Director, Trade Sales

2 weeks ago

London, United Kingdom eFinancialCareers Full time

**The Role Responsibilities**
**Job Summary**:

- To drive "new to bank" Trade revenues and product/market penetration with assigned portfolio of International Corporate (IC) clients at global, regional or local buying centres (depending on role).
- To retain and grow existing wallet from day-to-day transactions within assigned portfolio
- Primary focus on growing Open Account opportunities including supplier finance and receivables finance solutions.

**Responsibilities**
**Strategy**:

- Deep understanding of clients' business needs, footprint, buying centers and decision-making process.
- Owns Transaction Banking Client Map and Account Plan commitments.
- Deep understanding of client ecosystem and supply chain
- Analyse client financials to identify appropriate working capital solutions that will meet client financial objectives.
- Build full access to trade finance decision makers through active client calling, including procurement and trading centres, strategic sourcing, export teams, structured financing teams, channel / distribution management teams.
- Build access at senior management and operating levels in the client organisation.

**Business**:

- Complete ownership of client level revenue for Trade
- Complete ownership of the assigned portfolio's Driver levels.
- Manage the execution through to revenue realisation as per scorecard metric

**Processes**:

- Pro-actively lead Trade opportunity development with the relationship management team.
- Execute activities in line with Transaction Banking sales pipeline and deal review policies.

**People & Talent**:

- Take the lead in identifying explicit and implied client needs, engaging key influencers and decision makers, developing solutions and leading proposals and pitches to clients.
- Facility structuring for Trade deals, working with Structured Solutioning team and Corporate Banking partners where relevant.
- Proposal and pitches to clients.
- Provide input to Product Managers on evolving client and competitor landscape
- Write and present Pre-Screening Reviews / Deal Reviews where applicable
- Coordinate with CB/EMT ecosystem deals
- Document negotiation for new to bank business.
- Active role in credit & compliance approvals on Country Addendum deviations for assigned portfolio
- Grow Utilisation on Trade limits for assigned portfolio.
- Work with the Receivable Service Management and Vendor Management Teams to effectively position Open Account client pitches, implement and drive utilisation on deals

**Risk Management**:

- Manage all Trade Sales risks in the assigned Portfolio. conform to global standards, improve risk metrics, e-enablement & culture, and ensure no failed audits (internal & external)
- Adhere to good sales practices in relation to relevant policies, behaviors (per Culture, Conduct & Behaviors) and FOSAF.

**Governance**:

- Proactively engage business & functional partners / stakeholders to drive the origination sales agenda with clients
- Promote the SCB brand and exemplify the values of the Group in all undertakings, including adherence to the Group Code of Conduct.

**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.
- Lead the SCB Europe TB Trade Sales 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.
- Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.

**Key stakeholders**:

- Country, Regional and Global TB Heads
- Country, Regional and Global Heads of Products / Segments
- Country and Regional Heads of Functions
- Represent SCB and Transaction Banking with all stakeholders including Clients and industry bodies.

**Other Responsibilities**:

- Embed Here for good and Group's brand and values in SCB Europe TB Trade Sales; Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures; Multiple functions (double hats)

**Experience**:

- Broad banking experience to develop wholistic Trade solutions and assist in identifying cross sell opportunities including Cash Management, Financial Markets and other lending solutions.
- 5 to 7 years experience in driving Trade business with particular emphasis on Open Account solutions.
- Experience in analysing client financials to identify appropriate working capital solutions that will meet client financial objectives.
- Proven ability to independently identify, drive and deliver on opportunities.
- Strong executive impact and track record of new to bank sales success.

**Knowledge**:

- Deep understanding of Trade products and working capital solutions.
- Structuring solutions and ability to negotiate documentation.
- Strong credit understanding and experience.
- Understanding of how to work effectively within a matrix / network organisation.

**Skills**:

- Ability to proactively identify client needs and create solutions to generate new to bank business.
- Ability to cultivate a network of relationships in the client organisation with key influencers and senior decision makers to identify and win deals.
- Ability to probe the commercial implications of a client's needs and provide solutions and advice that positively impact the client's operational and financial performance.

**Sales Behaviours**:

- Wants to be a trusted advisor - positions as the "go to" person for clients when they desire strategic TB advice.
- Strong credibility with key stakeholders, i.e. Credit, Risk, Relationship Managers, Operations, Compliance, Product Management.
- Sharp commercial focus, analytical mindset, consultative engagement style, innovative problem-solving approach, and strong achievement orientation.

**Valued Behaviours** Do the right thing

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