Director, TB Sales

The Role Responsibilities

Understanding of Client

• Deep understanding of clients’ business needs, footprint and decision-making process.
• Owns TB Client Map and Account Plan commitments.
• Deep understanding of client treasury management needs, ecosystem and supply chain.
• Build full access to cash management and trade finance decision makers through active client calling; including treasury, procurement and sales centres, strategic sourcing, export teams, structured financing teams, channel / distribution management teams.
• Build access at operating level in the client shop.

Revenue and TB Drivers

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

Client Team

• Pro-actively lead Cash and Trade opportunity development with the CCIB team.
• Execute activities in line with TB sales pipeline and deal review policies.

Ideation / Pitches

• 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 SST and other key stakeholders where relevant.
• Provide input to Product Managers on evolving client and competitor landscape.
• Input into BCA’s via Product Conditions for assigned portfolio.
• Proposal and pitches to the clients.

Execution

• Put up PSRs / Deal Reviews where applicable.
• Coordinate with SSD deals.
• Document negotiation for new to bank business.
• Active role in credit and compliance approvals on CA deviations for assigned portfolio.
• Grow Utilisation on Trade limits for assigned portfolio.
• On RS details, work with the RSMs on deals.

Client Servicing Support

• Ensure that any post sales service issues identified are managed appropriately by Service Management and / or other relevant departments. (e.g. CCIB).
• Working with assigned TTO and PSM for superior client servicing and experience.

Risk Management

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

Governance

• Proactively engage business and 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.

Key Stakeholders

Internal

• Country and Regional Heads of Products / Segments.
• Country and Regional Heads of Functions including Product, ITO, Legal, Credit, Compliance and CFCC, etc.

External

• Represent SCB and Transaction Banking with all stakeholders including Clients and industry bodies.

Our Ideal Candidate

Experience

• Broad banking experience.
• Deep knowledge of TB products.
• More than 10 years experience in driving TB business.
• Proven ability to independently identify, drive and deliver on opportunities.
• Strong executive impact and track record of new to bank sales success.

Knowledge

• Practitioner with Advanced Cash and Trade knowledge.
• Structuring Solutions and ability to handle documentation.
• Strong credit understanding and experience.
• Seen as an industry expert in Cash and Trade.
• 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 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.

Behaviour

• Wants to be a trusted advisor – positions as the “go to" person for clients when they desire strategic TB input.
• Strong credibility with key stakeholders, i.e. Risk, CCIB, ITO, etc.
• Sharp commercial focus, analytical mindset, consultative engagement style, innovative problem-solving approach, and strong achievement orientation.

Role Specific Technical Competencies

• Comprehensive trade finance and cash management knowledge.
• Good communication and presentation skill.
• Knowledge in working capital analysis.

Apply Now to join the Bank for those with big career ambitions.