Transaction Banking Sales at Standard Chartered Bank

Key Responsibilities

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 trade 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 

Connectivity:

• Build full access to trade finance 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.  

Skills and Experience

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
• 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.  

Execution:

• Manage the execution through to revenue realization
• For complex bespoke deals work along Structured solutions team both in respect to trade & working capital; Grow utilization on Trade limits
• Monitor usage of channels
• Ensure that any post sales service issues identified are managed appropriately by Client Service Group or Premier Service Management

People & Talent:

• No direct reports, but work closely with all key stakeholders across Product Management, Structured Solutions Development team, Commodities Trade Finance Team and also colleagues across Transaction Banking Sales and Relationship Managers across Global, Regional and Field Account Management locations. 
• Work closely with Sustainable Trade Finance Team in the region and Group

Qualifications

• Broad banking experience
• Deep knowledge of Trade products
• More than 5-7 years experience in driving Trade business
• Proven ability to independently identify, drive and deliver on opportunities.
• Strong executive impact and track record of new to bank sales success.
• Practitioner with Advanced Trade knowledge.
• Structuring Solutions and ability to handle documentation.
• Strong credit understanding and experience.
• Understanding of how to work effectively within a matrix / network organisation.
• 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.
• Wants to be a trusted advisor – positions as the “go to” person for clients when they desire strategic TB input.
• Strong credibility with key stakeholders.
• Sharp commercial focus, analytical mindset, consultative engagement style, innovative problem solving approach, and strong achievement orientation
• Trade Finance – Documentary Trade    
• Trade Finance – Open Account     
• Working Capital Financing – Overdrafts and Short Terms Loans