Director - Trade Sales
Standard Chartered Bank

Job Info

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Job Summary

To drive origination of trade finance and working capital business across the assigned portfolio of corporate and NBFI clients both domestically within US as well as across SCB's footprint markets. The selected candidate will act as a trusted advisor on Trade and Working Capital to CCIB clients through provision of solutions that address client needs and demonstrate value addition to the overall client relationship which adhering to the bank's prescribed policies and procedures, product guidelines, risk appetite and return thresholds. Engagement with key internal stakeholder including but not limited to Global Account Managers (GAM), Risk, Product Management, Legal, Compliance, Distribution as well as Global and Country Leadership teams will be an important aspect of the job. The selected candidate will be based out of NY but will be required to travel both domestically as well as internally to meet with clients to pitch Trade and Working Capital solutions.

Responsibilities

Strategy

• To work closely with clients and Global Account Managers in growing existing Trade revenues within the assigned corporate and NBFI business.
• In collaboration with Global Account Managers, undertake account planning for assigned clients to determine available trade and working capital wallet size and to create and track strategic and tactical action plans to grow share of wallet.
• Work closely with coverage and product partners to deliver on key initiatives across the assigned portfolio
• Create global calling plan and client stakeholder mapping as part of client strategy on growing share of trade and working capital wallet share.
• Collaborate with respective Trade Sales teams across footprint markets to ensure they are fully aligned with overall client strategy.
• Partner with Trade Distribution as appropriate to create (i) additional capacity to deliver on client requirements and (ii) increase returns through skim on distributed assets.
• Lead client trade and working capital RFPs in both domestic as well as footprint markets in collaboration with relevant stakeholders to ensure presentation of best in-class solutions to our clients.
• Collaborate with implementation, supplier onboarding, client management, legal, trade ops and service management teams to ensure consistent and superior client experience.
• Develop deep understanding of the clients operating environment including investment needs, trade cycles and other financing requirements including awareness and understanding of the wider business, economic and market environment in which the Group operates.

Business

• Responsible for delivering the budgeted financial targets and executing targeted initiatives as it relates to the assigned client base.
• Drive global client P&L for assigned clients in relation to trade & working capital.
• Manage and grow existing client revenue with expansion of share of wallet for trade and working capital.
• Manage and grow the Returns (RoRWA) for the assigned clients by deploying various strategies including but not limited to repricing, distribution, collateral mapping, insurance wraps, etc.
• Achieve assigned business and financial targets for assigned clients for trade and working capital.
• Deliver client level financial KPIs and ensure that KPIs are aligned with the broader client coverage team (e.g., pipeline targets, calling targets, new business value etc.).
• Trade: Cross sell all trade related products.
• Drive healthy pipeline and closures through business origination activity.
• Identify any revenues at risk or anticipated headwinds within assigned portfolio and devise strategies to mitigate these risks.

Processes

• Adhere to the global processes around conduct and sales disciplines including pipeline management, CRM activities (workbench) including call reports, deal management.
• Proactively manage client revenue issues related to trade & working capital including pricing, utilization, credit limits, operational issues and ensure proper revenue attribution.
• Provide feedback to relevant stake holders include trade operations, product management, etc on potential roadblocks resulting in executional delays and impacting overall client experience.

People & Talent

• Lead through example and build the appropriate culture and values. Set appropriate tone and expectations amongst colleagues and work in collaboration with risk and control partners.
• Ensure active communication of vision, priorities, and progress to the business to foster engagement, awareness, and motivation
• Contribute to continuous process improvement and sharing best practice.
• Lead and reinforce strategic change and ensure the organisation structure and people programs are aligned and geared towards supporting change
• Work closely with other support function to review team structure/capacity plans
• Drive Diversity and Inclusion within own team and across wider Bank

Risk Management

• Have an in-dept understanding of the key risks associated with various trade and working capital product offerings.
• Adherence to all Group Policies and relevant legislation covering credit, operational, reputational risk among others.
• Commitment to Group Code of Conduct.
• Timely completion of all e-leaning, attestations, and requests for information.
• Awareness of key risk areas and work to improve our processes and systems with risk reduction in mind

Governance

• Responsible for assessing the effectiveness of the Group's arrangements to deliver effective governance, oversight, and controls in the business and, if necessary, oversee changes in these areas
• Awareness and understanding of the regulatory framework in which the Group operates, and the regulatory requirements and expectations relevant to the role.
• Willingness to 'speak up' in the event of any realised or perceived breach of group conduct rules or laws by colleagues
• Willingness to work with any local regulators in an open and cooperative manner.
• Contribution and active involvement in Audit's when and where required.

Regulatory & Business Conduct

• Display exemplary conduct and live by the Group's Values and Code of Conduct.
• Take 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.
• As part of the Americas Transaction Banking Trade Sales team focus on achieving the outcomes set out in the Bank's Conduct Principles
• Effectively and collaboratively identify, escalate, mitigate, and resolve risk, conduct and compliance matters.

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
• Trade Operations
• External - Clients as per assigned portfolio

Other Responsibilities

Embed Here for good and Group's brand and values in Americas Transaction Banking Trade Sales team ; Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures; Multiple functions (double hats);

Qualifications

• University degree holder
• 7+ years of relevant Transaction Banking sales experience ideally in the international/regional environment preferably with a good understanding of the market competitive landscape in United States.
• Broad banking experience, deep knowledge of TB products
• Proven ability to independently identify, drive and deliver on opportunities.
• Strong executive impact and track record of new to bank sales success.
• Structuring Solutions and ability to handle documentation.
• Strong credit understanding and experience.
• Rich client experience and deep understanding of institution's working capital needs, cash conversion cycle, commercial terms, supply chain and related needs, risks and opportunities.
• Strong market knowledge and understand the history, current and future of trade finance, payment, and receivables journey
• Experience across sales, product, and implementation of transaction banking business. Able to lead a project-based team and motivate individuals

Role Specific Technical Competencies

• Client Relationship Management
• Knowledge of Product Line
• Sales Proposals and Presentations
• Strategic Sales Planning
• Sales Closing and Agreements
• Cross-Selling

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.
• 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.

Expected annual base pay range for the role is $101, 000 - $ 169, 000.The final offer will be determined on an individualised basis using a number of variables, including but not limited to skill set, depth of experience and education, internal relativity, and specific work location. At Standard Chartered Bank, Base pay is only part of the total compensation package. Discretionary variable pay and a range of attractive bank sponsored benefit programs are available and designed to foster employee overall health and well-being including, but not limited to, a best in class 401k plan with up to 8% employer match, robust medical plan coverage with employer funded Health Savings Accounts, inclusive family building benefits, and flexible/hybrid working arrangements for many of our positions subject to role specific considerations

Visit our careers website www.sc.com/careers

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