JOB SUMMARY
- The Group Sales Enablement role will be responsible for driving and executing Sales strategy & initiatives and enhance Sales performance for TB Corporates & Financial Institutions Sales by working closely with other Sales Performance Management (SPM) functions: Regional Sales Enablement, Sales Content, Training, Marketing and Sales Processes Risk Management.
- This role will oversee the TB Transaction Review Forum as it’s secretariat, to maintain and improve the Forum Term of Reference (ToR), provide coaching to Sales Managers (SM) to ensure quality submission, track transaction approvals to ensure conditional approval requirements are closed out. Perform detailed Win & Loss analysis and provide trend analysis to TB stakeholders to close out any potential product and/or process gaps to improve future win rate.
- This role will work closely with Regional Sales Heads & their Sales teams, Global functional Sales Heads (CTF, SSD, Trade Utilization and Global Content & Proposal Management) and partner Cash & Trade Product Managers, TB Finance, and TB COO teams as well as CIB Business Development team.
RESPONSIBILITIES
Sales Strategy & Initiatives
- Collaborate within SPM team to develop Sales strategy, which are aligned with Transaction Banking, Cash, Trade and TBFX objectives and business goals to deliver TB Corporate Plan.
- Support strategic sales initiatives and put in place systems and processes to measure the success factors of initiatives across TB Sales teams.
- Drive and execution of other strategic reviews.
Transaction Review Forum Secretariat
- Deliver a standardized TB Transaction Approval process, where evaluated deals are rigorously vetted and aligned with the TB objectives and to shorten TB decision making cycle.
- Continuous review of Transaction Review Forum processes, drive improvements and maintaining the Forum’s ToR.
- Instill submission discipline by provide coaching to Sales Managers (SM) to improve quality and timely submission.
- Closely track the status of each TB transaction approval and ensure conditional approval requirements are closed out by SM prior to implementation.
Transaction Win & Loss Analysis
- Conduct TB Transactions Win & Loss Analysis to identify key internal and/or external factors and to provide feedback loop to relevant stakeholders like Product Management and LBSM/CPM to prioritise product investment roadmap and FTP/Cost of Funds to enable competitive market pricing.
- Monitor and track group level revenue realization to ensure accurate forecasting & outlook with TB Finance and TB Implementation.
- Execute Client Financial Planning in conjunction with CIB Business Development team and organise client team review on TB opportunities identified.
Project Management
- Lead cross-functional teams to execute strategic and tactical projects
Sales Risk Management
- Working closely with Sales Business Risk Manager (BRM) to ensure Cash and Trade Sales processes risk factors are mitigated via systems and processes re-design and simplification.
- Awareness and understanding of the regulatory framework in which the Group operates and the regulatory requirements and expectations relevant to the role
Key Stakeholders
- Head of TB Change Management & respective Team Leads
- Global Head of TB Corporate & FI Sales
- Regional Heads of TB Corporate & FI Sales
- Global functional Sales Heads (CTF, SSD, Trade Momentum and Global Content & Proposal Management)
- Cash and Trade Product teams
- TB Sales & Product Business Planning Managers (BPM)
- TB Finance, Cash & Trade CFO
- CIB Business Development team
- CIB Product partners
Other Responsibilities
- Embed Here for good and Group’s brand and values in the Client Coverage Business Development team
- Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures
Our Ideal Candidate
- 8 years of relevant work experience in a sales / origination, strategy, or analytical role, preferably in financial services sector
- Proactive and positive with the ability to make good / sound decisions and use independent judgement
- Project and Program Management skills to monitor specific projects and take ownership of issues / tasks
- Ability to create effective work relationships across functions & borders
- Interpersonal skills in networking, influencing and decision taking
- Good presentation, time management, negotiation and influencing skills
- Excellent written & oral communication skills
- Can work independently to strict timeframes
- Focused, organised and results-oriented
- Experience of working with senior stakeholders. Ability to influence senior staff and offshore shared services teams and drive change agenda
- Assertive, tenacious, and willing to challenge when required
- Knowledge of the Global regulatory environment and the ongoing developments
- Interpersonal skills in networking, influencing and decision taking
Contributes to:
- Effective governance
- Risk escalation and awareness
- Effective Quality
- Effective Training
- Effective Communication
Role Specific Technical Competencies
- Business Markets
- Financial Analysis
- Risk Management
- Planning: tactical , strategic
- Managing Change
- Relationship management
About Standard Chartered
We're an international bank, nimble enough to act, big enough for impact. For more than 170 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
- Are better together, we can be ourselves, be inclusive, see more good in others, and work collectively to build for the long term
What we offer
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 leave, parental/maternity (20 weeks), sabbatical (12 months 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
