JOB SUMMARY
· Proactively reach out to existing clients to broaden relationship and deepen wallet share
· Drive client calling/farming activities to defend, maintain, replenish, and grow utilization for existing Trade Finance credit facilities and flow opportunities
· Flow opportunities will include export LC confirmation and discounting
· Credit facilities will span from Documentary Trade (Import LC, Bank Gtees) to Open Account (Invoice, Receivables and Supplier financing) to name a few
· Define existing corporate client focus list alongside Sales and Product leads
· Explore opportunities with non-clients around FI products (non-client beneficiaries)
· Devise a consistent but adaptive client calling and follow up plan for the targeted clients, with the goal to maintain and grow A&Cs
· Record all client outreach efforts, noting wins and lost opportunities (for lost opportunities, provide feedback on reason for loss)
· Gain insights on client’s business requirements to build leads for upsell/cross-sell
· Build relationships with key internal stakeholders, including Product Management, Trade Operations, Trade Sales, Trade distribution, Compliance, Credit and Legal.
· Provide reporting support, tracking, and reporting as required.
· Ensure compliance with all AML, KYC, and all other Compliance requirements.
· Represent team in presenting client insight, trends and feedback to management
· Individual Contributor role with the potential to grow into a people management role Experience in people management
RESPONSIBILITIES
Strategy
· To understand our clients’ businesses and to anticipate the requirements
· To keep abreast of customers’ needs, trends and product / market intelligence for new product developments/ enhancements, strengthening SCB’s competitive position in this field
Processes
· To provide feedback to management regarding client needs, trends and market intelligence
People & Talent
· Lead through example and build the appropriate culture and values. Set appropriate tone and expectations from their team and work in collaboration with risk and control partners.
Risk Management
· Ensure that necessary risk policies are followed in day-to-day utilization activities
Governance
· Ensure that team members across multiple markets are targeting utilization against the right KPIs
· Ensure that the team is fulfilling necessary MI requirements, recording wins and losses with appropriate reasons
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 Trade Utilization Team 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
· Coverage and TB Sales
· Regional/ Country Product Teams
· Operations
· Central product management and product development
Our Ideal Candidate
· 8+ years of client-facing experience in Transaction Banking domain, with particular emphasis on quota-carrying roles
· Experience in people management, able to demonstrate leadership skills and ability to drive a collective agenda across multiple products and stakeholders
· Good working knowledge of Trade Finance products, including but not limited to: Import and Export Letters of Credit, Standby LCs / Guarantees, Invoice Financing, Supplier Finance, Receivables Finance, Working Capital
· Past experience in Sales, Product Management, Trade Operations or Client Service is a plus
· Ability to work with a wide range of stakeholders across different functions to drive a collective agenda across multiple products and stakeholders
· Good interpersonal and communications skills (both in person and over phone and digital channels) and able to build rapport with client portfolio
· Ability to push through rejections and stay resilient and positive are key character and attitude traits for the role
Role Specific Technical Competencies
· Knowledge of Product Line
· Marketing Strategy and Positioning
· Planning: Tactical, Strategic
· Disruptive Innovation
· Business Markets
· Business Performance Management
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 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.
Visit our careers website www.sc.com/careers
