Job Summary
This role will support the coverage team in expanding Transaction Banking (Cash) product penetration in the region, providing insights to target new business. Based either in KSA or UAE to deliver value propositions and complex solutions to clients, lead product-related strategies to meet client needs, bringing market trends and information back to the team.
Key Responsibilities
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
Understanding Client
• Deep understanding of clients’ business needs, footprint, buying centres and decision-making process.
• Owns TB Client Map for Germany and Account Plan commitments.
• Deep understanding of client ecosystem and supply chain.
• Build full access to cash and trade finance decision makers through active client calling; including procurement and trading centres, strategic sourcing, export teams, structured financing teams, channel / distribution management teams.
• Build access at operating levels within the client Trade department / divisions.
Client Team
• Pro-actively lead Transaction Banking opportunity development with the Corporate Institutional Banking (CIB) team.
• Execute activities in line with TB sales pipeline policy.
Ideation/Pitches
• Take the lead in identifying explicit and implied client needs, engaging key influencers and decision makers, developing solutions and leading proposals and pitches to clients.
• Input into BCA's for assigned portfolio.
• Working closely with Structured Solutions Teams to develop solutions for clients (cash and trade).
• Development of trade, cash and transactional FX solutions.
• Proposal and pitches to the clients.
Revenue
• Complete ownership of client level revenue for Transaction Banking.
• Introduction of Treasury Solutions team to capture strategic treasury agenda.
Execution
• Manage the execution through to revenue realisation (as per scorecard metric of completed implementation rather than deal closed).
• Use Transactional Sales team input to drive engagement with clients/other units to ensure revenue realisation if any issues surface.
• Document negotiation for new to bank business.
• Active role in credit & compliance approvals on Product Policy Governance (PPG) deviations.
• Grow utilization on Trade limits.
Client servicing support
• Ensure that any post sales service issues identified are managed appropriately by Client Management and/or other relevant departments. (e.g. CIB, COBAM, Operations etc.).
Processes
• Deal review Processes.
• Adhere to Good Governance processes for Reverse Solicitation.
• Adhere to all pricing governance and guidelines.
Risk Management
• Oversee all TB Sales risks within the Country (including through BORFs & CORCs), ensuring alignment with global standards, enhancing risk metrics, advancing e-enablement and culture, and maintaining a record of successful internal and external audits.
• Comply with established sales practices related to relevant policies and behaviours, in accordance with Culture and Conduct & Behaviours guidelines.
Governance
• Develop comprehensive knowledge of local regulations and initiatives from industry bodies to keep the business proactively aligned with regulatory changes.
• Engage proactively with business and functional partners and stakeholders to advance the origination sales agenda with clients.
• Champion the SCB brand and embody the values of SCB AG in all activities, including strict adherence to the Group Code of Conduct.
Regulatory & Business Conduct
• Exhibit exemplary behaviour by upholding the Group’s Values and Code of Conduct.
• Assume personal accountability for fostering the highest standards of ethics, including regulatory and business conduct, throughout Standard Chartered Bank. This responsibility encompasses understanding and ensuring full compliance with all relevant laws, regulations, guidelines, and the Group Code of Conduct.
• Collaborate effectively to identify, escalate, mitigate, and resolve risks, conduct, and compliance issues.
Skills and Experience
• Capability to proactively identify client needs and develop solutions that generate new business opportunities.
• Skill in cultivating a network of relationships with key influencers and senior decision-makers to identify and secure deals.
• Ability to analyze the commercial impact of client needs and offer solutions and advice that enhance the client’s operational and financial performance.
• Tradeand Cash Product Knowledge
• Client management Skills • Relationship management Capabilities
• Sales Experience
Qualifications
• Education: Bachelor’s degree
• Language: English, Arabic
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.