Job Summary
The Group Sales Enablement role will be responsible for driving and executing Sales strategy & initiatives and enhance Sales performance for TB Corporate Sales by working closely with other Sales Performance Management (SPM) functions: Regional Sales Enablement, Sales Transaction Approval Forum, Sales Content, Sales Training, Sales Marketing and Sales Risk Management.
This role will administer the Corporate Sales practice methodology and processes, instil pipeline discipline, increase revenue realization, and project management of sales system enhancement and Sales process changes.
This role will also work closely with Regional Corporate Sales Heads & their Sales teams, Global functional Corporate 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.
Sales Strategy & Initiatives
- Collaborate within SPM team to develop Corporate Sales strategy, which are aligned with Transaction Banking, Cash, Trade and TBFX objectives and business goals to deliver TB Corporate Plan.
- Propose the design and implementation of strategic sales initiatives and put in place systems and processes to measure the success factors of initiatives across Corporate Sales teams.
- Support and execution of other strategic reviews.
Group Sales Enablement
- Deliver a standardized Corporate Sales methodology and processes, instil pipeline discipline, and increase revenue realization.
- Conduct periodic Corporate Sales pipeline review to ensure deal details accuracy for key deals tracking and revenue forecasting, not limiting to CIB Pipeline Review, Corporate Sales Regional MBR, Push Co forums.
- Monitor and track group level revenue realization to ensure accurate forecasting & outlook by working with TB Finance and TB Implementation.
- Execute Client Planning in conjunction with CIB Business Development team and organise client team review on TB opportunities identified.
- Review CIB Client Tier list in conjunction with Regional Corporate Sales heads to ensure effective coverage and tracking against objectives: key commercial opportunities and realisation of financial aspirations, especially for Platinum and Gold tiered names.
Project Management
- Execute the development and enhancement of Sales Tools and Dashboards; not limiting to CRMx, Compass by working with System Product Owners.
- Lead cross-functional teams to execute strategic and tactical projects
Market Analysis
- Conduct comprehensive market research and analysis to identify trends, opportunities, and threats within the banking sector to provide strategic insights Provide Sales data insight and analysis, not limiting to Coalition wallet data, Voice-of-Client survey data & Compass Tool.
Sales Performance tracking
- Collaborate with TB Finance and agree on key metrics to measure success of the strategic initiatives and to ensure successful implementation across the teams.
- Administer SM scorecard target setting, monthly production, publication, and stack ranking.
- Conduct SM Scorecard briefing and support SM scorecard BAU enquiries.
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
- Global Head of TB Corporate Sales
- Regional Heads of TB Corporate Sales
- Global functional Corporate Sales Heads (CTF, SSD, Trade Utilization and Global Content & Proposal Management
- Cash and Trade Product teams
- TB Business Planning Managers
- TB Finance, Cash & Trade CFO
- CIB Business Development team
- CIB Product partners; not limiting to FM Sales
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
- Bachelor’s degree
- Track-record of driving demonstrable commercial change within current/ previous role or team
- 10+ years of relevant work experience in a Banking sales / origination, strategy, or analytical role, preferably in Transaction Banking 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
