Director, CCIB Transaction Banking Sales
Standard Chartered Bank
Hong Kong, Hong Kong

About Standard Chartered

We are a leading international bank focused on helping people and companies prosper across Asia, Africa and the Middle East.

To us, good performance is about much more than turning a profit. It's about showing how you embody our valued behaviours - do the right thing, better together and never settle - as well as our brand promise, Here for good.

We're committed to promoting equality in the workplace and creating an inclusive and flexible culture - one where everyone can realise their full potential and make a positive contribution to our organisation.

This in turn helps us to provide better support to our broad client base.

The Role Responsibilities

Understanding of Client

  • Deep understanding of clients' business needs, footprint and decision-making process.
  • Owns TB Client Map and Account Plan commitments.
  • Deep understanding of client treasury management needs, ecosystem and supply chain.
  • Build full access to cash management and trade finance decision makers through active client calling; including treasury, procurement and sales centres, strategic sourcing, export teams, structured financing teams, channel / distribution management teams.
  • Build access at operating level in the client shop.
  • Revenue and TB Drivers

  • Complete ownership of client level revenue for Cash and Trade.
  • Complete ownership of the assigned portfolio's Driver levels.
  • Manage the execution through to revenue realisation as per scorecard metric.
  • Client Team

  • Pro-actively lead Cash and Trade opportunity development with the CCIB team.
  • Execute activities in line with TB sales pipeline and deal review policies.
  • Ideation / Pitches

  • Take the lead in identifying explicit and implied client needs, engaging key influencers and decision makers, developing solutions and leading proposals and pitches to clients.
  • Input into BCA's via Product Conditions for assigned portfolio.
  • Facility structuring for Trade deals, working with SST and other key stakeholders where relevant.
  • Proposal and pitches to the clients.
  • Provide input to Product Managers on evolving client and competitor landscape.
  • Execution

  • Put up PSRs / Deal Reviews where applicable.
  • Coordinate with SSD deals.
  • Document negotiation for new to bank business.
  • Active role in credit and compliance approvals on CA deviations for assigned portfolio.
  • Grow Utilisation on Trade limits for assigned portfolio.
  • On RS details, work with the RSMs on deals.
  • Client servicing support

  • Ensure that any post sales service issues identified are managed appropriately by Service Management and / or other relevant departments. (e.g. CCIB).
  • Working with assigned TTO and PSM for superior client servicing and experience
  • Risk Management

  • Manage all Cash and Trade Sales risks in the assigned Portfolio. Conform to global standards, improve risk metrics, e-enablement and culture, and ensure no failed audits (internal and external).
  • Adhere to good sales practices in relation to relevant policies, behaviours (per Culture, Conduct and Behaviours) and FOSAF.
  • Experience

  • Broad banking experience
  • Deep knowledge of TB products
  • More than 10 years experience in driving TB business
  • Proven ability to independently identify, drive and deliver on opportunities.
  • Strong executive impact and track record of new to bank sales success.
  • Knowledge

  • Practitioner with Advanced Cash and Trade knowledge.
  • Structuring Solutions and ability to handle documentation.
  • Strong credit understanding and experience.
  • Seen as an industry expert in Cash and Trade.
  • Understanding of how to work effectively within a matrix / network organisation.
  • Skills

  • Ability to proactively identify client needs and create solutions to generate new to bank business.
  • Ability to cultivate a network of relationships in the client with key influencers and senior decision makers to identify and win deals.
  • Ability to probe the commercial implications of a client's needs and provide solutions and advice that positively impact the client's operational and financial performance.
  • Behaviours

  • Wants to be a trusted advisor - positions as the "go to" person for clients when they desire strategic TB input.
  • Strong credibility with key stakeholders, i.e. Risk, CCIB, ITO, etc.
  • Sharp commercial focus, analytical mindset, consultative engagement style, innovative problem-solving approach, and strong achievement orientation.
  • Apply now to join the Bank for those with big career ambitions.

    To view information on our benefits including our flexible working please visit our career pages . We welcome conversations on flexible working.


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