Job Summary

Responsible for Cash & Trade business for Sponsors client segment. Actively identify client needs across fullset of SCB product capabilities, originate new business and grow the franchise by capitalising on bank competitive attributes (network) and developing new relationships where required.

Key Responsibilities

Strategy

• To manage the Sponsors portfolio under Transaction Banking (FI Sales) of clients assigned directly. Over and above, support teams across the relationships to grow the cash and trade business for all the clients domiciled
• To work with Relationship Managers and other stakeholders for growing the cash management, SC Prism FX & trade finance business in line within overall Global Transaction Banking (FI Sales) strategy and within risk parameters of the business
• To manage other Financial Institutions segments as and when required by the business.

Business

• Responsible for the Cash & Trade business for Transaction Banking (FI Sales) for the Sponsors segment. Responsibility for Transaction Banking (FI Sales) Franchise revenues – Origination
• Actively identify client needs across full set of SCB product capabilities, originate new business and grow the franchise by capitalising on Bank competitive attributes (network) and developing new relationships where required
• Engage with Senior Management and decision makers of key clients to improve quality of dialogue with clients, promoting a move away from ‘transactional’ reactive client coverage to consistent value-added partner/trusted advisor status. Anticipate client’s requirements and provide strategic advice, bringing in the relevant product and industry partners as appropriate.
• Maximize profitable revenue to the bank whilst maintaining focus on client outcomes, strengthening and deepening existing relationships both at the most Senior level as well as at the operating level in client’s designated portfolio.
• To deliver financial performance for the country / region as per the agreed budget assigned.
• To undertake market analysis for each country in the region to identify new business opportunities in co-ordination with Product Management and Credit.
• To match customers’ needs with product capabilities through presentation of tailored demonstrations and proposals.
• To negotiate terms and conditions with customers to maximise revenue and profitability.
• To engage and assist the Coverage teams to provide structured solutions to meet the specific cash management and trade services requirements of our customers and prospects.

•    To undertake a disciplined sales management process. 
•    To assist product management in the commercialization of strategic product rollouts.
•    To provide feedback and assistance to all areas of transaction banking, e.g., Product Management, Marketing, etc. to ensure that the voice of the customer and local requirements are incorporated into ongoing plans and initiatives. 
•    To keep abreast of customers’ needs, trends and product/market intelligence for new product developments/enhancements, strengthening SCB’s competitive position in this field.
•    To ensure smooth deal implementation and adherence to high levels of service quality.
•    Ensure customer service issues are addressed and a high level of post sales service is made available to the clients at all times.
•    Benchmark and identify opportunities to establish sustainable sales, product and service advantages against global banking competitors. 
•    Establish and maintain governance framework to ensure sales processes under area of responsibility comply with internal policies, procedures, business conduct requirements and applicable external laws and regulations
•    To ensure adherence to compliance policies and help manage financial crime risk in the business.

Processes
•    To manage the Transaction Banking relationship across all products for a portfolio of FI and Sponsors clients.
•    To undertake and manage RFP and deal processes for specific client base, to ensure optimal solution provided and presented to the customer; 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.
•    To provide feedback to Product Management on customer needs, trends, and market intelligence, and to provide direction on proposed project programme initiatives to central product management teams. 
•    Lead regular pricing reviews, including impact of waivers or non-standard pricing and implement appropriate local pricing at a product level.
•    Monitoring client onboarding, and other compliance related work 
•    Ensure that the service team does regular reviews with clients to validate their service levels and implement client feedback wherever possible.
•    Ensure that the business meets its obligation vis-à-vis prevention of Money Laundering under group policy and standards and under the local laws and regulations.
•    Ensure that clients are serviced promptly and quickly by the service team.
•    To keep abreast of customers’ needs, trends, and product/market intelligence for new product developments/ enhancements, strengthening SCB’s competitive position in this field.
•    Conduct Market events to share best practices standards and raise SCB visibility.

People & Talent

•    Work towards team building and their education.  Ensure all e-learnings/trainings for the team are duly completed.
•    Implement succession strategy and develop future leaders.
•    Strengthen partner relationships.
•    Networking with other countries, region, and group.
•    No failed audits and full cooperation with internal/external auditors.
•    Promote and perform community activities.

Risk Management

•    Ensure adherence to risk management framework in identifying, controlling, monitoring, and reporting of risk.
•    Ensure sufficient actions are undertaken to mitigate, reduce and contain the identified operational risks.
•    Undertake and/ or coordinate periodic business monitoring activities, escalating issues to the segment head.
•    Work in conjunction with service managers and FI Coverage to engage the client for successful closure of all RFIs.
•    Ensure adherence to all FCC policies.
•    While ownership rests with Coverage team, facilitate the obtain documentation for any escalation cases.
•    Ensure adherence to all internal and external regulations to embed compliance risk monitoring as an integral part of the Business process for example quarterly reviews, e-learning, leave plans etc.

Governance
•    Adherence to laws and regulations, internal risk and compliance policies and the Group Code of Conduct.

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.

Key stakeholders

Key Stakeholders Internal
•    Country TB Heads
•    Country and Regional Heads of Products / Segments
•    Country/ Regional Heads of CIB
•    Country FI Relationship Management Teams
•    Credit Officers
Key Stakeholders External
Customers: Represent SCB and Transaction Banking (FI – Sales) with all stakeholders including Clients and industry bodies.
Auditors, Regulators: Represent SCB and liaise with internal stakeholders to resolve issues and implement regulatory changes.

Our Ideal Candidate

• 8+ years of experience in TB products, specifically cash management and trade finance solutions.
• Experience solving for the transaction banking related needs of large global Sponsors clients and other Financial Institutions segments.
• Proven ability to independently identify, drive and deliver on opportunities.
• Strong executive impact and track record of new to bank sales success.
• Certification in advanced Trade / Cash
• Practitioner with Advanced / Expert Cash and or Trade knowledge.
• Structuring Solutions and ability to handle documentation.
• Strong credit understanding and experience.
• Seen as an industry expert in Cash and/or Trade.
• Market Intelligence: ability to anticipate global trends in market and impact on strategy and plans.
• Understanding of how to work effectively within a matrix / network organisation.
• Capable of analysing working capital and funding needs
• 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.
• Strong credibility with key stakeholders, i.e. Risk, CIB, GTO and ability to develop diverse and inclusive relationships at multiple levels of the organization
• Client centric with sharp commercial focus, analytical mindset, consultative engagement style, innovative problem-solving approach, and strong achievement orientation.

Role Specific Technical Competencies

•    Risk Management and Internal Controls
•    Business - Strategy and Model
•    Business - Market Knowledge
•    Business - Products and Processes
•    Sales – Prospecting
•    Sales - Client Pitching
•    Sales - Relationship 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.

Recruitment Assessments

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Visit our careers website www.sc.com/careers