Director, Transaction Banking Sales

Standard Chartered Bank
Singapore, Singapore
17 Jun 2022
17 Jul 2022
Job Function
Industry Sector
Finance - General
Employment Type
Full Time
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.
Recruitment assessments - some of our roles use assessments to help us understand how suitable you are for the role you've applied to. If you are invited to take an assessment, this is great news. It means your application has progressed to an important stage of our recruitment process.
The Role Responsibilities
To drive cash management and trade finance business growth with assigned client portfolio by:
  • developing and sustaining effective client relationships at appropriate levels in the client organization
  • establishing yourself as a trusted advisor on cash and treasury management with clients
  • identifying cash/trade business opportunities, structuring and pitching appropriate solutions, making effective pitches, and delivering client mandates seamlessly
  • collaborating with implementation, client management and service teams to ensure consistently superior client experience
Participate in assigned project/initiative as appropriate by sales team lead to get exposure to broader business origination and sales strategy
Key Responsibilities
  • Devise client level cash strategy into the overall account plan and aligned with the coverage partners
  • Chart clients' treasury strategy and evolution roadmap
  • Define digitization agenda in the assigned portfolio that would drive client loyalty, wallet share growth, and share of mind
  • Own cash/trade revenue and drive budget for the assigned individual portfolio
  • Drive OPAC conversion toward agreed levels and ensure pricing meets quality deployment scorecard requirements
  • Drive healthy pipeline and closures through business origination activity
  • Responsible for Cash/Trade Ecosystem origination - both SCF and cash opportunities emanating
  • Lead RfP responses, client pitches and ensure successful conversions
  • Manage deal execution, maintain oversight on implementation, and ensure revenue realization
  • Recommend and implement the appropriate service model for respective clients; and retain ownership of overall client experience with our cash management/trade finance solutions and services
  • Where you act as GTS/RTS role, ensure TB global sales engagement process is adhered to and this includes coordinating global/regional calling plan together with coverage team to map out and engage the key stakeholders, decision makers and influencers in the client organization with relevant people within the Bank, own account plan commitment, client level RFP positioning strategy and drive business origination and win new cash/trade mandates thereby delivering on Global/Regional target.
  • Ensure comply with internal policies, procedures, codes and applicable external laws and regulations
People & Talent
  • Develop and maintain effective and professional partnerships with internal stakeholders such as Relationship Managers, TB Product, TB Implementation and Account Management, Financial Markets and Cash Operations etc.
  • (For Global Transaction Sales) - form virtual teams with Regional Transaction Sales and Field Account Managers to provide guidance and coaching on in-region/country business development with relevant clients
  • (For Regional Transaction Sales) - provide effective regional cash/trade sales coverage for the respective Global Transaction Sales to lead client initiatives in the region. Work closely with Regional Account Managers and Field Account Managers s to enable seamless delivery of regional and in-country solutions
  • Establish leadership credentials by embracing coaching, guidance and sharing of insights and deals with other team members so that collectively the team learns from each other.
  • Replicate deal success with industry award participation, client testimonials, use case, case study for other markets/industry where applicable.
Risk Management
  • Ensure that Risk Management matters that are brought to the job holder's attention are subject to direct remedial action and/or ensure adequate escalation to Team Head/Country Head and Group/governance committees, as appropriate
Regulatory and business conduct
  • Take personal responsibility for understanding the risk and compliance requirements of the role. Understand and comply with applicable laws and regulations, the Group's policies, procedures and the Group Code of Conduct. These include but are not limited to deal reviews, pricing, pipeline management, client complaints, other ethical issues, and general business conduct etc.
  • Effectively identify, escalate, mitigate and resolve risk and compliance matters
  • Take the initiative regarding regulatory, reputational and ethical matters for providing proactive advice to clients as identified.
  • Ensure adherence with the highest standards of ethics, and compliance with relevant policies, processes and regulations.
  • Display exemplary conduct and live by the Group's Values and Code of Conduct.
Key Stakeholders
  • GAMs, RAMs, FAMs in the country / region as appropriate
  • Other GTSs, RTSs (as applicable)
  • Credit, Risk & Compliance team in the region / country as appropriate
  • TB Products, Implementation, Client Managers and Channels team in the region / country as appropriate
  • FM Sales, CF (where applicable)
  • Clients as per assigned team portfolio
  • Local regulators where applicable

Our Ideal Candidate
  • 10 years of relevant Transaction Banking sales experience ideally in the international/regional environment preferably with an excellent understanding of the market competitive landscape in Singapore.
  • Strong knowledge of legal, economic and regulatory environment in Singapore as well as other key trading corridors
  • Strong leadership qualities, able to articulate and communicate the growing ambition and goals for the business both internally and externally.
  • Strong communication and influencing skills, proven track record to work in a collaborative cross-border team environment with multi-cultural stakeholders.
  • Multi-cultural awareness and sensitivity with an understanding of cultural, ethnic and religious market conditions to translate strategy into effective local operations.
  • Strong analytical and problem-solving skills.

Role Specific Technical Competencies
  • Manage Conduct
  • Risk Management and Internal Controls
  • Manage People
  • Compliance - Governance, Oversight and Control
  • Compliance - Managing Regulatory Relationships
  • Compliance - Regulatory Reporting and Filing
  • Business - Strategy and Model
  • Business - Market Knowledge
  • Business - Products and Processes
  • Business - Financial Analysis and Control
  • TB - Channels
  • TB - Product Knowledge - Cash Management / Trade Finance Services

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