Relationship Manager, Business Banking

About Standard Chartered
We're an international bank, nimble enough to act, big enough for impact. For more than 160 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
• Be better together, we can be ourselves, be inclusive, see more good in others, and work collectively to build for the long term

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, parental/maternity (20 weeks), sabbatical (12 weeks 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.

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The Role Responsibilities
The Small Business Clients segment in Business Banking ("BB") within Standard Chartered Bank aims to provide companies with turnover of up to US$15mio in Singapore a suite of product that meets their financing requirements.
As a Relationship Manager, in addition to providing team support to your counterparts, you will be expected to actively develop the accounts within your own portfolio to meet and exceed quarterly sales targets as stipulated in the "Quarterly Scorecard" as well as ensure that relationships managed by yourself consistently comment on how amazing your service is.
You must have, or be prepared to quickly demonstrate a keen understanding of:

• all the products available to the clients, including all cash management, loans, trade, investments, insurance, and hedging solutions;
• an ability to recommend and place the appropriate product to maximize the clients affinity to the bank;
• an ability to structure, articulate, and recommend alternative structures in the products above within cash and credit programs;
• how to appropriate price products and recommend adjustments based on credit and other risks;
• the relationships that you manage and positioning of those businesses that allow them to generate consistent profits
• an ability to place the full range of products across at least 20% of your customers.

Key Responsibilities
Ensure that you are adequately equipped to advise clients to deliver the premium service expected.

• Manage portfolio of client relationships within to ensure quarterly new revenue growth increases at the expected rate accorded to your seniority/ rank.
• Prospect and on-board new client relationships to grow the bank's revenue base, and include this relationship within your portfolio when you feel that there are further growth opportunities.
• Deliver the full range of the products available to clients and ensure that you are adequately equipped to advise clients in your delivery of the premium service expected.
• Ensure that there you abide strictly within the code of conduct expected of you within the bank, and demonstrate alignment with the values of the bank.
• Support your colleagues to jointly strive to grow the business to outperform as a team

Performance Measures
To achieve New Sales Revenue (NSR) targets through New-to-Bank client acquisitions, and active cross-selling of BB products

• To ensure delivering the targets for yourself in terms of NTB and New Sales submissions
• Manage portfolio of client relationships within your portfolio to grow revenue from the portfolio at a 50% compounded annual gr owth rate.

Portfolio Measures
To ensure complete compliance and quality of work that meets internal and regulatory requirements.

• Bank's interest must be protected at all times. Raise any risk concerns in writing immediately to seniors. Ensure Bank's is never at risk from your action, or inaction.
• Compliance with all the Bank's policies without any delays.
• To engage relationships to ensure that:
  • At least 40% of your relationships use SCB as their primary bank; and
  • At least 50% of your relationships use SCB as the secondary bank.
• To engage Product team to provide banking services at corporate and individual level. Drive cross product sales of all the Bank's products and services for corporate and personal level.
• On a reasonable basis, to revert to all customer queries within 1 business day.

Competencies

• Familiar customer due diligence processes including FATCA and CRS adherence.
• Familiar with working capital financing cycle and products for operating entities.
• Keen understanding of adherence to credit underwriting requirements.
• Knowledge of competitive environment in order to position Bank's products appropriately.
• Negotiation and closing skills.

Work Ethic

• Punctual at work and when visiting customers;
• Self-driven, self-motivated, and a pro-active approach toward resolving issues.
• Responsive, contactable and accountable to clients and internal stake holders.
• Team player ready to grow business, and ready cover team members' duties as necessary.
• Appropriate dressing that must meet Bank's standards.
• Self-driven, self-motivated, and a pro-active approach toward resolving issues.

Our Ideal Candidate

• Tertiary education
• 2 years of relevant working experience. Relevant candidates with more experience will be considered for more senior grades.

Role Specific Technical Competencies

• Familiar with customer due diligence processes including FATCA adherence.
• Knowledge of competitive environment in order to position Bank's products appropriately.
• Familiar with basic mortgage financing principles including TDSR framework and applications.
• Familiar with basic working capital financing cycle and products for operating entities.
• Keen negotiation and closing skills.
• Knowledge and ability to determine and satisfy client needs and maintain a partnering relationship during engagements; includes influencing, communicating, presenting, facilitating, managing and developing others.
• Knowledge of organizational strategies, tools and techniques for understanding the needs of customers; ability to utilize these to create additional sales.

Visit our careers website www.sc.com/careers