The Role Responsibilities
To drive origination of “new to bank” revenues and Transaction Banking (TB) product/market penetration with assigned portfolio of Corporate, Commercial and Institutional Banking (CCIB) clients at regional, or local markets
Drive growth in revenues, liabilities, assets, and contingents anchored by a growing pipeline, cross-sell, optimal returns and commercialization of TB Cash, TBFX, trade and working capital products
Up-tier and strengthen relationships with major and key clients (may include New to Bank) through positioning ourselves as value add and consultative partner – help the clients to achieve their finance needs and goals through provision of solutions that address client needs and demonstrate value in the relationship.
Strategy
Awareness and understanding of the Group’s CCIB business strategy and model appropriate to TB Sales Role:
Products: Growth of capital lite suite; transform with sustainable trade finance; grow origination and distribution.
Build wallet share in Kenya for CCIB business.
Establish leading positions in Kenya as high returns market and lead digital banking for CCIB clients.
Business
Revenue & understanding client:
Complete ownership of client level revenue for cash, trade, working capital and TBFX.
Complete ownership of client and product level returns aligned to CCIB returns strategy for cash, trade, working capital and TBFX.
Drive growth in revenues, liabilities, assets, and contingents anchored by a growing pipeline, cross-sell, optimal returns and commercialization of TB Cash, TBFX, trade and working capital products.
Drive business momentum through initiatives on increased penetration of existing client portfolio and supporting growth through new to bank clients.
Deep understanding of clients’ business needs, footprint, buying centers and decision-making process.
Own Account Plan commitment and ensuring client level targets are met.
Connectivity:
Build full access to trade finance, working capital or 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.
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.
Maintain a detailed and up-to-date knowledge of the bank’s comprehensive integrated channels capabilities and their application to client needs – use this knowledge in structuring solutions.
Facility structuring for Trade and working capital deals.
Development of cash, liquidity and transactional TB FX flow solutions.
Respond to Requests for Proposals (RfP’s) or proposals and clients pitches on cash, trade and working capital solutions.
Execution:
Manage the execution through to revenue realization (as per scorecard metric of completed implementation and deal closed).
Drive engagement with clients/other units to ensure revenue realization if any issues surface.
Document negotiation for new to bank business.
Processes
Ensure all processes across TB CB are followed in the country in line with approved policies and procedures.
Ensure that any post sales service issues identified are managed appropriately by Client Service Group or Premier Service Management
Ensure client has access to self help tools (e.g. S2B Info Manager)
Where necessary, raise customer complaints timely in the relevant systems for tracking and resolution.
People and Talent
Client Team:
Pro-actively lead TB opportunity development with the client and engage CCIB RMs, ARM’s and Credit Analysts.
Execute activities in line with TB sales pipeline policy. 3. Regular inspection and update of pipeline across the portfolio/segment assigned for all TB Products.
Risk Management
Manage all TB Sales risks in the Country (incl. through BRFs & CORCs), conform to global standards, improve risk metrics, e-enablement & culture, and ensure no failed audits (internal & external).
Adhere to good sales practices in relation to relevant policies, behaviors (per Culture, Conduct & Behaviors) and FOSAF.
Ensure appropriate TB inputs are incorporated in BCA/Term sheet/Pre-Screening review/Credit Workshop
Governance
Build strong knowledge of local regulations and initiatives of local industry bodies to ensure the business is ahead of the regulatory change agenda.
Proactively engage business & functional partners / stakeholders to drive the origination sales agenda with clients
Promote the SCB brand and exemplify the values of the Group in all undertakings, including adherence to the Group Code of Conduct. Anti-money Laundering: Ensure compliance with all client due diligence (CDD), anti-money laundering (AML) and sanctions policies and procedures
Regulatory and 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.
Lead the [country Kenya / business unit CCIB / function/TB 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.]
Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.
Key stakeholders
Internal:
Country / Regional Head of Transaction Banking Sales
Country Head, CCIB
Segment Heads
Country and Regional Heads of TB Products
Country CCIB Relationship Management Teams
Credit Officers
Trade, working capital & Cash Operations team including, Service teams
External:
Clients
Industry Bodies in Cash management, Trade and Working Capital
Our Ideal Candidate
Certification in advanced Trade, working capital / Cash
Practitioner with Advanced / Expert Cash and or Trade, working capital knowledge.
Structuring Solutions and ability to handle documentation.
Strong credit understanding and experience.
Seen as an industry expert in Cash and/or Trade, working capital.
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 of clients
Role Specific Competencies
Client Relationship Management
Perseverance and Follow-Through
Sales Proposals and Presentations
Strategic Sales Planning
Sales Closing and Agreements
Knowledge of Product Line
Apply via :
scb.taleo.net
