Principal, Trade Sales - Standard Chartered Bank

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 behaviors – 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 realize their full potential and make a positive contribution to our organization. This in turn helps us to provide better support to our broad client base.

 

 

Strategy

• Proactively lead Trade opportunity development with the CCIB team.
• Execute activities in line with TB sales pipeline and deal review policies.

Business

Understanding of Client

• Deep understanding of clients’ business needs, footprint, buying centers, and decision-making process.
• Owns TB Client Map and Account Plan commitments for Trade.

• Deep understanding of client ecosystem and supply chain
• Build full access to trade finance decision makers through active client calling, including procurement and trading centers, strategic sourcing, export teams, structured financing teams, channel/distribution management teams.
• Build access at the operating level in the client shop.
• Work in cohesion with RMs and CMs as a relationship management team

Revenue & Trade Drivers

• Complete ownership of client level revenue for Trade
• Complete ownership of the assigned portfolio’s Driver levels.
• Manage the execution through to revenue realization as per scorecard metric

Ideation/Pitches

• Take the lead in identifying explicit and implied client needs, engaging key influencers and decision-makers, developing solutions, and leading proposals and pitches to clients.
• Input into BCA’s via Product Conditions for assigned portfolio.
• Facility structuring for Trade deals, working with SSD where relevant.
• Proposal and pitches to the clients.
• Provide input to Product Managers on evolving client and competitor landscape

Processes

Execution

• Put up PSRs / Deal Reviews where applicable
• Coordinate with RB/EMT ecosystem deals
• Document negotiation for new to bank business.
• Active role in credit & compliance approvals on CA deviations for assigned portfolio
• Grow Utilisation on Trade limits for assigned portfolio.
• On RS details, work with the RSMs on deals

Client servicing support

• Ensure that any post-sales service issues identified are managed appropriately by Service Management and/or other relevant departments. (e.g. CIB).
• Working with assigned TTO and PSM for superior client servicing and experience

Risk Management

• Manage all Trade Sales risks in the assigned Portfolio. conform to global standards, improve risk metrics, e-enablement & culture, and ensure no failed audits (internal & external)
• Adhere to good sales practices about relevant policies, behaviors (per Culture, Conduct & Behaviours), and FOSAF.

Governance

• Proactively engage business & functional partners/stakeholders to drive the origination sales agenda with clients
• Promote the SCB brand and exemplify the values of the Group in all undertakings, including adherence to the Group Code of Conduct.

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 Sales team to achieve the outcomes set out in the Bank’s Conduct Principles: [Fair Outcomes for Clients; Effective Financial Markets; Financial Crime Compliance; The Right Environment.] *
• Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct, and compliance matters.

Key Stakeholders

• Country international Corporate Relationship Management Teams
• Country and Regional TB Heads
• Country coverage team
• Country and Regional Heads of Products / Segments
• Country and Regional Heads of Functions

QUALIFICATIONS:

Experience

• Broad banking experience
• Deep knowledge of Trade products
• More than 10 years experience in driving the Trade business
• Proven ability to independently identify, drive and deliver on opportunities.
• Strong executive impact and track record of new to bank sales success.

Knowledge

• A practitioner with Advanced Trade knowledge.
• Structuring Solutions and ability to handle documentation.
• Strong credit understanding and experience.
• Understanding of how to work effectively within a matrix/network organization

Skills

• Ability to proactively identify client needs and create solutions to generate new to bank business.
• Ability to cultivate a network of relationships in the client with key influencers and senior decision-makers to identify and win deals.
• Ability to probe the commercial implications of a client‘s needs and provide solutions and advice that positively impact the client’s operational and financial performance.

Behaviors

• Wants to be a trusted advisor – positions as the “go-to” person for clients when they desire strategic TB input.
• Strong credibility with key stakeholders, i.e. Risk, CCIB, FCC, ITO.
• Sharp commercial focus, analytical mindset, consultative engagement style, innovative problem-solving approach, and strong achievement orientation