Associate Director Trade Sales, Tb - Frankfurt am Main, Deutschland - Standard Chartered

Standard Chartered
Standard Chartered
Geprüftes Unternehmen
Frankfurt am Main, Deutschland

vor 3 Wochen

Lena Wagner

Geschrieben von:

Lena Wagner

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Beschreibung

Job:
Institutional Banking


Primary Location:
Europe & Americas-Germany-Frankfurt


Schedule:
Full-time


Employee Status:
Fixed Term


Posting Date: 03/Aug/2023, 2:49:50 AM


Unposting Date:
Ongoing


Understanding of Client

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

Revenue & Trade Drivers

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

Client Team

  • Proactively lead Trade opportunity development with the CIB 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.
  • Input into BCA's via Product Conditions for assigned portfolio.
  • Facility structuring for Trade deals, working with SST and Commercial Banking where relevant.
  • Proposal and pitches to the clients.
  • Provide input to Product Managers on evolving client and competitor landscape

Execution

  • Put up PSRs / Deal Reviews where applicable
  • Coordinate with CB/EMT ecosystem deals
  • Document negotiation for new to bank business.
  • Active role in credit & 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
  • Engage with SST as appropriate

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).
  • Working with assigned TTO and PSM for superior client servicing and experience

Risk Management

  • Manage all Trade Sales risks in the assigned Portfolio. conform to global standards, improve risk metrics, eenablement & 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

  • 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

Internal

  • Country and Regional TB Heads
  • Country and Regional Heads of Products / Segments
  • Country and Regional Heads of Functions

External

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

Experience

  • Broad banking experience
  • Deep knowledge of Trade products
  • Many years of experience in driving Trade 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 Trade knowledge.
  • Structuring Solutions and ability to handle documentation.
  • Strong credit understanding and experience.
  • 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 when they desire strategic TB input.
  • Strong credibility with key stakeholders, i.e. Risk, CIB, FCC, ITO.
  • Sharp commercial focus, analytical mindset, consultative engagement style, innovative problem solving approach, and strong achievement orientation

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 ta
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