Director, Cash Sales, UAE
Standard Chartered Bank
Dubai, United Arab Emirates, East
منذ 3 يوم

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

Strategy

  • Create long term strategic and tactical client level strategy for assigned clients in each vertical*. For these clients :
  • Client strategy to be fed into overall account plan and aligned with the coverage partners
  • Create global calling plan and client stakeholder mapping as part of client strategy
  • Socialise with respective TBS across markets in the MENAP region
  • Define digitization agenda in the assigned portfolio that would drive client loyalty, wallet share growth, and share of mind
  • Drive the overall adoption of digital across the MENAP region and specifically build the NPM, Fintech & eCommerce vertical across MENAP.
  • To also work closely with the Global Head for NPM & Fintechs to ensure full alignment with global strategy for this vertical.

  • Additionally, work with the SSD Advisory team globally to support client advisory requirements in the MENAP region.
  • Identify Cash business opportunities, structuring and pitching appropriate solutions, making effective pitches, and delivering client mandates seamlessly
  • Develop client level RFP strategy to orchestrate the scope and requirements and appropriate calling plans to actively engage various client level throughout the RFP process
  • Collaborate with implementation, client management and service teams to ensure consistent and superior client experience
  • Business and Financial Targets

  • Ensure client level financial KPIs are aligned with respective RTS & TBS across markets (e.g. pipeline targets, calling targets, new business value etc)
  • Cash : Drive OPAC balances and liabilities to agreed levels as per scorecard
  • Drive healthy pipeline and closures through business origination activity
  • Responsible for driving initiatives together with TB product team (e.g : Banking the Ecosystem, commercialisation of new products etc)
  • Lead RFP responses, client pitches and ensure successful conversions, seek feedback and corrective actions for unsuccessful bids
  • Manage deal execution, maintain oversight on implementation, and ensure revenue realization
  • Identify TBFX / Cash (as appropriate) cross-sell opportunities and pass on the lead to the relevant teams
  • Deliver on revenue targets for specific clients and also for the assigned team
  • Client centricity

  • Understanding of the client business
  • Deep understanding of clients’ financial needs, footprint, buying centre and decision-making process and centres
  • Deep understanding of clients’ business flows and challenges and how would they manifest and impact their financial needs / flows.
  • Create solutions to solve these challenges.

  • Target clients for various product solutions, industry value propositions, campaigns and other initiatives
  • Run client level planning for the product, brainstorming, and identification of opportunities together with the TBS
  • Own Account Plan commitment and ensuring client level targets are met.
  • Client team :

  • Pro-actively lead TB opportunity development with the coverage partners and in-country TBS teams
  • Execute activities in line with TB sales pipeline policy; regular inspection on pipeline and ensure it is up to date at all times
  • Analyse client behaviour to provide insights to the TBS teams to deepen client relationship
  • Works with other product teams on identified cross-sell opportunities.
  • Connectivity :

  • Build full access to
  • decision makers through active client calling

  • Increase client penetration and revenues for the bank by actively promoting the bank’s network and product capabilities
  • Targeted and innovative marketing ideas and techniques for new initiatives and product launches
  • Create a global calling plan (in conjunction with the coverage teams) mapping the key stakeholders / decision makers / influencers in the client organization with relevant people within the bank.
  • Ideation / Pitches :

  • Take the lead in identifying explicit and implied client needs, engaging key influencers and decision makers, developing unique solutions and leading proposals and pitches to clients
  • Leverage SSD / Treasury solutions and TB Product expertise for complex solutions
  • Trade : Facility structuring for Trade deals
  • Cash : Development of cash, liquidity and transactional FX solutions
  • Replicate unique solutions across clients and markets
  • Execution :

  • Manage the execution through to revenue realization
  • Document negotiation for complex deals structure
  • Trade : Grow utilization on Trade limits
  • Cash : Client follow up for BAU liability growth
  • Monitor usage of channels
  • Manage documentation for transactions and post transaction monitoring & servicing
  • Client servicing support :

  • Ensure that any post sales service issues identified are managed appropriately by Client Service Group or Premier Service Management
  • Ensure client has access to self-help tools (e.g. S2B Info Manager)
  • Risk Management

  • Take the initiative regarding regulatory, reputational and ethical matters; taking the initiative for providing proactive advice to clients.
  • Ensure adherence with the highest standards of ethics, and compliance with relevant policies, processes and regulations.
  • Effectively identify, escalate, mitigate and resolve risk and compliance matters
  • 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.

  • Lead the Transaction Sales, UAE for respective verticals (GS, FI & NPM / Fintechs) to achieve 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

  • Relationship teams in Global Subsidiaries team, Global Account Managers / Global Transaction Sales, TB Sales team in MENAP & Global Head of SSD (Cash)
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