Product Sales Manager at Standard Chartered Bank

Job Description

• To retain and grow existing transaction banking wallet (trade and cash business) and from clients under the commercial banking segment.

Key Roles and Responsibilities
Understanding of Client:

• Deep understanding of clients' operating environment including day to day transactional flows, cash investment needs, trading cycles, and operational banking requirements.

Client Team:

• Provide regular input to the relationship teams from day to day understanding of the clients' operations
• Execute activities in line with sales pipeline policy.

Connectivity:

• Build access at operating level in the client shop.
• Join relationship managers sales in client calling where necessary.
• Lead discussion around client servicing.

Ideation/Pitches:

• Leverage the feedback from client operating level and bank MIS to generate potential sales opportunities.
• Provide pricing in line with Cash and Trade pricing policy for flow opportunities (e.g. operating accounts and trade finance.).

Revenue:

• Complete ownership to maintain and grow Cash and Trade booked flow revenue across assigned clients.

Execution:

• Grow cash balances and volumes.
• Grow utilization on Trade limits.
• Proactive Trade book management.
• Monitor usage of channels.
• Manage documentation for transactions and post transaction monitoring & servicing
• Lead the execution of deals by tracking implementation through to revenue realization.
• Documentation process for Cash & Trade.
• Liaising with Operations and relationship teams on referrals.
• Internal approvals for pricing and ops
• Lead complex trade and cash sales pitches with clients

Client Servicing Support:

• Ensure that any post sales service issues identified are managed appropriately by Service Management and/or other relevant departments.

Risk Management:

• Adhere all Sales policies in the Country, 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 internal and external stakeholders
• In conjunction with the unit head, proactively engage local and global business & functional partners and stakeholders to drive the TB Transactional Sales agenda and ensure alignment
• Promote the SCB brand and Group Code of Conduct - exemplify the values of the Group in all undertakings

Qualifications and Skills

• Deep knowledge of transaction products with a bias towards cash management
• More than 5 years experience in driving transaction banking
• Evidence of conscientious and client focussed behaviours.

Knowledge:

• Cash & Trade product and structuring knowledge with a cash management bias
• Knowledge of risks associated with these products
• Knowledge of credit risk management

Skills:

• Ability to effectively position the right Cash & Trade products in Client situations as evidenced in current role in Sales, Service or Product. Credit skills needed to manage limits
• Individual revenue and or product P&L delivery & service skills essential.

Behaviours:

• Commercial Acumen with ability to ask for business.
• Attention to detail and timeliness in a high activity environment.
• Aptitude to manage individual revenue targets.