Transaction Banking Financial Institution Sales at Standard Chartered Bank

RESPONSIBILITIES

Strategy:

• Build strong client relationships and ensuring that product revenue and profitability targets are achieved and exceeded. 
• To work with the West Africa Head, Transaction Banking Financial Institution Sales to develop sales pipelines in line within overall Transaction Banking Operating Plans for Nigeria and West Africa.
• To structure and sell products and services to new and existing customers in the Financial Institution’s segment and meet/exceed sales goals and targets in respect of revenues and volumes.

Business:

• Keep up to date with new product offerings/services and processes.
• Design, conduct and participate in client events for the market and region.
• In conjunction with other Sales team members and RMs, manage the Request For Information (RFI) process to ensure client responses are provided timely.
• To understand customers businesses and to anticipate the requirements through a consultative selling process.
• 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 provide structured solutions to meet the specific cash management and trade finance requirements of our customers and prospects.
• Aggressively Churn trade limits and ensure growth in clearing (USD, GBP, EUR, and CNY) wallets  
• Grow and build the business above the market growth rate by identifying opportunities and leveraging on our products and network capabilities.
• Build strategic focus around market share growth, client segment, scalability of the business, market profile, fit for growth business and new opportunities.
• To ensure that product revenue and profitability targets are achieved and exceeded.

Processes:

• Manage and own revenue outcomes on specific and tagged accounts.
• Review client data and alerts for cash/trade volume changes, trade facility utilization; track client volumes and highlight/address volume dips/gains.
• Regularly interact with client/client branches who give us high volumes/business to help strengthen relationship.
• Facilitate customer service issues and to ensure a high level of post sales service is always made available to the clients. Maintain ongoing contact with customers to ensure targeted level of utilization.
• To undertake a disciplined product-oriented sales management process. 
• To monitor, track and report on sales activity on a periodic basis and to ensure action is taken to meet sales targets. 
• To provide feedback and assistance to all areas of transaction banking, e.g., Product Management, Sales etc. to ensure that the voice of the customer and local requirements are incorporated into ongoing plans and initiatives. To keep abreast of customer’s needs, trends and product/market intelligence for new product developments/enhancements, strengthening SCB's competitive position in this field. 
• To ensure smooth deal implementation and adherence to high levels of service quality. 
• To identify opportunities for cross selling and referrals to other SCB lines through developing a good understanding of client needs. 
• Ensure compliance with all client’s due diligence (CDD), anti-money laundering (AML) and sanctions policies and procedures.
• Quantify and provide information to country management by analysing the impact and economic consequences of market trends, changing customer requirements and competitor offerings for the dual purpose of performance management and strategy development. Implement actions as required. 
• Responsible for implementation of working capital model, development of sales plans and pipeline management within the segment
•  Build discipline around product utilization and monitoring to support TBFI Sales Head in taking informed business decisions and forecast for the business.
•  To identify opportunities for cross selling and referrals to other SCB lines through developing a good understanding of client needs. 

People & Talent:

• Collaboration with all stakeholders (Risk, Compliance, Client Managers, Trade Operations, Relationship Managers, TB Sales contacts within the network

Risk Management

• Attending to client issues promptly and effectively, conducting root cause analyses, suggesting workable / permanent solutions, escalating major issues to relevant stakeholders, and following up with relevant teams to ensure case closure at the earliest.
• No failed audits and full cooperation with internal/external auditors.

Governance

• Lead regular pricing reviews, including impact of waivers or non-standard pricing, and implement appropriate local pricing at a product level within the segment.
• Alignment & Accountability – Effective usage of CRMX to ensure sales discipline and tracking of client trade and cash utilization.

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.

Key Stakeholders

• Credit and Risk
• Conduct, Financial Crime and Compliance 
• Financial Institutions Client Managers
• Trade Operations
• Financial Institutions Relationship Managers

Qualification

• Education: Bachelor’s degree; master’s degree    
• Certifications: Trade and cash certification’s

Role Specific Technical Competencies

• Client Experience, Behaviours and Preferences
• Account Management
• Transaction Banking 
• Industry Knowledge
• Business Acumen
• Risk Management (Financial and Non-financial)
• Regulatory Environment -Financial Services