Associate Director, Sales, Securities Services
Salary undisclosed
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Job Summary
The jobholder will build on an already deep understanding of the buying behaviour and requirements of Clients vs the product (and regional) capabilities across Financing and Securities Services (FSS). He/ She will focus on seeking out and closing commercially viable and realistic mandates that will provide sustained growth in revenue. The jobholder will have the ability to sell the complete suite of solutions that are applicable to Clients requiring Malaysia-centric solutions with a track record of quick and efficient deal closure and pipeline discipline (i.e. consistency in budget vs. realised revenue). The jobholder will work with a strategic mindset to identify suitable target clients & cross selling opportunities, able to grow the revenue across Clients and mobilise stakeholders across Product, Risk, Operations, Legal, Compliance and Technology – whilst staying on strategy.
Key Responsibilities
Strategy
- Executes sales strategy for Malaysia, addressing client needs and in support of the global sales strategy.
- Identifies target clients, works in collaboration with stakeholders, such as FM Sales and Client Coverage, to agree and execute on
- growing incremental client income from existing clients, through increasing wallet share and onboarding new services, and
- generating new client income from New-to-Bank or New-to-FSS clients
- Builds a qualified pipeline ensuring enough diversity to realise short term revenue objectives vs. building for the future, with a suitable balance between large strategic mandates and lesser complex deals.
- Ensures that the pipeline information are accurately entered in Workbench and actively updated, capturing call reports and all pertinent deal activity in a timely manner.
- Demonstrates ability to articulate the FSS / Bank value proposition in relation to client requirements
- Leverages thought leadership and SCB strengths to position FSS with the client.
- Acts as a trusted advisor to the client based on long-term perspective on current and future needs in order to continue to develop the client relationship
- Researches potential clients to assess new sales opportunities and prioritise those opportunities accordingly in consideration of the business gestation period.
- Identifies and assists with cross-sell opportunities within Financial Markets products and services, working collaboratively and in partnership with FM Sales colleagues.
- Works closely with FSS Product Management to:
- Provide feedback in a structured manner to Product, detailing opportunities, gaps, outstanding compliance and risk action items.
- Proactively seek opportunities for client engagement with Product and new product initiatives
- Maximise the impact of market advocacy, product launches/ updates, marketing and client engagement events, and participation in industry events
Business
- Maintains awareness and understanding of the wider business, economic, and market environments in which the Group and the FSS business operates in.
- Maintains good knowledge of all products within the FSS framework, and broad understanding of the applicable Financial Market products and services.
- Identifies innovative solutions to clients’ requirements, maximising re-use of existing capabilities.
- Builds and manages sales pipeline in support of sales strategy against assigned targets (budget) which are revised annually according to business growth plan.
- Designs and executes tactical plans to achieve targets as defined in individual scorecard, and contributes to achievement of the overall business objectives.
- Participates in account planning activities as required, in collaboration with internal stakeholders such as Client Coverage, Client Segment Head, Global Head of Sales and Business Development, Regional Heads of FSS, to forecast client growth areas and engagement effort planning.
- Monitors competitor activities and market share within their region across their segment, and internally highlights threats and opportunities.
- Maintains appropriate commercial balance between client needs and long-term profitability / efficiency of the business, through active review of pricing, business activities, and costs of servicing.
- Anticipates and embraces changes (e.g. in the market, regulatory requirements, client organisational changes, etc) and builds a competitive edge with complex clients to optimise outcome of the changes.
Processes
- Constructs appropriate deal team and agrees priorities across deal team members to secure the mandate.
- Responsible for submitting the response to RFPs and coordinates activities related to new business proposals.
- Maintains pipeline discipline in accordance with the guidance provided by the Segment Head and/or Global Head of Sales.
- Appropriate socialisation with key stakeholders from within the regions and Client Coverage and Financial Markets Sales.
- Collaborative working with colleagues across the regions and functions to provide a consistent and thorough client experience throughout the sales cycle.
- Works closely with Client Coverage, Client Solutions, Legal, On-boarding, Technology, and Operations teams to ensure smooth and speedy transition from mandate to live client.
- Provides pricing proposals in compliance with conduct and business requirements, with input and approval from relevant parties.
- Liaises with business and support functions to ensure all relevant policies are adhered to.
- Maintains an appropriate balance between advocating client agendas and maintaining standardisation of business model.
- Acts as senior escalation point as per the client escalation matrix on case-by-case basis and takes leading role in managing issues to resolutions.
People and Talent
- Leads through example and contributes actively to building appropriate culture and values.
- Contributes actively to best practice transfers to educate and support sales effort globally.
- Sets appropriate tone and expectations for the FSS team and works in collaboration with risk and control partners locally
- Actively participates in on-going training and development initiatives
- Objectively provides feedback to Client Solution team members and managers, and provides guidance when necessary, to enhance client experience and business outcome.
- Team player, mentor, coach and expert.
Risk Management
- Proactively maintains an awareness and understanding of the main risks facing the Group and the role the individual and the team play in managing them.
- Ensures all regulatory and compliance initiatives surrounding the FSS business are understood and adhered to, and escalates any concerns through management, and other channels, in a timely and effective manner.
Governance
- Maintains awareness and understanding of the regulatory framework in which the Group operates, and the regulatory requirements and expectations relevant to the role.
- Delivers ‘effective governance’; capability to challenge fellow executives effectively; and willingness to work with any local regulators in an open and cooperative manner.
- Is aware of business strategy and governance parameters and works within them or seeks formal dispensation prior to entering client discussions in exceptional cases.
- Ensures the sales process, commercials, and necessary governance are in place to govern the roll-out of the product.
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.]
Key stakeholders
- Works closely with Client Solutions and Operations stakeholders to define common standards for adoption in managing the operational relationship with clients, under the auspices of the overall client management model
- Communicates client management strategy to business partners where required to ensure understanding of the principles and objectives.
- Collaborates with the following stakeholders to achieve client and business objectives:
- FSS Segment Head and FSS Global Head of Sales & Business Development
- FSS Regional Heads, FSS Country Heads and FSS In-country Sales
- FSS Product Segment Lead and of Product Management team
- FSS Client Solutions team,
- Legal, CFCC (Conduct, Financial Crime & Compliance) , Technology, and Operations
- Financial Markets Sales
- CCIB Client Coverage
Other Responsibilities
- Embed Here for good and Group’s brand and values; Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures; Multiple functions (double hats);
Skills and Experience
- Sales Proposals and Presentations
- Sales Closing and Agreements
- Relationship Management
- Knowledge of Product Line
- Regulatory Environment – Financial Services
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.
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