Associate Director-TB Sales, Commodity Traders & Agri-Business Standard Chartered Bank - Dubai

Job Description Facilitate, deliver and pursue all that is needed to exceeding / achieving Working Capital (TB) Product Sales revenues and profitability targets. Key Roles & Responsibilities To work along with TB Sales, Products, Sol Del & OCC teams for developing and delivering a TB Sales plan for the segment in line with the overall CTA segment Business Plans of OCC, UAE, involving the following: • Covering the CTA segment clients from the perspective of comprehensively analysing and catering to the Client's Working Capital requirements • Understanding the customers' businesses and anticipating their requirements through a consultative selling process. • Conduct Sales call, either independently or jointly with OCC to sniff out TB opportunities with existing customers or prospects. • Being able to structure and provide Trade finance & Cash Management solutions that match customer's needs (from the existing and planned TB Suite of products and services) to new and existing customers and prospects (in an integrated manner along with OCC engagement in the non-TB product areas). • Being able to negotiate the terms and conditions of such offerings and solutions with the customers, to help maximise revenue and profitability. • Covering and deepening wallet share through value adding engagement on e-banking sales • Undertaking market and industry analysis to identify new business opportunities in co-ordination with TB Product Management and OCC. • Participating in Client Account forums to outline and influence client coverage and revenue potential planning. • Keeping abreast of customers' needs, trends and product/market intelligence for new product developments/enhancements and working with TB Products towards strengthening SCB's competitive position in this field. • Being able to scout and give referrals to larger OCC and other product teams on cross sell opportunities on the strength of good understanding of client's business. • Maintaining a disciplined product-oriented sales management process ensuring sales planning and review is done on a regular basis to meet sales targets. • Establish and maintain an on-going contact with customers to monitor and ensure targeted level of utilizations of facilities. • Be able to control and influence smooth deal implementation and adherence to high levels of service quality. Qualifications & Skills • MBA or equivalent, with previous banking experience, especially in Sales and Client relationship management, with an exposure to WC financing. • Basic understanding of Banking operations, treasury, trade finance, cash ops, money markets and regulations on a local and regional level is needed. • Proven presentation and negotiation skills combined with good interpersonal and oral, written communication skills. • Knowledge of the Groups Policy, Standards, local regulations and legislation of the prevention of money laundering preferred.
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