Associate Director, TB sales

Key Responsibilities

Strategy

To drive the business growth in corporate coverage segment and deliver the revenue targets, via increasing transactional cross-sell and product/market penetration within the designated corporate portfolio for Corporate & Investment Banking (CIB) clients

Drive growth and regional expansion by leading end-to-end coverage of [International Corporate/ MNC Corporate / China Corporate / Local Corporate / NBFI] clients in [Hong Kong / China / Taiwan / Korea / Japan]

Individually commit to own and manage a client portfolio and be responsible for formulating and executing the revenue growth plan for those accounts

Posses advanced trade finance knowledge to address specific client pain points to enhance working capital efficiency for of [International Corporate/ MNC Corporate / China Corporate / Local Corporate / NBFI] clients

Awareness and understanding of the Group’s business strategy and model appropriate to the role, and execute activities in line with global TB sales policies and global TB product strategy

Understanding of Client

Deep understanding of [International Corporate/ MNC Corporate / China Corporate / Local Corporate / NBFI] clients’ business needs, treasury strategy, buying behaviour and decision-making process from [both regional and] [Hong Kong / China / Taiwan / Korea / Japan] perspectives

Build full access to treasury decision makers through active client calling

Develop and own the TB Account Plan commitments for key clients

Proactively lead TB opportunity origination and execution in collaboration with [GTS / TBS] and CIB coverage teams

Lead the corridor initiatives to grow the key trade flow and cash management opportunities

Revenue and Drivers

Complete ownership of client level revenues for cash and trade (incl. working capital and TB Prism FX)

Contribute to the decision making process in the execution of county balance sheet growth strategy

Business

Using available Performance Management Information / CRMx, monitor market and cluster performance, providing direction and transferring best practices to drive results against established targets

Actively manage business performance, identifying areas of underperformance and taking corrective action

Drive targeted returns on RWAs deployed to franchise clients with appropriate risk management oversight

Develop strong partnerships with key business partners and stakeholders including TB Corporate Sales in other countries / regions, Product, Implementation, Operations, Client Service, Corporate Coverage, Credit, etc.

Processes

Ensure compliance with TB Sales related policies and processes

Ensure effective management of operational risks and compliance with applicable internal policies and external laws and regulations

Drive continuous improvement in operational efficiency and effectiveness

Lead [RFP and] deal processes for clients in the designated segment, to ensure optimal solution is provided and presented to the client in collaboration with Corporate Coverage, Product, Implementation, Client Service and Operations; ensure delivery of desired results via smooth deal implementation and adherence to high levels of service quality

Keeping abreast of customers’ needs, trends, and product/market intelligence for new product developments/enhancements, strengthening SCB’s competitive position in this field

Provide feedback and proposals to group and country Product teams on product enhancements and direction of product program initiatives

Conduct marketing events to share and promote best practices and standards, raise SCB visibility and brand equity in the market

Risk Management

Identify, assess, monitor, control, and mitigate risks arisen for the assigned segment

Ensure adherence to all CFCC and local regulatory policies

Contribute to discussions regarding significant market risks

Raise awareness and understanding in the team of the main risks facing sales in the markets, and the role each individual play in managing team

Accountable for escalation from relevant management teams to Group governance committees or stakeholders in senior management, risk, or control functions as appropriate

Governance

Accountable for implementing the Group’s governance framework, oversight, and controls for the TB Corporate Sales business, challenging constructively, and overseeing change were necessary

Understand the regulatory framework in which the Group operates, and the regulatory requirements and expectations relevant to the role

Fulfil supervisory responsibilities in line with Group’s Supervisory framework

In conjunction with the Coverage team, agree to pricing and other local business and documentation parameters and co-ordinate with Relationship Managers and Product Partners to implement effectively

Regulatory & Business Conduct

Lead through example the build the appropriate culture and values for the cluster, setting the right tone and expectations from the various teams working in tandem across products and with risk and control partners

Effectively and collaboratively identify, escalate, mitigate, and resolve risk, conduct and compliance matters

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.

Key stakeholders

Transaction Banking, Client Coverage and the broader CIB

Internal

Head of Corporate Sales [Hong Kong / China / Taiwan / Korea / Japan]

TB Head, [Hong Kong / China / Taiwan / Korea / Japan]

TB Product, Implementation, Client Service and Operations

Business partners in Transaction Banking, Client Coverage, Financial Markets and Retail/Private Banking under the context of banking the ecosystems of our clients

SCB Strategy, Operational Risk, Finance, Group Treasury, HR, Legal, Credit Risk, Compliance etc

External

[Corporate / NBFI] clients, particularly those in which you directly handle or play a strategic sponsor role

Business associations and chambers of commerce

Competitors

Other Responsibilities

Embed Here for good and Group’s brand and values in TB Corporate Sales; Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures;

Skills and Experience

Treasury Management

Balance Sheet Management

Credit Fundamentals

Digital Transformation

Client Relationship Management

Customer Behaviour and Preferences

Sales closings and agreements

Sales proposals and presentations

Risk Management

Qualifications

Education

Bachelors degree in Business Management, Banking, Economics or Finance

Training

Over 5 years of Client Relationship Management, Transaction Banking sales experience in an international / regional environment, with a strong understanding of the market competitive landscape in [International Corporate/ MNC Corporate / China Corporate / Local Corporate / NBFI] segments

Track record in managing clients with [International Corporate/ MNC Corporate / China Corporate / Local Corporate / NBFI]

Solid product knowledge in Cash Management, Trade Finance, Working Capital Management, with preferably knowledge of financial markets products

Skills and experience in digital transformation and risk management (including basic credit skills)

Languages

English, [Mandarin, Cantonese, Korean, Japanese]

About Standard Chartered

We're an international bank, nimble enough to act, big enough for impact. For more than 170 years, we've worked to make a positive difference for our clients, communities, and each other. We question the status quo, love a challenge and enjoy finding new opportunities to grow and do better than before. If you're looking for a career with purpose and you want to work for a bank making a difference, we want to hear from you. You can count on us to celebrate your unique talents and we can't wait to see the talents you can bring us.

Our purpose, to drive commerce and prosperity through our unique diversity, together with our brand promise, to be here for good are achieved by how we each live our valued behaviours. When you work with us, you'll see how we value difference and advocate inclusion.

Together we:

Do the right thing and are assertive, challenge one another, and live with integrity, while putting the client at the heart of what we do

Never settle, continuously striving to improve and innovate, keeping things simple and learning from doing well, and not so well

Are better together, we can be ourselves, be inclusive, see more good in others, and work collectively to build for the long term

What we offer

In line with our Fair Pay Charter, we offer a competitive salary and benefits to support your mental, physical, financial and social wellbeing.

Core bank funding for retirement savings, medical and life insurance, with flexible and voluntary benefits available in some locations.

Time-off including annual leave, parental/maternity (20 weeks), sabbatical (12 months maximum) and volunteering leave (3 days), along with minimum global standards for annual and public holiday, which is combined to 30 days minimum.

Flexible working options based around home and office locations, with flexible working patterns.

Proactive wellbeing support through Unmind, a market-leading digital wellbeing platform, development courses for resilience and other human skills, global Employee Assistance Programme, sick leave, mental health first-aiders and all sorts of self-help toolkits

A continuous learning culture to support your growth, with opportunities to reskill and upskill and access to physical, virtual and digital learning.

Being part of an inclusive and values driven organisation, one that embraces and celebrates our unique diversity, across our teams, business functions and geographies - everyone feels respected and can realise their full potential.