for P&F Sales in defined region, addressing specific country and client needs and in support of the global sales strategy for the segment.
• Identifies target clients, works in collaboration with stakeholders, including FM Sales and Client Coverage, to agree and execute on
• growing incremental client income from existing clients, through increasing wallet share and onboarding new services, and
• generating new client income from New-to-Bank or New-to-Prime clients
• 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 lesser complex deals.
• Leverages thought leadership and SCB strengths to position P&F with the client.
• Acts as a trusted advisor to the client based on long-term perspective on current and future needs in order to continue to develop the client 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 P&F Product Team to:
• Provide feedback in a structured manner to Product, detailing opportunities, gaps, outstanding compliance, and risk action items.
• Proactively seek 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.

Business

• Maintains awareness and understanding of the wider business, economic, and market environments.
• Maintains good knowledge of all products within the P&F framework and demonstrates a broad understanding of the applicable Financial Market products and services.
• Identifies innovative solutions to clients’ requirements, maximising re-use of existing capabilities.
• Builds and manages sales pipeline in support of P&F Clients sales strategy against assigned targets (budget) which are revised annually according to 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 the Global Head of P&F, Client Coverage, Client Segment Heads 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 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.

Requirements

• Deep segment knowledge & understanding client buying behaviours
• Demonstrated success in a Sales role
• Has operated within a client facing front office role (Required)
• Sales experience in FX Prime Brokerage and OTC Clearing (Required)
• Fluent in Japanese and solid experience of covering Japanese banks and broker dealer clients for FXPB and OTC Clearing products. (Preferred)
• Sales experience in Futures Clearing (Preferred)
• Market profile and credibility with clients

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.