Job Description

The Role Responsibilities Strategy The job holder will build on an already deep understanding of the buying behaviour and requirements of Financial Institutions (FI) Clients especially Investor clients (Funds) 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 job holder will have the ability to sell the complete suite of solutions that are applicable to FI or other Corporate and Institutional Clients 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 identifying suitable target clients and cross selling opportunities, able to grow the revenue across FI Clients and mobilise stakeholders across Product, Risk, Operations, Legal, Compliance and Technology - whilst staying on strategy. Business Sales Executes strategy for FSS sales for India market addressing specific country and client needs and in support of the global sales strategy for the segment. Also look at supporting any outbound investment from India into other geographies. 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 Investor and SIG Client 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 SS Business head, Client Coverage, Client Segment Head, Network sales team, Global / 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. 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 FI Client 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 and 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. 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 and Business Development FSS Regional Heads, FSS Country Heads and FSS Network / In-country Sales FSS Product Segment Lead and of Product Management team FSS Client Solutions team Legal, CFCC (Conduct, Financial Crime and Compliance), Technology, and Operations Financial Markets Sales CCIB Client Coverage Other Responsibilities Acts as a role model, behaving with integrity and demonstrating exemplary conduct Our Ideal Candidate Deep segment knowledge and client buying behaviour Market profile and credibility with clients Technical FSS product knowledge Strong sales skills - demonstrable experience of strategic and technical sales, global coordination, long gestation periods, RFPs, running workshops & problem-solving Highly organised and an exceptional communicator, able to work effectively in a matrix organisation Track record of delivering revenue growth Role Specific Technical Competencies Knowledge of financing and securities services product and industry Able to influence and drive sales effort Key commercial awareness Able to identify profitable growth opportunities Deliver on sales targets Public speaking and media aware Solid and attractive network of prospective clients Previous experience in a role similar to this Able to manage an outsourced relationship Able to identify, understand and action key regulatory requirements for this role Visit our careers website

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