Head of Corporate Sales, Southern Africa at Standard Chartered Bank

JOB SUMMARY:

• To build the sales team with clear cut objectives & business focus, train and increase professional competencies, and put a clear succession/back up plan in place.
• To develop the Bank’s relationships with Clients through marketing and sales of Financial Market product.

RESPONSIBILITIES:

Strategy:

• To build the sales team with clear cut objectives & business focus, train and increase professional competencies, and put a clear succession/back up plan in place.
• To develop the Bank’s relationships with Clients through marketing and sales of Financial Market products (refer to year-end objectives for individual product requirements).
• Work with clients in conjunction with Relationship Managers, and other colleagues in sales, research and trading to develop a thorough understanding of each prospective client’s business needs. Establish an engagement strategy designed to meet those needs.
• Develop a productive working relationship with the client’s key decision makers through calling, visits, and provision of relevant ideas to become a critical external resource their decision-making process around usage of financial markets instruments. 
• Work with Relationship Managers and Originate new clients to market and sell Financial Market products.
• Diligent coverage of the daily flow business meeting all required standards and procedures.
• Assist the automation of product offering to Clients.
• Emphasis on cross asset and cross boarder collaboration in order maximise client service and returns.
• Drive the client engagement for RWA optimisation to improve the overall FM product RoRWA.

Business:

• Work with the rest of the team to deliver on set objectives.
• To continuously engage clients and internal stakeholders.
• To ensure achievement of individual target for own portfolio of clients, as well as contributing towards units and regions financial targets.
• To work closely with corporate banking team and other stake stakeholders in providing a partnership approach to designated clients.
• Develop a thorough appreciation of each allocated customer’s business and understanding of their potential needs for Financial Markets products, through regular liaison with SCB’s principal RM for each customer as well as through direct contract with the customer.
• Respond speedily and positively to all requests from customers for a specific transaction, or for more general advice, or introduction to a more appropriate contact within SCB, whether or not the request is from the specially allocated group of customers.
• Liaise with Operations concerning customer feedback received on service delivery quality, in order to seek improvements in service delivery where viewed as necessary from the customer’s perspective.
• To maintain frequent and high-quality dialogue with the support functions of Financial Markets.
• To build relationships and work with other business units in order to cross sell SCB's products and services.
• To provide product training to internal/external clients.
• Assist team members to develop required skills in sales, risk and technical knowledge through a process of coaching, appraisal, identification and action on training needs, with appropriate follow up to ensure that new learning is put to effective use.

Processes:

• The role will involve liaising with clients and executing trades and orders in line with SCB’s policy and procedures consistent with all FM Sales staff globally including Order Handling, Record Keeping and Best Execution.
• Accountable for ensuring appropriate frameworks and operational infrastructures are in place to enable the business processes to be efficient, appropriate and compliant with internal policies, procedures, codes and applicable external laws and regulations.
• Monitor the utilization of each client’s trading limits with SCB, obtain specific approval for any excess likely to arise as a result of a particular transaction.
• Continued provision of best-in-class service to help build the financial markets relationship. 
• Taking responsibility for the global financial markets’ relationship for key clients where appropriate. This will require liaison with Relationship Managers and SCB product specialists in other regions in which clients are active, to help build the global franchise with dedicated coverage accounts. 
• Maintain an updated account plan for Financial Markets products for each client. Use to identify potential relationship growth areas and create action plans for addressing opportunities accordingly.
• Emphasis on proactive engagement with clients, and timely delivery of relevant market intelligence. Always respond to requests in a timely and efficient manner. 
• Take ownership of all aspects of service delivery to the client within financial markets, including support functions such as operations.
• Assist in setting up adequate infrastructure to facilitate dealing (book platform, PPG, CA monitoring, seeing approvals with TCRM/GMR/LC etc).
• Drive/follow Financial Market themes and key initiatives and close alignment with the risk books.
• Processes for which the role is responsible under the ORF as 1st & 2nd line; for executing / completing, and for supervising.

People & Talent:

• Lead through example and build the appropriate culture and values.  Set appropriate tone and expectations amongst colleagues and work in collaboration with risk and control partners.
• Ensure active communication of vision, priorities and progress to the business to foster engagement, awareness and motivation.
• Ensure the provision of ongoing training and development of people where appropriate and ensure that holders of all critical functions are suitably skilled and qualified for their roles ensuring that they have effective supervision in place to mitigate any risks.
• Contribute to continuous process improvement and sharing best practice. 
• Set and monitor job descriptions and objectives for direct reports where appropriate and provide feedback and rewards in line with their performance against those responsibilities and objectives.
• Lead and reinforce strategic change and ensure the organisation structure and people programs are aligned and geared towards supporting change.
• Employ, engage and retain high quality people, with succession planning for critical roles. Identify, evaluate and action under performers.
• Responsibility to review team structure/capacity plans.
• Set and monitor job descriptions and objectives for direct reports and provide feedback and rewards in line with their performance against those responsibilities and objectives.
• Responsible for driving appropriate culture and values within the team. Setting appropriate tone and expectations for the team, work in collaboration with risk and control partners across all functions.

Risk Management:

• Adherence to all Group Policies and relevant legislation covering credit, operational, reputational risk among others. 
• Commitment to Group Code of Conduct.
• Timely completion of all e-leaning, attestations and requests for information. 
• Responsible for identifying, assessing, monitoring, controlling and mitigating risks to the Group. Also, an awareness and understanding of the main risks facing the Group as it relates to the role.
• Ensure operational risk management and reporting is an integral part of the business process. 
• Monitor all major risk issues and concentrations and where appropriate, direct remedial action and/or ensure adequate reporting to Risk Committees or functional product heads as it relates to the role.

Governance:

• Responsible for assessing the effectiveness of the Group’s arrangements to deliver effective governance, oversight and controls in the business and, if necessary, oversee changes in these areas.
• Awareness and understanding of the regulatory framework in which the Group operates, and the regulatory requirements and expectations relevant to the role.
• Willingness to ‘speak up’ in the event of any realised or perceived breach of group conduct rules or laws by colleagues.
• Willingness to work with any local regulators in an open and cooperative manner.

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.
• Lead the Southern Africa FM Corporate Sales team to achieve the outcomes set out in the Bank’s Conduct Principles: Fair Outcomes for Clients; Effective Financial Markets; Financial Crime Compliance; The Right Environment.

Key stakeholders:

• Corporate clients – senior personnel and key decision makers
• Client Coverage and product partners across the bank 
• AME GC Top team
• Product management teams
• Structuring management teams
• FM regional head
• Trading heads
• Technology, Finance, control and risk functions
• Regulators

Other Responsibilities:

• Embed Here for good and Group’s brand and values in the Southern Africa FM Corporate Sales teams.
• Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures

Our Ideal Candidate:

• Education: Academic qualification in finance or similar disciplines
• Languages: English

Role Specific Technical Competencies:

• Fixed Income Analysis
• Forwards & Futures – Hedging
• Products – Commodities (OTC)
• Products – Foreign Exchange
• Products – Interest Rate & Currency Swaps
• Products – Money Markets
• Product Knowledge – Securities Lending & Repo Transactions
• Product Knowledge – Repo & Securities Finance
• Products - EFX