Strategy

To drive the business growth in corporate coverage segment and deliver the revenue targets, via increasing transactional cross-sell and product/market penetration with the designated corporate portfolio of Corporate & Investment Banking (CIB) clients managed by the Transaction Banking Corporate sales team. 

•    Awareness and understanding of the Group's business strategy and model appropriate to the role.
•    Develop and lead execution of the TB Corporate Sales strategy for China end-to-end, in conjunction with the broader TB and TB Corporate Sales strategies.

Understanding of Client
•    Deep understanding of corporate clients’ business needs, treasury strategy, business footprint, buying centers and decision-making process. 
•    Develop and own the Account Plan commitments for key clients and country client coverage.
•    Actively lead and contribute to the key corridor initiatives to drive the client relationship growth with GAM and GTS teams. 

Client Team
•    Proactively lead TB opportunity development with the CIB coverage team.
•    Execute activities in line with global TB sales policies and global TB product strategy.

Connectivity
•    Build full access to trade finance and cash management decision makers through active client calling.
•    Lead the corridor initiatives to grow the key trade flow and global cash management opportunities. 

Revenue
•    Meet the country budget in TB revenue growth and deliver revenue commitments. 
•    Complete ownership of client level revenues for cash and trade (incl. working capital).
•    Contribute to the decision making process in the execution of country balance sheet growth strategy. 

Business

•    Provide input into the annual budgeting process for TB Corporate Sales China
•    Drive targeted returns on RWAs deployed to franchise clients with appropriate risk management oversight. 
•    Drive sustainable increases in Operational Account liabilities.
•    Actively manage Corporate Sales business performance, identifying areas of underperformance and taking corrective action
•    Using available Performance Management Information, monitor market and cluster performance, providing direction and transferring best practices to drive results against established targets.
•    Sustain strong and deep relationships between and across TB and Client 
•    Working in conjunction with the coverage team, to agree & deliver revenue and activity targets for the client portfolio (based on client planning) and actively call on the client base & the client relationship strategies are implemented. 
•    Maintain ongoing contact with customers to ensure the targeted level of return on Trade finance and working capital loans.
•    Manage the transfer of best practices between markets, and leverage on our Transaction Banking capabilities with the corporate client portfolio.

Processes

•    Supervise and role-model compliance with the TB Sales process.
•    Drive continuous improvement in operational efficiency and effectiveness.
•    Ensure effective management of operational risks and compliance with applicable internal policies and external laws and regulations.
•    Manage Transaction Banking relationship across all products for the corporate client portfolio.

•    Undertake and manage RFP and deal processes for the specific client base, to ensure optimal solution is provided and presented to the client; working with coverage, product management and operations to deliver the desired results to ensure smooth deal implementation and adherence to high levels of service quality.
•    Provide feedback to Product Management on client needs, trends, and market intelligence, and to provide direction on proposed project program initiatives to central product management teams. Keeping abreast of customers’ needs, trends, and product/market intelligence for new product developments/ enhancements, strengthening SCB’s competitive position in this field. 
•    Conduct marketing events to share and promote best practices and standards, to raise SCB visibility and brand equity in the market.

People and Talent 

•    Accountable for TB Corporate sales team capacity and capability development, including overseeing recruitment of TB Corporate Sales resources.
•    Provide effective leadership to promote a sustainable, high-performing business. 
•    Responsible and accountable for proactive performance management of team members, including identification of underperformance and corrective actions.
•    Provide timely feedback throughout the annual performance management cycle.
•    Provide sales team with direct input into the global Account Plan with relation to Transaction banking products, setting out the existing position and planned strategy to meet the clients’ needs.
•    Lead the sales transformation journey to develop the sales team towards the goals under Fit for Growth strategy. 
•    Identify, develop, and retain Accelerate talent, including individualised development plans. 
•    Document succession plans for all critical roles.
•    Maintain proactive engagement with all staff, managing people issues in partnership with HR as required.

Risk Management

•    Identify, assess, monitor, control, and mitigate risks within the Cluster. 
•    Provide an awareness and understanding of the main risks facing sales in the markets within the Cluster, and the role each individual play in managing them
•    Ensure sufficient actions are undertaken to mitigate, reduce and contain the identified operational risks. 
•    Ensure adherence to all CFCC and local regulatory policies.
•    Contribute to discussions regarding significant market risks.
•    Accountable for escalation from relevant management teams to Group governance committees or stakeholders in senior management, risk, or control functions as appropriate

Governance 

•    Accountable for implementing the Group’s governance framework, oversight, and controls for the TB Corporate Sales business, challenging constructively, and overseeing change where necessary.
•    Understand the regulatory framework in which the Group operates, and the regulatory requirements and expectations relevant to the role.
•    Fulfil supervisory responsibilities in line with Group’s Supervisory framework.
•    In conjunction with the coverage team, agree to pricing and other local business and documentation parameters and co-ordinate with Relationship Managers and Product Partners to implement effectively. 

Regulatory & Business Conduct 

•    Lead through example and build the appropriate culture and values for the cluster, setting the right tone and expectations from the various teams working in tandem across products and with risk and control partners.
•    Effectively and collaboratively identify, escalate, mitigate, and resolve risk, conduct and compliance matters.
•    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 the country corporate sales team to achieve the outcomes set out in the Bank’s Conduct Principles: 

Key Stakeholders
•    Transaction Banking, Client Coverage and the broader CIB 

Internal
•    Regional Head HK and GCNA
•    TB Head, HK & GCNA
•    TB Product Heads, each GCNA market
•    Team members in Transaction Banking, Client Coverage, Financial Markets and Retail/Private Banking under the context of banking the ecosystems of our clients in the cluster
•    SCB Strategy, Operational Risk, Finance, Group Treasury, HR, Legal, Credit Risk, Compliance etc
•    Business Planning Managers in other parts of SCB

External
•    Major clients, particularly those in which you play a strategic sponsor role
•    Competitors
•    Media

Our Ideal Candidate
•    University/ Master Degree Graduate with  extensive working experience in the banking industry, with leadership and managerial role experience.

•    Experience of direct negotiations with corporate customers in a professional, confident manner.

•    Solid transaction banking product knowledge (Cash Management, Trade Finance, Working Capital Management and basic credit skills, with preferably knowledge of financial markets)

•    Languages     English, Mandarin

Role Specific Technical Competencies
•    Treasury Management
•    Balance Sheet Management
•    Credit Fundamentals
•    Digital Transformation
•    Client Relationship Management
•    Customer Behaviour and Preferences
•    Sales closings and agreements
•    Sales proposals and presentations
•    Risk Management

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.