Director, Transaction Banking Sales, CCIB

Director, Transaction Banking Sales, CCIB

Standard Chartered
10-13 years
Not Specified

Job Description

Role Responsibilities

To drive cash, trade and working capital business growth in Malaysia's Corporate, Commercial and Institutional Banking (CCIB) business with assigned client portfolio primarily in the commercial banking and global subsidiary client segments by:
  • Develop and sustain effective client relationships (including new to bank) at appropriate levels in the client organization.
  • To be a trusted advisor on Cash / Trade / Working Capital with CCIB clients through provision of solutions that address client needs and demonstrate value in the relationship.
  • Seek constant feedback from clients on competitor assessments, solutions being launched, service level and feed back to respective internal stakeholders.
  • Identifying cash business opportunities, structuring and pitching appropriate solutions, making effective pitches, and delivering client mandates seamlessly
  • Drive business origination and win new cash / trade / working capital mandates
  • Collaborating with implementation, client management and service teams to ensure consistently superior client experience

  • Create long term strategic and tactical client level strategy for assigned clients
  • Client strategy to be fed into overall account plan and aligned with the coverage partners.
  • Create global calling plan and client stakeholder mapping as part of client strategy.
  • Define digitization agenda in the assigned portfolio that would drive client loyalty, wallet share growth, and share of mind
  • Identify TB business opportunities, structuring and pitching appropriate solutions, making effective pitches, and delivering client mandates seamlessly.
  • Develop client level RFP strategy to orchestrate the scope and requirements and appropriate calling plans to actively engage various client level throughout the RFP process.
  • Collaborate with implementation, client management and service teams to ensure consistent and superior client experience.

  • Own TB revenue and drive budget for the assigned individual portfolio
  • Drive OPAC / QDL conversion toward agreed levels
  • Drive healthy pipeline and closures through business origination activity
  • Lead RFP responses, client pitches and ensure successful conversions
  • Manage deal execution, maintain oversight on implementation, and ensure revenue realization
  • Recommend and implement the appropriate service model for respective clients and retain ownership of overall client experience with our cash management solutions and services
  • Client centricity

Understand client business
    • Deep understanding of clients financial needs, footprint, buying center and decision-making process and centers.
    • Deep understanding of clients business flows and challenges and how would they manifest and impact their financial needs / flows. Create solutions to solve these challenges.
    • Target clients for various product solutions, industry value propositions, campaigns, and other initiatives.
    • Run client level planning for the product, brainstorming, and identification of opportunities.
    • Own Account Plan commitment and ensuring client level targets are met.
    • Execute activities in line with Cash & Trade Sales pipeline policy regular inspection on pipeline and ensure it is always up to date .
    • Analyze client behavior to provide insights to the coverage teams to deepen client relationship.
    • Works with other product teams on identified cross-sell opportunities.

Client connectivity
    • Build full access to senior client decision makers through active client calling.
    • Increase client penetration and revenues for the bank by actively promoting the bank's network and product capabilities.
    • Targeted and innovative marketing ideas and techniques for new initiatives and product launches.

Ideation and pitches
    • Take the lead in identifying explicit and implied client needs, engaging key influencers and decision makers, developing unique solutions and leading proposals and pitches to clients.
    • Leverage Structured Solutions Development (SSD) team and TB Product expertise for complex solutions.
    • Facility structuring for complex/bespoke Cash and Trade deals working with SSD team and other key stakeholders where relevant.
    • Input into BCA's via Product Conditions for assigned portfolio.
    • Replicate unique solutions across clients.
    • Provide input to Product Managers on evolving client and competitor landscape.

    • Manage the execution through to revenue realization.
    • Put up PSRs / Deal Reviews where applicable.
    • Coordinate on SSD deals.
    • Active role in credit and compliance approvals on CA deviations for assigned portfolio.

Client servicing support
    • Ensure that any post sales service issues identified are managed appropriately by Client Service Group or Premier Service Management.
    • Ensure client has access to self-help tools (e.g. S2B Info Manager).

