Job Summary

To lead and drive MEsales team in achieving agreed sales volume and profit objectives by acquiring, growing and retaining profitable Medium Enterprise (ME) segment customers within acceptable risk parameters. To contribute towards achieving the region’s overall SME Banking targets and delivering higher EP.

RESPONSIBILITIES
•    To coach, manage and lead a ME sales team in Medium Enterprise (ME) segment customer acquisition and retention, portfolio management and growth.Ensure team are well managed to deliver business performance and achieve both financial and non-financial targets.
•    To get closely involved in day-to-day sales planning management, operations and problem-solving of team member.  
•    Deepen relationship with Medium Enterprise (ME) segment customers in providing effective need based financial solution.
•    Generate new business via direct selling to customers and referrals from different approved sales channels.
•    Build and expand existing customer relationships via in depth analysis of their needs.
•    Identify and prioritize activities to maximize revenue contribution from the high potential customers.
•    Manage the risk of the portfolio on an ongoing basis through proactive monitoring of customers, their transactions, and developments in the general business environment.

Key Responsibilities

•    Maintain a high level of professionalism in dealings with customers.
•    Ensure that customer due diligence is properly carried out by RMs, and other anti - fraud checks.
•    Ensure team to monitor and strict execution of KYC policy within the SME Banking.
•    Ensure team accountable for implementing and complying with AML requirements when performing duties.
•    
•    Ensure team to assist CPMS product sales to provide relevant service (including. FX forward, Structured Deposit and other etc.) to SME banking Medium Enterprise (ME)  segment clients based on their needs. 
•    Consult and recommend strategies where account management or recovery is needed on problem accounts, assisting CMR / GSAM in identifying sources to expedite loan recovery.
•    Work closely with MO, branch service staff, CCC and other internal stakeholders to provide a standard and high level of after-sales service to Medium Enterprise (ME) segment customers.
•    Ensure the team to collaborate with CCIB/Affluent to provide total solution to growing enterprise.Give regular feedback to management on product and processes based on Medium Enterprise (ME) segment customer feedback.
•    Identify and develop high potential team members. 
•    Identify and manage-out low performing team members.
•    Fully understand the importance of fraud prevention, prevent fraud risks, maintain safe and steady operation of the position, implement regulatory requirements of fraud prevention, strictly execute DOIs of the department, ensure to complete relevant trainings and embed fraud prevention in daily work.”
•    Fully understand the importance of consumer rights protection, prevent damage to consumer’s best interest, implement regulatory requirements related to consumer rights protection, ensure to complete relevant trainings and to always embed consumer rights protection mindset when performing daily work.”
•    Failing to pass D1R for sales will be considered as assessment basis for job incompetency.

Risk Management & Governance
•    Embed Here for good and the Group’s brand and values in the region/country 
•    Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures.
•    Work effectively across SCB, using values behaviors to drive sustainable business growth.

Key Stakeholder
•    Credit Risk Management / Approvers
•    Credit Analysts
•    CRC
•    Trade / Cash Specialists 
•    Trade / Cash Operations
•    Audit
•    Affluent/CCIB Bank

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.
•    Lead to achieve the outcomes set out in the Bank’s Conduct Principles [Act responsibly and within your authority, Use good judgment, Speaking Up, Comply with laws, regulations and Group standards, Fight financial crime, Reject bribery and corruption, Ensure fair outcomes for clients, Manage conflicts of interest, Do not engage in or support insider dealing, Protect confidential information, Compete fairly in the market place, Treat colleagues fairly and with respect, Be open and honest with regulators – give them your full co-operation, Respect our communities and the environment]

People & Talent
•    Perform professionally as a team player to lead, co-work, or support in all SME Banking related initiatives.
•    Enhance & multiply the quality & depth of direct reports in SME Banking family.
•    Drive performance through clear objectives via scorecards, KPIs
•    Identify current and future employee development needs (skills, training, behaviour, coaching, and career path)
•    Identify and recruit new staff based on the staff planning with supports from local HR and HR business partner

Other Responsibilities
•    Understand, acknowledge and comply with the requirements on individual accountabilities and responsibilities of the job set out in applicable local laws and regulations as well as SCB internal policies
•    Effectively ensure and intensify internal controls by keeping abreast with developments of applicable local laws and regulations on accountabilities.
•    Perform job duties with diligence, contribute to efforts as an individual or as a team member so as to avoid any actual or potential legal sanctions, regulatory penalties, material financial loss, or adverse reputational impact on the Bank.  
•    Be responsible for failure to follow relevant rules and processes, failure to properly perform the responsibilities, and implement corrections.
•    Cooperate with any investigations or reviews on regulatory failure such as accountability review

Other than above roles, job holder should follow other job duties and responsibilities assigned by line manager from time to time. 

Above key responsibilities and selection criteria are the major assessment to assess the staff if qualified during probation and competent after probation. Failing to satisfy any of the aforesaid requirements, or failing to pass the WRB essential, the employee will be deemed not meeting the recruitment requirement for passing probation, and the Bank is entitled to terminate the employee’s employment contract immediately. For employee who has passed the probation, failing to pass the WRB essential will be taken as assessment basis for job incompetency.  

Before attend and pass the WRB essential class, the employee should not perform any kind of business communication / engagement to customers.

Please note that the job description above will be reviewed during the Job Objective setting every year, which may be amended and agreed where necessary by the employee and the line manager.  

Skills and Experience

Cash Management Services
Credit Analysis and Verification
Small Business Banking
Customer Experience Management
Lending Processes and Standards
Portfolio Management

Qualifications

•    University degree in Finance or related discipline is preferred.
•    Minimum 8 years of frontline experience in SME / Commercial Banking with other banks in China.
•    Knowledge of corporate lending solutions, trade finance products, treasury and transaction management, cross-border financing preferred.
•    Comprehensive knowledge and experience of Medium Enterprise (ME) segment client offerings and market / competitive landscape in the Medium Enterprise (ME) segment space. 
•    Strong business understanding, credit risk analysis and financial knowledge.
•    Knowledge of processes related to client acquisition, privacy, regulatory compliance, KYC and CDD.
•    With at least 3~5 years team management experiences. 
•    Familiarities on Credit analytical procedure & tool (Moody) would be preferred.
•    Experience in selling to corporate customers, specifically to small and medium enterprises (SME) preferred. 

•    Knowledge of trade finance products preferred.

•    Good marketing, communication, and interpersonal skill preferred.
•    Willing to work under pressure.
•    Proactive, positive attitude, customer oriented, self-motivated & a strong champion of teamwork spirit
•    Good command in written English preferred.
•    Good leadership in demonstrating and promoting change 
•    Excellent interpersonal skills and communication skills.
•    Good facilitation and inter-personal 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.