Product Sales Manager of International Corporate Team Lead

Standard Chartered Bank offers personal, private, and business services to individuals, SMEs, and corporate and institutional customers.

**Understanding of Client** * Deep understanding of clients’ business needs, footprint, buying centers and decision making process. * Owns Account Plan commitments for self and team. **Client Team** * Pro-actively lead TB opportunity development with the CIB team. * Execute activities in line with TB sales policies. **Connectivity** * Build full access to trade finance or cash management decision makers through active client calling. **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. * Input into BCA/Check list. * Facility structuring for Trade deals, working with SST where relevant. * Development of cash, liquidity and transactional FX solutions. * Proposal and pitches to the clients. **Revenue** * Complete ownership of client level revenues for self and team for cash and trade. **Execution** * Manage the execution through to revenue realization (as per scorecard metric of completed implementation rather than deal closed). * Use Transactional sales team input to drive engagement with clients/other units to ensure revenue realization if any issues surface. * Document negotiation for new to bank business. * Active role in credit & compliance approvals on PPG deviations. **Client servicing support** * Ensure that any post sales service issues identified are managed appropriately by Service Management and/or other relevant departments. (e.g. CIB). **People and Talent** * Champion and act as a role model of the Group’s values and culture to the sales team. * Build a top team capable of ensuring delivery of the business’ short and longer-term objectives through: * Coaching, guidance and management of the team to ensure they deliver against the financial, non-financial and risk/control objectives. * Identifying and addressing the top issues/opportunities for performance improvement across the team. * Driving an environment of collaboration, both within the team and across the wider Group, to ensure issues are raised and blockages are resolved in a timely manner. * Developing succession plans that identify gaps in bench-strength; subsequently implementing action plans to ensure ready-now talent is available. **Risk Management** * Manage all TB Sales risks in the Country (incl. through BORFs & CORCs), 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** * Build strong knowledge of local regulations and initiatives of local industry bodies to ensure the business is ahead of the regulatory change agenda. * 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. **Key Stakeholders** * Country and Regional TB Heads * Country and Regional Heads of Products / Segments * Country and Regional Heads of Functions * Represent SCB and Transaction Banking with all stakeholders including Clients and industry bodies.

**Qualifications and Skills** * 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 / Expert Cash and or Trade knowledge. * Structuring Solutions and ability to handle documentation. * Strong credit understanding and experience. * Seen as an industry expert in Cash and/or Trade. * Broad expertise across different industry sectors. * 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. **Behaviours** * Wants to be a trusted advisor – positions as the “go to” person for clients and team members when they desire strategic TB input. * Strong credibility with key stakeholders, i.e. Risk, CIB, GTO. * Sharp commercial focus, analytical mindset, consultative engagement style, innovative problem solving approach, and strong achievement orientation.