Director, Transaction Banking, FI Sales - Sponsors

Responsibilities

• Strategy
• To manage the Sponsors portfolio under Transaction Banking (FI Sales) of clients assigned directly. Over and above, support teams across the relationships to grow the cash and trade business for all the clients domiciled
• To work with Relationship Managers and other stakeholders for growing the cash management, SC Prism FX & trade finance business in line within overall Global Transaction Banking (FI Sales) strategy and within risk parameters of the business
• To manage other Financial Institutions segments as and when required by the business.
• Business
• Responsible for the Cash & Trade business for Transaction Banking (FI Sales) for the Sponsors segment. Responsibility for Transaction Banking (FI Sales) Franchise revenues - Origination
• Actively identify client needs across full set of SCB product capabilities, originate new business and grow the franchise by capitalising on Bank competitive attributes (network) and developing new relationships where required
• Engage with Senior Management and decision makers of key clients to improve quality of dialogue with clients, promoting a move away from 'transactional' reactive client coverage to consistent value-added partner/trusted advisor status. Anticipate client's requirements and provide strategic advice, bringing in the relevant product and industry partners as appropriate.
• Maximize profitable revenue to the bank whilst maintaining focus on client outcomes, strengthening and deepening existing relationships both at the most Senior level as well as at the operating level in client's designated portfolio.
• To deliver financial performance for the country / region as per the agreed budget assigned.
• To undertake market analysis for each country in the region to identify new business opportunities in co-ordination with Product Management and Credit.
• To match customers' needs with product capabilities through presentation of tailored demonstrations and proposals.
• To negotiate terms and conditions with customers to maximise revenue and profitability.
• To engage and assist the Coverage teams to provide structured solutions to meet the specific cash management and trade services requirements of our customers and prospects.
• To undertake a disciplined sales management process.
• To assist product management in the commercialization of strategic product rollouts.
• To provide feedback and assistance to all areas of transaction banking, e.g., Product Management, Marketing, etc. to ensure that the voice of the customer and local requirements are incorporated into ongoing plans and initiatives.
• To keep abreast of customers' needs, trends and product/market intelligence for new product developments/enhancements, strengthening SCB's competitive position in this field.
• To ensure smooth deal implementation and adherence to high levels of service quality.
• Ensure customer service issues are addressed and a high level of post sales service is made available to the clients at all times.
• Benchmark and identify opportunities to establish sustainable sales, product and service advantages against global banking competitors.
• Establish and maintain governance framework to ensure sales processes under area of responsibility comply with internal policies, procedures, business conduct requirements and applicable external laws and regulations
• To ensure adherence to compliance policies and help manage financial crime risk in the business.
• Processes
• To manage the Transaction Banking relationship across all products for a portfolio of FI and Sponsors clients.
• To undertake and manage RFP and deal processes for specific client base, to ensure optimal solution provided and presented to the customer; working with Coverage, product management and operations to deliver the desired results. To ensure smooth deal implementation and adherence to high levels of service quality.
• To provide feedback to Product Management on customer needs, trends, and market intelligence, and to provide direction on proposed project programme initiatives to central product management teams.
• Lead regular pricing reviews, including impact of waivers or non-standard pricing and implement appropriate local pricing at a product level.
• Monitoring client onboarding, and other compliance related work
• Ensure that the service team does regular reviews with clients to validate their service levels and implement client feedback wherever possible.
• Ensure that the business meets its obligation vis-à-vis prevention of Money Laundering under group policy and standards and under the local laws and regulations.
• Ensure that cl

Additional Information

Job Summary Responsible for Cash & Trade business for Sponsors client segment. Actively identify client needs across fullset of SCB product capabilities, originate new business and grow the franchise by capitalising on bank competitive attributes (network) and developing new relationships where required.

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