  • Develop and maintain effective and professional partnerships with internal stakeholders such as Relationship Managers, TB Products, TB Implementation and Client Management, Financial Markets and Cash & Trade Operations etc.
  • Establish leadership credentials by coaching and mentoring junior members of the assigned team
  • Be a role model of the Group's values and culture in the country

Regulatory and business conduct
  • Take personal responsibility for understanding the risk and compliance requirements of the role. Understand and comply with applicable laws and regulations, the Group's policies, procedures and the Group Code of Conduct. These include but are not limited to deal reviews, pricing, pipeline management, client complaints, other ethical issues, and general business conduct etc.
  • Effectively identify, escalate, mitigate and resolve risk and compliance matters
  • Take the initiative regarding regulatory, reputational and ethical matters, taking the initiative for providing proactive advice to clients as identified.
  • Ensure adherence with the highest standards of ethics, and compliance with relevant policies, processes and regulations.
  • Display exemplary conduct and live by the Group's Values and Code of Conduct.

Key Stakeholders
  • Global Account Manager, Regional Account Manager, Field Account Managers in the country / region as appropriate
  • Other Global Transaction Sales, Regional Transaction Sales (as applicable)
  • Credit, Risk & Compliance team in the region / country as appropriate
  • TB Products, Implementation, Client Managers and Channels team in the region / country as appropriate
  • Financial Market Sales

  • Clients as per assigned portfolio
  • Auditors
  • Local regulators where applicable

Our Ideal Candidate
  • Minimum a Bachelor and/or master's degree in Business Management, Banking or Finance.
  • Minimum 10 years of relevant Transaction Banking sales experience ideally in the Commercial Banking segment or Multinational client segment preferably with an excellent understanding of the banking landscape in Malaysia.
  • Strong leadership qualities, able to articulate and communicate the growing ambition and goals for the business both internally and externally.
  • Strong communication and influencing skills, proven track record to work in a collaborative cross-border team environment with multi-cultural stakeholders.
  • Strong analytical and problem-solving skills.

About Standard Chartered
We're an international bank, nimble enough to act, big enough for impact. For more than 160 years, we've worked to make a positive difference for our clients, communities, and each other. We question the status quo, love a challenge and enjoy finding new opportunities to grow and do better than before. If you're looking for a career with purpose and you want to work for a bank making a difference, we want to hear from you. You can count on us to celebrate your unique talents. And we can't wait to see the talents you can bring us.

Our purpose, to drive commerce and prosperity through our unique diversity, together with our brand promise, to be here for good are achieved by how we each live our valued behaviours. When you work with us, you'll see how we value difference and advocate inclusion. Together we:
  • Do the right thing and are assertive, challenge one another, and live with integrity, while putting the client at the heart of what we do

  • Never settle, continuously striving to improve and innovate, keeping things simple and learning from doing well, and not so well

  • Be better together, we can be ourselves, be inclusive, see more good in others, and work collectively to build for the long term
In line with our Fair Pay Charter, we offer a competitive salary and benefits to support your mental, physical, financial and social wellbeing.
  • Core bank funding for retirement savings, medical and life insurance, with flexible and voluntary benefits available in some locations

  • Time-off including annual, parental/maternity (20 weeks), sabbatical (12 weeks maximum) and volunteering leave (3 days), along with with minimum global standards for annual and public holiday, which is combined to 30 days minimum

  • Flexible working options based around home and office locations, with flexible working patterns

  • Proactive wellbeing support through Unmind, a market-leading digital wellbeing platform, development courses for resilience and other human skills, global Employee Assistance Programme, sick leave, mental health first-aiders and all sorts of self-help toolkits

  • A continuous learning culture to support your growth, with opportunities to reskill and upskill and access to physical, virtual and digital learning

  • Being part of an inclusive and values driven organisation, one that embraces and celebrates our unique diversity, across our teams, business functions and geographies - everyone feels respected and can realise their full potential.
Recruitment assessments - some of our roles use assessments to help us understand how suitable you are for the role you've applied to. If you are invited to take an assessment, this is great news. It means your application has progressed to an important stage of our recruitment process. Visit our careers website

Standard Chartered plc is a British multinational banking and financial services company headquartered in London, England. It operates a network of more than 1,200 branches and outlets (including subsidiaries, associates and joint ventures) across more than 70 countries and employs around 87,000 people. It is a universal bank with operations in consumer, corporate and institutional banking, and treasury services. Despite its UK base, it does not conduct retail banking in the UK, and around 90% of its profits come from Asia, Africa, and the Middle East.

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