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