To be part of the team developing and executing the sales segment strategy for selling Transaction Banking solutions to the Investors client base. To fully contribute to global initiatives in the I&I client segment, working collaboratively with key stakeholders locally and in footprint (e.g. Product, SD & S and other functions within TB, CIC and Operations).
KEY RESPONSIBILITIES
Deliver superior financial performance
• Working in conjunction with the Client Relationship team in CIC, to agree & deliver revenue and activity targets for the client portfolio (based on client planning) and actively call on the client base, to ensure targeted realization rates are met & the client relationship strategies are implemented.
• To maintain ongoing contact with customers to ensure the targeted level of utilization of client facilities.
• To manage the transfer of best practices between markets, in order to leverage our Transaction Banking capabilities with the client portfolio.
Continuously improve the way we work
• To manage the Transaction Banking relationship across all products for a portfolio of clients.
• To undertake and manage RFP and deal processes for the specific client base, to ensure optimal solution provided and presented to the customer; working with sales, product management and operations to deliver the desired results. To ensure smooth deal implementation and adherence to high levels of service quality.
• To provide feedback to Product Management on customer needs, trends and market intelligence, and to provide direction on proposed project programme initiatives to central product management teams. To keep abreast of customers’ needs, trends and product / market intelligence for new product developments/ enhancements, strengthening SCB’s competitive position in this field.
Massively Multiplying Leadership
• A high degree of judgement / ability to manage global sales opportunities and handle complex business issues & relationships within defined policies and procedures
• Ability to structure and deliver solutions which meet customer needs
• Ability to identify & prioritise new business or prospects always employing sound risk management principles to minimise risk for the bank
• Maximizing revenue, profit margins & economic return.
• Set ‘SMART’ performance objectives and seek to achieve them. .
Reinforce the brand
• To understand customers’ businesses and to anticipate the requirements through 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.
• The GTS, principally for Tier 1 clients, must:
o Conduct a bi-monthly TB Update Call. Prior to the call, engage relevant stakeholders in CIC and FM with regard to overall client strategy.
o Regional account plan / TB Map should be the basis for the Account Planning Forum.
o As part of Workbench input and management be responsible for team communication and keeping the WB Client Team informed of all TB inputs and actions.
Operational Risk Issues
• Ensure adherence to the risk management framework in identifying, controlling, monitoring and reporting of risk.
• Ensure sufficient actions are undertaken to mitigate, reduce or contain the identified operational risks.
Undertake and / or coordinate periodic business monitoring activities, escalating issues to the segment head.
KEY RELATIONSHIPS (Internal) FOR
Unit Head / Global Account Managers and Relationship Managers for the client relationships within CIC. • To assist with client plans and gain commitment for rolling our sales plans.
• Train and guide GAMs / RMs in working capital transaction banking products and services to facilitate achievement of sales plans.
Manager, Cash Management Operations; Manager, Securities Services, Trade Operations; Country Money Laundering Prevention Officer; Manager, CSG team.
• To resolve issues and ensure service levels are met as per standards agreed upon.
• To be able to detect any suspicious transactions, Money laundering, forgeries, etc.
Business Heads (Global Markets, ALM, etc). • To provide/ obtain cross-sell referrals/ leads.
Cash Management, Securities Services 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 • To leverage experiences of rollout of our products and services in their markets and in the structuring of complex network solutions for cross-border deals with all clients.
KEY RELATIONSHIPS (External) FOR
Customers & prospects within client portfolio (Treasurers, Asst. Treasurers, Cash Managers, Trade Finance Team, Financial Controllers, Securities Services etc).
The GTS is the focal point of the client Tier 1 team operating in different geographies. • To understand trends affecting customers’ and prospects’ businesses in order to structure working capital solutions and sell them our products and services.
• Collaboration (connecting, people and coaching), communication and coordination amongst the client team that is driven through regular TB Update Calls, Account Planning forums and updating information in Workbench.
Qualifications and Skills
KEY MEASUREABLES
• Manage and grow transaction banking revenues each year across a portfolio of clients in line with budget.
• Manage economic return while always employing sound risk management disciplines.
• To manage & facilitate the execution of transactions to be booked onshore.
• To manage & facilitate the sales effort for significant cross-border deals to the network with the given client base.
• To identify opportunities for cross-selling and referrals to other business lines
• To manage deal flow communication in terms of pipeline, sales and feedback on significant deals, utilising Workbench where appropriate.
JUDGEMENT / COMPLEXITY
• A high degree of judgement / ability to manage global sales opportunities and handle complex business issues & relationships within defined policies and procedures.
• Ability to structure and deliver solutions that meet customer needs.
• Ability to identify & prioritise new business or prospects always employing sound risk management principles to minimise risk for the bank.
• Maximizing revenue, profit margins & economic return.
KNOW – HOW AND EXPERIENCE
Solid and proven frontline transactional sales experience across Cash Management (global/ regional/ local payment, receipts and liquidity management structures, system infrastructure, etc.) and Securities Services (Custody and Fund Administration). Some knowledge of Trade products especially Guarantees.
Sound experience of the operational and structuring aspects of the above.
Proven treasury, credit and country risk exposure.
Open minded, good listener, flexible with ‘think out of the box’ mentality.
Strong negotiation and presentation skills; ability to communicate with all levels in an organization.
Disciplined approach to deal execution/ client follow-up with an entrepreneurial spirit.
Good analytical skills and ability to interpret client needs
Strong cross-cultural awareness.
Excellent interpersonal skills.
Team player who is a self starter.
Excellent knowledge of the Group Policies, Standards, local regulations and legislation of the prevention of money laundering.
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