Director: Trade Sales - Standard Chartered Bank

To retain and grow existing wallets from clients’ transactional activities. The TB Corp Cash Sales is responsible for deepening SCB wallet share in client cash management business. He/she would require a keen sense for business and sales, an ability to build productive client relationships across client organisations, and project management skills to drive multiple client engagements. A demonstrated ability to spot and successfully follow through on business opportunities is essential.

Key Responsibilities

Understanding of Client

• Deep understanding of clients’ operating environment, including day-to-day transactional flows, cash investment needs, trading cycles, and operational banking requirements.

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Client Team

• Provide regular input to striped teams from day-to-day understanding of the clients’ operations
• Execute activities in line with TB sales pipeline policy.

Connectivity

• Build access at operating level in the client shop.
• Join origination sales in client calling where necessary.
• Lead discussion around client servicing.

Ideation/Pitches

• Leverage the feedback from client operating level and bank MIS to refer ideas to origination teams.
• Provide pricing in line with Cash and Trade pricing policy for flow opportunities (e.g. OPAC, bank guarantees, additional accounts, etc.).

Revenue

• Complete ownership to maintain and grow Cash booked flow revenue across CCIB clients.

Execution

• Grow cash & Trade balances and volumes.
• Monitor usage of channels.
• Manage documentation for transactions and post transaction monitoring & servicing
• Lead the execution of deals by tracking implementation through to revenue realization.
• Documentation process for Cash & trade
• Liaising with Ops / CMs and RMs on referrals
• Internal approvals for pricing and ops.
• Develop and manage digital products.

Client servicing support

• Ensure that any post-sales service issues identified are managed appropriately by Service Management and/or other relevant departments. (e.g. CIC)
• Promote the SCB brand and Group Code of Conduct – exemplify the values of the Group in all undertakings

Processes

• Ensure that any post-sales service issues identified are managed appropriately by Service Management and/or other relevant departments. (e.g. CIC)

Risk Management

• Drive the Operational Risk framework implementation where applicable
• Adhere all TB Sales risks in the Country (incl. through BORFs & CORCs), conform to global standards, improve risk metrics, e-enablement & culture, and ensure no failed audits (internal & external)

Governance

• Build strong & deep relationships with regulatory authorities and local industry bodies, and ensure the business is ahead of the regulatory change agenda
• In conjunction with CEO, CIO & Compliance, proactively engage local and global business & functional partners and stakeholders to drive the TB Transactional Sales agenda and ensure alignment
• Promote the SCB brand and Group Code of Conduct – exemplify the values of the Group in all undertakings

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.
• Lead the CCIB Cash business 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

• Relationship Managers, Client Managers, TB Sales, TB products

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Other Responsibilities

• Embed Here for good and Group’s brand and values in Ghana / CCIB / TB Sales]; Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures;

Skills And Experience

• Cross-Selling
• Client Relationship Management
• Customer Behaviour and Preferences
• Disruptive Innovation
• Knowledge of Cash Product
• Strategic Sales Planning

Qualifications

Key requirements:

• Management and Leadership – Ability to prioritise, delegate, develop and motivate people.
• Analytical strength – to spot emerging risks, in particular forward-looking industry trends.
• Gravitas – to engage with Relationship Managers and Clients alike, can challenge in a constructive manner.
• Collaborative – to work in partnership with stakeholders to ‘get things done’, fulfilling the Job Purpose

Experience & Skills

• Minimum of [12] years’ relevant experience gained either in banking, treasury, or accounting environment
• Knowledge of emerging markets products and service as well as experience in assessment of credit risk in large segments.
• Strong verbal and written communication skills (in English), with proven ability to work across cultures and within a dynamic environment
• Able to hold credible dialogue at all levels of the organisation, as well as with clients
• Well organized, able to multi-task and balance competing demands

Educational Qualifications

• Post-Graduates / or professional qualification preferred, but not mandatory
• Sound knowledge of accounting and financial principles gained by experience or qualification