Principal Director, FI Sales, Transaction Banking at Standard Chartered Bank

Job Summary

• To manage the Transaction Banking Financial Institution (FI) Sales business and teams across Nigeria and wider West Africa covering Banks, Public Sector, Paytech clients.
• To grow cash management/clearing, trade finance and SC PrismFX business in line within overall West Africa CIB as well as Global Transaction Banking (TB) Financial Institution Sales strategy and within risk parameters of the business.

Key Responsibilities

Strategy

• To manage the Transaction Banking FI Sales business and teams across Nigeria and wider West Africa covering Banks, Public Sector, Paytech clients.
• To grow cash management/clearing, trade finance and SC PrismFX business in line within overall West Africa Coporate & Instititional Banking (CIB) as well as Global Transaction Banking FI Sales strategy and within risk parameters of the business.

Business

• Responsible for the Cash & Trade business for Transaction Banking (FI Sales) includes clients (Public Sector, Paytechs and Banks) across Nigeria and West Africa. Responsibility for Transaction Banking (FI Sales) franchise and origination revenues.
• Actively identify client needs across full set of Standard Chartered Bank product capabilities, originate new business and grow the franchise by capitalising on Bank competitive attributes (network) and developing new relationships where required
• Engage with Senior Management and decision makers of key clients to improve quality of dialogue with clients, promoting a move away from ‘transactional’ reactive client coverage to consistent value-added partner/trusted advisor status. Anticipate client’s requirements and provide strategic advice, bringing in the relevant product and industry partners as appropriate.
• Maximize profitable revenue to the bank whilst maintaining focus on client outcomes, strengthening and deepening existing relationships both at the most Senior level as well as at the operating level in client’s designated portfolio.
• To deliver financial performance for the country / region as per the agreed budget assigned.
• To undertake market analysis for each country in the region in order to identify new business opportunities in co-ordination with Product Management and Credit.
• To match customers’ needs with product capabilities through presentation of tailored demonstrations and proposals.
• To negotiate terms and conditions with customers to maximise revenue and profitability.
• To engage and assist the sales teams to provide structured solutions to meet the specific cash management and trade services requirements of our customers and prospects.
• To undertake a disciplined sales management process.
• To assist product management in the commercialization of strategic product rollouts.
• To provide feedback and assistance to all areas of transaction banking; e.g., Product Management, Marketing, etc. to ensure that the voice of the customer and local requirements are incorporated into ongoing plans and initiatives.
• To keep abreast of customers’ needs, trends and product/market intelligence for new product developments/enhancements, strengthening Standard Chartered Bank’s competitive position in this field.
• To ensure smooth deal implementation and adherence to high levels of service quality.
• Ensure customer service issues are addressed and a high level of post sales service is made available to the clients at all times.
• Benchmark and identify opportunities to establish sustainable sales, product and service advantages against global banking competitors
• Establish and maintain governance framework to ensure sales processes under area of responsibility comply with internal policies, procedures, business conduct requirements and applicable external laws and regulations
• To ensure adherence to compliance policies and help manage financial crime risk in the business.
• Responsibility of delivering the promotion CorrB Academy initiative in the region

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.
• Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.
• Lead 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.] *
• Serve as a Director of the Board
• Exercise authorities delegated by the Board of Directors and act in accordance with Articles of Association

Other Responsibilities
 

• Embed Here for good and Group’s brand and values in Nigeria
• Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures; Multiple functions (double hats)
• Regional & Country CCIB Heads, CEOs, Global FI and TB seniors – To gain commitment on business strategy and sales plans.
• Train and guide RMs in FI on cash/trade transaction banking products and services to facilitate achievement of sales plans.
• To support vision and growth strategy of Transaction Banking (FI Sales) business regionally
• SD&S, Regional Product, Compliance, Risk - To resolve issues and ensure service levels are met as per standards agreed upon.
• To manage Financial Crime Compliance (FCC) and Credit risks within the business
• Take the initiative regarding regulatory, reputational and ethical matters by providing proactive advice to clients as identified. Coach and manage internal team in these matters and ensure they are adequately trained in and cognizant of regulatory, reputational and ethical risks.
• Business Heads (TB, Treasury, etc.) - To provide/obtain geographical breadth and product depth referrals/leads.
• Cash Management and Trade Product Management / Development - To provide active support on product initiatives, including customer and competitor feedback for new product developments/enhancements and to resolve any product delivery issues
• Regional/ Country Heads/ Global Account Managers/ Regional Account Managers within Coverage - To leverage from experiences of rollout of our products and services in their markets and in the structuring of complex network solutions for cross-border deals.
• Trade Asset Management Unit - To provide strategic input on Trade Asset Distribution for the region.
   

Exteral

• Customers and prospects within Banks (Transaction Banking, Treasurers, WB Heads, Business Development Managers, General Managers, CEOs and MDs - To understand trends affecting customers’ and prospects’ businesses in order to structure cash/ trade management solutions and sell them our products and services.
• Primary accountability for generation of incremental revenues, from fees and float income, and attracting and locking-in client relationships through value-added transaction banking services.
• Protection of the Bank’s reputation, its ability to meet legal and regulatory obligations, while minimizing FCC risk.

Skills and Experience

• Risk Management and Internal Controls
• Business - Strategy and Model
• Business - Market Knowledge
• Business - Products and Processes
• Sales – Prospecting
• Sales - Client Pitching
• Sales - Relationship Management

Qualifications

Experience

• Broad banking experience of over 10 years
• Deep knowledge of TB products
• Experience in FI / Correspondent banking business.
• Proven ability to independently identify, drive and deliver on opportunities.
• Strong executive impact and track record of new to bank sales success.

Knowledge

• Certification in advanced Trade / Cash
• 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.
• Market Intelligence: ability to anticipate global trends in market and impact on strategy and plans.
• Understanding of how to work effectively within a matrix / network organisation.
• Capable of analysing working capital and funding needs

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.