Product Sales Manager - Transaction Banking

Job description / Role

JOB PURPOSE: To deepen TB product penetration, located at group domicile and/or regional buying centres for all striped clients especially targeting New to bank business value

RESPONSIBILTIES:

Understanding of Client
- Deep understanding of clients' business needs, footprint, buying centers and decision making process.
- Owns Account Plan commitment & TB client map.

Client Team
- Pro-actively lead TB opportunity development with the CIC team.
- Execute activities in line with TB sales pipeline policy.

Connectivity
- Build full access to trade finance or cash management decision makers through active client calling.

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/Check list.
- Facility structuring for Trade.
- Proposal (RFP) responsibilities covered as per rules of engagement with proposals team.

Revenue
- Complete ownership of client level revenue for cash and trade.

Execution
- Manage the execution through to revenue realization (as per scorecard metric of completed implementation rather than deal closed).
- Use Transactional team input to drive engagement with clients/other units to ensure revenue realization if any issues surface.
- Document negotiation for new to bank business.
- Active role in credit & compliance approvals on PPG deviations.

Client servicing support
- Ensure that any post sales service issues identified are managed appropriately by Service Management and/or other relevant departments. (e.g. CIC)

Risk Management
- Manage all TB Sales risks in the Country (incl. through BORFs & CORCs), conform to global standards, improve risk metrics, e-enablement & culture, and ensure no failed audits (internal & external)
- Drive the Operational Risk framework implementation where applicable

Governance
- Build strong & deep relationships with regulatory authorities and local industry bodies, and ensure the business is ahead of the regulatory change agenda
- In conjunction with CEO, CIO & Compliance, proactively engage local and global business & functional partners and stakeholders to drive the TB Origination Sales agenda and ensure alignment
- Promote the SCB brand and Group Code of Conduct - exemplify the values of the Group in all undertakings.

Requirements

KNOWLEDGE AND SKILLS:
- Broad banking experience
- Deep knowledge of TB products
- More than 10 years experience in driving TB business
- Proven ability to independently identify, drive and deliver on opportunities.
- Strong executive impact and track record of new to bank sales success.

Knowledge
- Practitioner with Advanced / Expert Cash and or Trade knowledge.
- Structuring Solutions and ability to handle documentation.
- Strong credit understanding and experience.
- Seen as an industry expert in Cash and/or Trade.
- Sector expertise (i.e. Telecom, FMCG, Commodities, etc.) preferred
- Understanding SCB network.

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.

Behaviours
- 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, CIC, GTO (for cash).
- Sharp commercial focus, analytical mindset, consultative engagement style, innovative problem solving approach, and strong achievement orientation.

About the Company

Standard Chartered Bank started in 1958 in UAE with its first branch in Sharjah. The Group’s business gradually increased in Dubai with the opening of several branches and today, Dubai is the administrative hub of the Middle East and South Asia Region. In its 43rd year, the Bank enjoys the position of having the most extensive branch network among foreign international banks in UAE with 10 branches emirate-wide.

Standard Chartered is an international bank, focused on the established and emerging markets of Asia, Africa, the Middle East and Latin America with an extensive global network of more than 600 offices in over 50 countries. The three principal business groups are Global Markets, Personal Banking and Corporate and Institutional Banking.

In UAE, we are one of the leading banks, offering an extensive range of products and services for personal customers, local companies, multinational corporate and financial institutions.