Job ref no.: 2300002132
Standard Chartered Bank

Director, TB Sales

Standard Chartered Bank

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.


  • 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.


  • 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


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


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

Our Ideal Candidate


  • 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.


  • 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.


  • 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.


  • 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. 

More job information
Job ref no. 2300002132
Job Function
Work Model
  • On-site / At the workplace
Employment Term
  • Permanent
  • Full-time
Career Level
  • Middle management level
  • Degree