Associate Director - Securities Services Sales
Standard Chartered
Taipei, Taiwan,

About Standard Chartered

We are a leading international bank focused on helping people and companies prosper across Asia, Africa and the Middle East.

To us, good performance is about much more than turning a profit. It's about showing how you embody our valued behaviours -

do the right thing, better together and never settle - as well as our brand promise, Here for good. We're committed to promoting equality in the workplace and creating an inclusive and flexible culture -

one where everyone can realise their full potential and make a positive contribution to our organisation. This in turn helps us to provide better support to our broad client base. Job Purpose

To be part of the team developing and executing the sales segment strategy for selling Transaction Banking solutions to the Securities Services client base.

To fully contribute to global initiatives in the investors and intermediaries client segments, working collaboratively with key stakeholders locally and in footprint (e.

g. Product, Client Services and other functions within TB, CIB and Operations).

The Role Responsibilities Deliver superior financial performance

  • Working in conjunction with the Client Relationship team in CIB, 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 : Conduct a bi-monthly TB Update Call. Prior to the call, engage relevant stakeholders in CIB and FM with regard to overall client strategy.
  • Regional account plan / TB Map should be the basis for the Account Planning Forum.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.
  • Our Ideal Candidate

  • Solid and proven frontline transactional sales experience across Cash Management and Securities Services
  • 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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