ED, Global Senior Product Owner

Standard Chartered Bank
Singapore, Singapore
23 Nov 2022
08 Dec 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.

The Role Responsibilities
The jobholder will build on an already deep understanding of the buying behaviour and requirements of Investor Clients vs the product (and regional) capabilities across Financing and Securities Services (FSS). He/ She will focus on seeking out and closing commercially viable and realistic mandates that will provide sustained growth in revenue. The jobholder will have the ability to sell the complete suite of solutions (in particular Prime services ) that are applicable to Investor Clients with a track record of successful deal team management, quick and efficient deal closure and pipeline discipline (i.e. consistency in budget vs. realised revenue). The jobholder will work with a strategic mindset to identifying suitable target clients & cross selling opportunities, able to grow the revenue across Investor Clients and mobilise stakeholders across Product, Risk, Operations, Legal, Compliance and Technology - whilst staying on strategy.
  • Executes strategy for Investor Clients sales in defined region addressing specific country and client needs and in support of the global sales strategy for the segment.
  • Identifies target clients, works in collaboration with stakeholders, such as FM Sales and Client Coverage, to agree and execute on
    • growing incremental client income from existing clients, through increasing wallet share and onboarding new services, and
    • generating new client income from New-to-Bank or New-to-FSS clients
  • Builds a qualified pipeline ensuring enough diversity to realise short term revenue objectives vs. building for the future, with a suitable balance between large strategic mandates and lesser complex deals.
  • Demonstrates ability to articulate the FSS / Bank value proposition in relation to client requirements
  • Acts as a trusted advisor to the client based on long-term perspective on current and future needs in order to continue to develop the client relationship.
  • Research potential clients to assess new sales opportunities and prioritise those opportunities accordingly in consideration of the business gestation period.
  • Identifies and assists with cross-sell opportunities within Financial Markets products and services, working collaboratively and in partnership with FM Sales colleagues.
  • Maintains awareness and understanding of the wider business, economic, and market environments in which the Group and the FSS business operates in.
  • Maintains good knowledge of all products within the FSS framework, and broad understanding of the applicable Financial Market products and services.
  • Identifies innovative solutions to clients' requirements, maximising re-use of existing capabilities.
  • Monitors competitor activities and market share within their region across their segment, and internally highlights threats and opportunities.
  • Maintains appropriate commercial balance between client needs and long-term profitability / efficiency of the business, through active review of pricing, business activities, and costs of servicing.
Our Ideal Candidate
  • 10 plus years experience in FM Sales
  • Deep segment knowledge & client buying behaviours
  • Market profile and credibility with clients
  • Technical FSS product knowledge
  • Strong sales skills - demonstrable experience of strategic and technical sales, global coordination, long gestation periods, RFPs, running workshops & problem-solving
  • Highly organised and an exceptional communicator, able to work effectively in a matrix organisation
  • Track record of delivering revenue growth
Role Specific Technical Competencies
  • Knowledge of financing and securities services product and industry
  • Able to influence and drive sales effort
  • Key commercial awareness
  • Able to identify profitable growth opportunities
  • Deliver on sales targets
  • Public speaking and media aware
  • Solid and attractive network of prospective clients
  • Previous experience in a role similar to this
  • Able to manage an outsourced relationship
  • Able to identify, understand and action key regulatory requirements for this role
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