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Director, CIB Transaction Banking Sales

Full Time, onsite
Standard Chartered
Kuala Lumpur, Malaysia

Salary undisclosed

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Job Summary

To drive cash, trade and working capital business growth in Malaysia’s Corporate & Investment Banking (“CIB”) business with assigned client portfolio primarily in the corporate and global subsidiary client segments by:

Develop and sustain effective client relationships (including new to bank) at appropriate levels in the client organization.
To be a trusted advisor on Cash / Trade / Working Capital with CIB clients through provision of solutions that address client needs and demonstrate value in the relationship.
Seek constant feedback from clients on competitor assessments, solutions being launched, service level and feed back to respective internal stakeholders.
Identifying cash business opportunities, structuring and pitching appropriate solutions, making effective pitches, and delivering client mandates seamlessly
Drive business origination and win new cash / trade / working capital mandates
Collaborating with implementation, client management and service teams to ensure consistently superior client experience

Key Responsibilities

Strategy

Create long term strategic and tactical client level strategy for assigned clients
Client strategy to be fed into overall account plan and aligned with the coverage partners.
Create global calling plan and client stakeholder mapping as part of client strategy.
Define digitization agenda in the assigned portfolio that would drive client loyalty, wallet share growth, and share of mind
Identify TB business opportunities, structuring and pitching appropriate solutions, making effective pitches, and delivering client mandates seamlessly.
Develop client level RFP strategy to orchestrate the scope and requirements and appropriate calling plans to actively engage various client level throughout the RFP process.
Collaborate with implementation, client management and service teams to ensure consistent and superior client experience.

Business

Own TB revenue and drive budget for the assigned individual portfolio
Drive OPAC / QDL conversion toward agreed levels
Drive healthy pipeline and closures through business origination activity
Lead RFP responses, client pitches and ensure successful conversions
Manage deal execution, maintain oversight on implementation, and ensure revenue realization

Client centricity

Understand client business

Deep understanding of clients’ financial needs, footprint, buying center and decision-making process and centers.
Deep understanding of clients’ business flows and challenges and how would they manifest and impact their financial needs / flows. Create solutions to solve these challenges.
Target clients for various product solutions, industry value propositions, campaigns, and other initiatives.
Run client level planning for the product, brainstorming, and identification of opportunities.
Own Account Plan commitment and ensuring client level targets are met.
Execute activities in line with Cash & Trade Sales pipeline policy; regular inspection on pipeline and ensure it is always up to date .
Analyze client behavior to provide insights to the coverage teams to deepen client relationship.
Works with other product teams on identified cross-sell opportunities.

Client connectivity

Build full access to senior client decision makers through active client calling.
Increase client penetration and revenues for the bank by actively promoting the bank’s network and product capabilities.
Targeted and innovative marketing ideas and techniques for new initiatives and product launches.

Ideation and pitches

Take the lead in identifying explicit and implied client needs, engaging key influencers and decision makers, developing unique solutions and leading proposals and pitches to clients.
Leverage Structured Solutions Development (SSD) team and TB Product expertise for complex solutions.
Facility structuring for complex/bespoke Cash and Trade deals working with SSD team and other key stakeholders where relevant.
Input into BCA’s via Product Conditions for assigned portfolio.
Replicate unique solutions across clients.
Provide input to Product Managers on evolving client and competitor landscape.

Execution

Manage the execution through to revenue realization.
Put up PSRs / Deal Reviews where applicable.
Coordinate on SSD deals.
Active role in credit and compliance approvals on CA deviations for assigned portfolio.

Client servicing support

Ensure that any post sales service issues identified are managed appropriately by Client Service Group or Premier Service Management.
Ensure client has access to self-help tools (e.g. S2B Next Gen).

People & Talent

Develop and maintain effective and professional partnerships with internal stakeholders such as Relationship Managers, TB Products, TB Implementation and Client Management, Financial Markets and Cash & Trade Operations etc.
Establish leadership credentials by coaching and mentoring junior members of the assigned team
Be a role model of the Group’s values and culture in the country

Regulatory & Business Conduct

Take personal responsibility for understanding the risk and compliance requirements of the role. Understand and comply with applicable laws and regulations, the Group’s policies, procedures and the Group Code of Conduct. These include but are not limited to deal reviews, pricing, pipeline management, client complaints, other ethical issues, and general business conduct etc.
Effectively identify, escalate, mitigate and resolve risk and compliance matters
Take the initiative regarding regulatory, reputational and ethical matters, taking the initiative for providing proactive advice to clients as identified.
Ensure adherence with the highest standards of ethics, and compliance with relevant policies, processes and regulations.
Display exemplary conduct and live by the Group’s Values and Code of Conduct.

Key stakeholders

Internal

Global Account Manager, Regional Account Manager, Field Account Managers in the country / region as appropriate
Other Global Transaction Sales, Regional Transaction Sales (as applicable)
Credit, Risk & Compliance team in the region / country as appropriate
TB Products, Implementation, Client Managers and Channels team in the region / country as appropriate
Financial Market Sales

External

Clients as per assigned portfolio
Auditors
Local regulators where applicable

Other Responsibilities

Embed Here for good and Group’s brand and values in Malaysia; Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures; Multiple functions (double hats);

Skills and Experience

Risk Management & Internal Controls
Risk Management – Credit Risk
Risk Management - Reputational
Business – Strategy & Model
Business – Market Knowledge
Business – Product & Processes
Sales - Prospecting
Sales – Account Planning
Sales – Client Pitching
Sales – Relationship Management
TB – Channels
TB – Product Knowledge – Trade Finance
TB – Product Knowledge – Cash Management Services

Qualifications

Education - Minimum a Bachelor and/or master’s degree in Business Management, Banking or Finance OR equivalent
Training - Minimum 10 years of relevant Transaction Banking sales experience ideally in the Corporate segment or Multinational client segment preferably with an excellent understanding of the banking landscape in Malaysia.
Certifications
- Certificate in International Cash Management (optional/bonus)
- Any Trade Finance Certification (optional/bonus)
Languages - English (minimum), Bahasa Malaysia (optional/bonus), Mandarin (optional/bonus)

The individual should also possess:

Strong leadership qualities, able to articulate and communicate the growing ambition and goals for the business both internally and externally.
Strong communication and influencing skills, proven track record to work in a collaborative cross-border team environment with multi-cultural stakeholders.
Strong analytical and problem-solving skills.

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.