Job Description:
To drive "new to bank" revenues and product/market penetration with assigned portfolio of Commercial Banking (Commercial Banking) clients at regional or local buying centres (depending on role).
Up-tier and strengthen relationships with major and key clients (including New to Bank) through positioning ourselves as value add and consultative partner - help the clients to achieve their finance needs and goals through provision of solutions that address client needs and demonstrate value in the relationship.
Key Roles and Responsibilities
Understanding of Client
Deep understanding of clients' business needs, footprint, buying centers and decision making process.
Own Account Plan commitment and ensuring client level targets are met. [Striped]
Select target clients for various product bundles, industry value propositions, campaigns and other initiatives [Portfolio]
Identify and nurture potential stripe clients [Portfolio]
Client Team
Pro-actively lead Transaction Banking opportunity development with the Commercial Banking team
Execute activities in line with Transaction Banking sales pipeline policy.
Work with RMs and CVPs to plan client calendar [Portfolio]
Conduct/lead client town halls, Transaction Banking Seminars & campaigns as required to meet multiple clients together [Portfolio]
Analyze the portfolio to provide insights to the Commercial Banking RM Teams to deepen client relationship [Portfolio]
Regular inspection on pipeline [as applicable]
Connectivity
Build full access to trade finance or cash management decision makers through active client calling. [Striped]
Increase client penetration and revenues for the bank by actively promoting the bank's network and product capabilities
Mass marketing ideas and techniques used to target select portfolio of clients [Portfolio]
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. [Striped]
Run portfolio level planning for the product, brainstorming, and identification of opportunities [Portfolio]
Maintain a detailed and up-to-date knowledge of the bank's comprehensive integrated channels capabilities and their application to client needs - use this knowledge in structuring solutions.
Facility structuring for Trade deals
Development of cash, liquidity and transactional FX solutions.
Proposal and pitches to the clients.
Coach all RMs for Transaction Banking opportunity spotting, sales pitch, structuring (joint client meetings for complex portfolio clients) [Portfolio]
Revenue
Complete ownership of client level revenue for cash, trade and Transaction Banking FX. [Striped]
Financial KPIs on portfolio basis [Portfolio]
Execution
Manage the execution through to revenue realization (as per scorecard metric of completed implementation rather than deal closed). [Striped]
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.
Support RM's origination efforts by maximizing cash & trade utilization by resolving Product related impediments to the same [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)
Risk Management
Manage all Transaction Banking 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.
Ensure appropriate Transaction Banking inputs are incorporated in BCA/Term sheet/Pre-Screening review/Credit Workshop
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
Internal
Country Transaction Banking Heads
Country and Regional Heads of Products / Segments
Country/ Regional Heads of Transaction Banking Commercial Banking
Country Commercial Banking Relationship Management Teams
Credit Officers
External
Represent SCB and Transaction Banking with all stakeholders including Clients and industry bodies.
Experience
Broad banking experience
Deep knowledge of Transaction Banking products
5-7 years experience in related business
Proven ability to independently identify, drive and deliver on opportunities.
Strong executive impact and track record of new to bank sales success.
Knowledge
Certification in advanced Trade / Cash
C6 certified
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.
Market Intelligence: ability to anticipate global trends in market and impact on strategy and plans.
Understanding of how to work effectively within a matrix / network organisation.
Capable of analysing working capital and funding needs
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.
Ability to
Behaviours
Wants to be a trusted advisor - positions as the "go to" person for clients when they desire strategic Transaction Banking input.
Strong credibility with key stakeholders, i.e. Risk, CIB, GTO and ability to develop diverse and inclusive relationships at multiple levels of the organization
Client centric with sharp commercial focus, analytical mindset, consultative engagement style, innovative problem solving approach, and strong achievement orientation.
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