Product Sales (Investors & Intermediaries) at Standard Chartered Bank

Job Description
	Why Standard Chartered? Standard Chartered is a leading international bank operating in some of the most dynamic markets in the world, in Asia, Africa and the Middle East. Our successful and sustainable business is built on doing tangible, long term good for our people, our customers and the communities we serve. Job Details Department:  Transaction Banking Sales, Financial Institutions (FI) Grade: B5 Job Title: Director, Transaction Banking Sales, FI Reports To: Head of TB, Botswana Job Description •To build share of mind and Transaction Banking income growth with the Bank’s Financial Institution Clients. •To ensure that we win deals with our most valued clients when value, solution, relationship and trust is the determining factor.  To make our clients value us for what we are good at, and not be deterred by the gaps in our product offering. •Develop a relationship with key strategic decision makers of a client organisation, resulting in a level of mutual respect and trust. •Influence company strategy leading to the sale of solutions. •Internal leadership to activate the resources necessary to originate successfully. •Drive strategic sales leadership to the FI named clients.  Including sales process management, appropriate resource deployment and sales model implementation, transparent performance measurement, new product development, enhancement of existing product functionality, client implementation and electronic channel support. Key Roles & Responsibilities Financial Performance •Accountable for incremental Transaction Banking income increases of between USD 300,000 and USD 500,000 per client per year based on an account loading of between 15 and 20 designated clients. •Generate product cross-sell opportunities with clients to deepen relationship and client loyalty to SCB. •Management of monthly pipeline and other reporting as required. Client Strategy Development •Detailed account plans, including wallet sizing, in place for all names. •Build strong relationship, respect & trust at senior decision-making levels within organisation. •Identify and qualify opportunities to optimally satisfy client needs. •Co-ordinate resources internally to execute delivery to clients. •Engage credit risk and compliance in conjunction with relationship management. •Assume responsibility to ensure TB account management discipline is fully applied. •Provide all necessary support to Solution Delivery, Operations, Client Service and Product. •Exemplify the values of the Group in all undertakings. •Identify key product capability gaps and new business opportunities and work with product management and other bank product partners to build appropriate solutions. •Build market intelligence and help in the development of a thought leadership program. Team Effectiveness & Leadership •Engage all levels within Transaction Banking including local and regional sales, Solution Delivery, Operations, Client Service and Product. •Engage the Global; Regional and Local account managers in all communications. •Engage with product partners as appropriate from within transaction banking and other divisions of the bank. Client Engagement •Drive high impact client opportunities through proactive calling and deal team engagement across the network to drive performance and model “best practice” behaviours. •Support active client engagement programs to improve external satisfaction levels as measured by organisations such as Greenwich Associates Treasury Survey, East & Partners Transaction Banking Survey, Global Custodian, Global Investor, The Asset and Money Management, and internally developed Voice of Customer survey criteria. •Develop senior level contacts with the designated client base to help overcome any “blockages”. Qualifications & Skills Experience • A proven track record of consultative selling to large corporations with complex buying behaviour. •Experience in coordinating and managing teams across functional and geographic boundaries. Skills & Knowledge •Excellent understanding of strategic issues impacting local market dynamics, including competition and client buying behaviour. •Strong leadership, motivational and influencing skills •SPIN coach trained (desired). •Exemplary team player. •In depth knowledge of Wholesale Bank Transaction Banking Products (Cash and Trade) solutions. •Strong awareness of competitive market offerings
	Key Roles & Responsibilities
	Enter roles and responsibilities
	Qualifications & Skills
	Enter qualifications and skills
	Diversity & Inclusion
	Standard Chartered is committed to diversity and inclusion. We believe that a work environment which embraces diversity will enable us to get the best out of the broadest spectrum of people to sustain strong business performance and competitive advantage. By building an inclusive culture, each employee can develop a sense of belonging, and have the opportunity to maximise their personal potential. APPLY