Director - Trade Sales - Transaction Banking

his role is responsible for driving new-to-bank Trade revenues across a portfolio of international corporate clients, with a strong focus on Open Account solutions such as receivables and supplier finance.

You will work closely with Relationship Managers to originate, structure, and implement working capital solutions that meet client needs, while also retaining and growing existing wallet share through strategic client engagement and deep solutioning.

The successful candidate will be expected to lead client conversations, manage end-to-end deal execution, and deliver against key revenue and driver metrics.

Key Responsibilities
Strategy
Deep understanding of clients’ business needs, footprint, buying centres and decision-making process.
Owns Transaction Banking Client Map and Account Plan commitments.
Deep understanding of client ecosystem and supply chain.
Analyse client financials to identify appropriate working capital solutions that will meet client financial objectives.
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 senior management and operating levels in the client organisation.
Business
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.
Pro-actively lead Trade opportunity development with the relationship management team.
Execute activities in line with Transaction Banking sales pipeline and deal review policies.
Processes
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.
Assist in writing credit applications for assigned portfolio.
Facility structuring for Trade deals, working with Structured Solutioning team and Corporate Banking partners where relevant.
Proposal and pitches to clients.
Provide input to Product Managers on evolving client and competitor landscape.
Write and present Pre-Screening Reviews / Deal Reviews where applicable.
Execution
Document negotiation for new to bank business.
Active role in credit compliance approvals on Country Addendum deviations for assigned portfolio.
Grow Utilisation on Trade limits for assigned portfolio.
Work with the Receivable Service Management and Vendor Management Teams to effectively position Open Account client pitches, implement and drive utilisation on deals.
Drive Sustainable Trade Agenda within Standard Chartered.
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 Trade Transaction Owner (TTO) and Premier Service Manager (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, e-enablement culture, and ensure no failed audits (internal external).
Adhere to good sales practices in relation to relevant policies, behaviours (per Culture, Conduct Behaviours) and FOSAF. Read more