Director Transaction Banking Corporate Sales

Job Summary

• To support the coverage team in deepening Transaction Banking (Cash) product penetration in the Middle East region and providing insights / support to coverage team to target New to bank business.
• Role to be based out of UAE (or an alternate Standard Chartered Bank Network location as advised by Regional Sales management_
• To provide value proposition and provide complex structure solutions to clients based in ME
• To take the lead in thinking through product related ideas for meeting client needs, bringing product related capabilities, market information/trends back into the coverage team.
• To understand customer buying behaviour and needs to develop well researched customer value propositions (CVPs) positioned to increased transaction banking sales revenue along with product teams both in trade and cash
• To continuously scan and manage the composition and trends in the local market and validate them against market, customer and competitor knowledge. This should enable Standard Chartered to identify and plan for opportunities and threats to protect/grow Transaction Banking Sales Revenue
  
  

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
• Partner with trade distribution as appropriate to create additional capacity to deliver on client requirements
• Identify Cash business opportunities, structuring and pitching appropriate solutions, making effective pitches, and delivering client mandates seamlessly
• Collaborate with implementation, client management and service teams to ensure consistent and superior client experience
• Develop jointly with the Product teams an operating plan to meet country revenue targets for cash in line with the overall Transaction Banking sales strategy
  
  

Business and Financial Targets

• Cash: Drive OPAC balances and liabilities to agreed levels as per scorecard
• Drive healthy pipeline and closures through business origination activity
• Responsible for driving initiatives together with TB product team (e.g.: Banking the Ecosystem, commercialisation of new products etc)
• Lead RFP responses, client pitches and ensure successful conversions, seek feedback and corrective actions for unsuccessful bids
• Manage deal execution, maintain oversight on implementation, and ensure revenue realization
• Identify TBFX (as appropriate) cross-sell opportunities and pass on the lead to the relevant teams
  
  

Client centricity

• Understanding of the client business, more specifically around:
• Financial needs, footprint, buying centre and decision-making process and centres
• Business flows and challenges and how would they manifest and impact their financial needs / flows. Create solutions to solve these challenges.
• Target clients for various product solutions, industry value propositions, campaigns and other initiatives
• Own Account Plan commitment and ensuring client level targets are met.
  
  

Client team

• Pro-actively lead cash opportunity development with coverage partners and product teams
• Execute activities in line with sales pipeline policy; regular inspection on pipeline and ensure it is up to date at all times
• Works with other product teams on identified cross-sell opportunities.
  
  

Connectivity

• Build full access to cash management decision makers through active client calling
• Increase client penetration and revenues for the bank by actively promoting the bank’s network and product capabilities
• Targeted and innovative marketing ideas and techniques for new initiatives and product launches
• Create a calling plan (in conjunction with the coverage teams) mapping the key stakeholders / decision makers / influencers in the client organization with relevant people within the bank.
  
  

Ideation / Pitches

• Take the lead in identifying explicit and implied client needs, engaging key influencers and decision makers, developing unique solutions and leading proposals and pitches to clients
• Leverage Structured Solutions team / Treasury solutions and TB Product expertise for complex solutions
• Cash: Development of cash, liquidity and transactional FX solutions
• Replicate unique solutions across clients and markets
  
  

Execution

• Manage the execution through to revenue realization
• For complex bespoke deals work along Structured solutions team both in respect to cash & trade
• Cash: Client follow up for BAU liability growth
• Monitor usage of channels
• Ensure that any post sales service issues identified are managed appropriately by Client Service Group or Premier Service Management
  
  

Risk Management

• Assist by providing product inputs into credit related work and ownership of product related compliance
• Ensure adherence with the highest standards of ethics, and compliance with relevant policies, processes and regulations.
• Adhere to good sales practices in relation to relevant policies.
• Ensure appropriate TB inputs are incorporated in BCA / Term sheet / Pre-Screening review / Credit
  
  

Skills And Experience

• Knowledge of Product Line
• Electronic Banking Products
• Emerging Technologies
• Sales Proposals & Presentation
• Regional Experience is preferred.
• Fintech Knowledge is advantageous.
• Banking Experience.
  
  

Qualifications

• Education Masters or equivalent qualification
  
  

Competencies

Action Oriented

Collaborates

Customer Focus

Gives Clarity & Guidance

Manages Ambiguity

Nimble Learning

Decision Quality

Instills Trust

Technical Competencies: This is a generic competency to evaluate candidate on role-specific technical skills and requirements

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

Some of our roles use assessments to help us understand how suitable you are for the role you've applied to. If you are invited to take an assessment, this is great news. It means your application has progressed to an important stage of our recruitment process.

Visit our careers website www.sc.com/careers

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