Head Distributor Finance Solutions

Standard Chartered Bank
Singapore, Singapore
21 Jan 2023
20 Feb 2023
Job Function
Industry Sector
Finance - General
Employment Type
Full Time
Role Responsibilities
We are aiming to scale our distributor or channel finance proposition in our core markets to meet the requirements of our big clients. This is a key pillar of growth strategy for our Trade and Working capital business.
This role reports directly to the Global Head of Structured Solutions and Development. The Structured Solutions Development team (SSD) is the industries team within TB Trade and Working capital. This is a global team led by global industry leads and transactors in each region lead deals and may work across sectors. Solutions developed are compliant with the Bank's policies and procedures, regulatory framework. They report regionally to the regional leads and functionally to the global industry leads for the sector in which they have a deal.
This is for a Senior / experienced DF program originator, with proven experience of winning, structuring and growing multi-region DF programs profitably. Working closely with the distributor finance product management team, this role will be responsible to put in place industry and geography relevant underwriting standards and portfolio monitoring guideline in the initial phase. The person will be responsible to put in place programs demonstrating 3x growth in the next 4 - 5 years.
  • As a core and senior member of the team, contribute actively to the global SSD strategy.
  • Create a uniform identity and experience for our clients in the industry and account for the regional nuances.
  • As the key and senior member of the trade team, help in setting the course and strategy for the Trade business.
  • Work with the coverage and product teams to deliver the agreed targets.
Solutions Development and Delivery
  • Based on the broader understanding of industry and solution originate and put in place distributor finance programs / solutions for relevant clients.
  • Ensure quick replication of structures/ solutions for clients in the similar industry and geography.
  • Scale and grow programs in relevant geographies across the SCB footprint.
Financial Management - Product P/L Management
Deliver budget, through active management of:
  • Revenue (existing and new revenue streams) [FY 2023 $ M].
  • No of deals executed / No of unique clients for which deals executed.
  • Returns (i.e. product profitability) [ROE / RORWA] at a deal or client level.
Market Management and Commercialization
  • Identifies new business opportunities and revenue pools whilst articulating how the product capabilities can solve for client needs and requirements.
  • Actively mitigates identified business pain points, by evaluating pragmatic solutions.
  • Lead solution identification and brainstorming sessions with client facing teams (TB Sales, RMs, CF teams, Industry teams) to generate leads.
  • Engages in, replication of deals across the client space where relevant, best practice sharing and education of clients on use of sophisticated solutions to meet their needs.
  • Leverage experience and industry knowledge to provide business solutions for complex deals or RFPs to drive sales and solutions.
  • Meets and engages clients to understand their needs or to provide solutions for their explicit or implicit needs using a consultative sales approach.
  • help with wider adoption of sustainable financing within trade and working capital finance.
  • Provide thought leadership, analytical support, MIS, develop/refresh - Client Value Propositions, product collaterals, training materials, internal newsletter and dashboard.
Leadership, People and Talent
  • Demonstrate leadership in the team (even where there is no direct reporting lines) by providing expert guidance to the Director level or junior transactors, in identifying opportunities / solutions for clients, mitigating risks and articulating effectively to risk teams, ensuring process risk issues are identified and minimised.
  • Using the broad expertise influence sales and product teams to deliver the priorities.
  • Provide advisory, constructive challenge and thought leadership perspectives on a range of opportunities and challenges in country and across the markets.
Risk Management
  • To be able to articulate to the client, risk and other relevant teams on how a proposed solutions meets client needs, enable it to be more efficient, enable it to grow and scale its business, mitigate its risks and how it helps in a wider investor participation for a financing where required.
  • Has comprehensive or wide knowledge of legal aspects linked to an instrument, debt, security in the relevant jurisdictions; local regulations and initiatives of local industry bodies to stay ahead of the regulatory change agenda and/or how it affects the solutions.
  • Takes the initiative regarding regulatory, reputational, and ethical matters by providing proactive advice to clients and sales teams.
  • Ensures adherence with the highest standards of ethics, and compliance with relevant policies, processes and regulations.
  • Ensure appropriate TB inputs are incorporated in credit memo / Term sheet / Pre-Screening review, etc.
  • Actively identify, escalate, mitigate and resolve risk and compliance matters for the region and delivery mechanisms relevant for the industry globally, in a timely manner.
  • Demonstrate accountability for all product related risks for deals and solutions executed for clients in the region by ensuring the right governance standards are applied and provides guidance even when there is ambiguity.
  • Identifies and mitigates operational, credit, regulatory, legal, fraud and risks in the processes via a business Conduct lens.
  • Ensures the relevant approvals (including compliance with relevant deal review guidelines) for a transaction or client engagement are sought and can be produced for an audit review at any point in time.
  • Takes the lead to ensure compliance, AML and FCC risk and applies appropriate risk mitigation processes.
Regulatory and Business Conduct
  • Displays exemplary conduct and lives by the Group's Values and Code of Conduct.
  • Takes 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.
  • Responsible to meet 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 identifies, escalates, mitigates and resolves risk, conduct and compliance issues.
Key Stakeholders
  • Head of open account product and distributor finance products, SSD Global Industry leads, Relationship managers and TB sales teams and their country and regional heads, Regional head SSD, Regional TB heads, Trade / Cash Product Cluster Head, CCO/SCO Risk, Heads of Legal and CFCC.
  • Key external stakeholders will be senior sales, treasury, finance and business leaders within target anchor manufacturers domiciled in US, EU, ASA or GCNA.

Our Ideal Candidate
  • 12 years of experience and should have led teams.
  • Strong coverage / relationship management and credit analysis experience. Ability to build effective and lasting client relationships with senior / C-suite decision makers at anchor clients across key functions including Sales, Treasury, Finance and Business Leadership.
  • Have demonstrated experience and leadership in Channel / distributor finance business growth across multiple countries. Comfortable in applying a variety of underlying financial structures to distribution finance programs, including Invoice Financing, Receivables Financing and Factoring.
  • Able to articulate key differences in channel business and risks in different industry sectors and geographies.
  • Ability to lead geographically distributed, multi-cultural, cross-functional deal teams across multiple geogrpahies to successful outcomes.
  • Very strong internal stakeholder management capabilities, excellent negotiation skills and relationship builder.
  • Articulation and brevity while knowing the details is a key.
  • Strong communication and presentation skills.
  • Strong risk analysis skills.
Role Specific Technical Competencies
  • Consulting Proposals
  • Knowledge of Product Line
  • Market Risk
  • Data Analysis Tools
  • Disruptive Innovation
  • Sales Closing and Agreements
  • Financial Statement Analysis
  • Credit Analysis and Verification
  • International Trade
  • Industry knowledgeSecondary Market Analysis
  • Structured trade and commodity Financing

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 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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