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Job
: Corporate & Commercial Banking
Primary Location
: Europe & Americas-Germany-Frankfurt
Schedule
: Full-time
Employee Status
: Permanent
Posting Date
: 20/Jul/2023, 5:14:06 AM
Unposting Date
: Ongoing
The Role Responsibilities
- Own and manage Client relationships from a Transaction Banking Cash Solutions perspective, who are domiciled in Germany (Global Transaction Sales – GTS)
- To drive “new to bank” revenues and product/market penetration with assigned portfolio of Cash clients at global, regional, or local buying centres (depending on role).
- There will also be a fair level of Trade Sales Coverage required for names where a Cash GTS is responsible for the overall TB relationship.
- German Language and German market knowledge are essential for the role
Business
- Understanding of Client
- Deep understanding of clients’ business needs, footprint, buying centers and decision-making process.
- Owns Account Plan commitments.
Client Team
- Pro-actively lead Transaction Banking opportunity development with the Corporate Institutional Banking (CIB) team.
- Execute activities in line with TB sales pipeline policy.
Connectivity
- Build full access to cash management decision makers through active client calling.
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.
- Development of cash, liquidity and transactional FX solutions.
- Proposal and pitches to the clients.
Revenue
- Complete ownership of client level revenue for cash.
- Introduction of Treasury Solutions team to capture strategic treasury agenda.
Execution
- Manage the execution through to revenue realisation (as per scorecard metric of completed implementation rather than deal closed).
- Use Transactional Sales team input to drive engagement with clients/other units to ensure revenue realisation if any issues surface.
- Document negotiation for new to bank business.
- Active role in credit & compliance approvals on PPG deviations.
Client servicing support
- Ensure that any post sales service issues identified are managed appropriately by Client Management and/or other relevant departments. (e.g. CIB, COBAM, Operations etc.).
Processes
- Deal review Processes
- Adhere to Good Governance processes for Reverse Solicitation
Risk Management
- Manage all TB 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 and Conduct & Behaviors).
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 SCB AG in all undertakings, including adherence to the Group Code of Conduct
Regulatory and Business Conduct
- Display exemplary conduct and live by the Group’s and SCB AG’s Values and Code of Conduct.
- Take personal responsibility for embedding the highest standards of ethics, including regulatory and business conduct, across Standard Chartered Bank. This includes understanding and ensuring compliance with, in letter and spirit, all applicable laws, regulations, guidelines and the Group and SCB AG’s Code of Conduct.
- Lead the German Cash management to achieve the outcomes set out in the Bank’s Conduct Principles
- Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.
- Adhere to local regulators prescribed responsibilities and Rationale for allocation
- Exercise authorities delegated by the Management Board and act in accordance with Articles of Association (or equivalent)
Key Stakeholders
Internal
- SCB AG Country and Regional TB heads
- SCB AG Country and Regional Heads of cash
- SCB AG Country and Regional Heads of functions
External
- Represent SCB and Transaction Banking with all stakeholders including Clients and industry bodies
Our Ideal Candidate
Experience
- Broad banking experience
- Deep knowledge of TB products (cash and trade)
- Proven ability to independently identify, drive and deliver on opportunities.
- Strong executive impact and track record of new to bank sales success.
- German Language is an added advantage and beneficial for the role considering the client base
Knowledge
- Practitioner with Advanced Cash knowledge.
- Structuring Solutions and ability to handle documentation.
- Strong credit understanding and experience.
- Seen as an industry expert in Cash (and Trade)
- Sector expertise relevant to portfolio (i.e. Auto, Industrials, FMCG, Telecom, etc.) preferred
- 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. SCB Network, Risk, CIB, Operations.
- Sharp commercial focus, analytical mindset, consultative engagement style, innovative problem-solving approach, and strong achievement orientation.
Role Specific Competencies
- Core Cash
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 talents you can bring us.
Our purpose, to drive commerce and prosperity through our unique diversity, together with our brand promise, to be here for good are achieved by how we each live our valued behaviours. When you work with us, you'll see how we value difference and advocate inclusion. Together we:
- Do the right thing and are assertive, challenge one another, and live with integrity, while putting the client at the heart of what we do
- Never settle, continuously striving to improve and innovate, keeping things simple and learning from doing well, and not so well
- Be better together, we can be ourselves, be inclusive, see more good in others, and work collectively to build for the long term
- In line with our Fair Pay Charter, we offer a competitive salary and benefits to support your mental, physical, financial and social wellbeing.
- Core bank funding for retirement savings, medical and life insurance, with flexible and voluntary benefits available in some locations
- Time-off including annual, parental/maternity (20 weeks), sabbatical (12 weeks maximum) and volunteering leave (3 days), along with minimum global standards for annual and public holiday, which is combined to 30 days minimum
- Flexible working options based around home and office locations, with flexible working patterns
- Proactive wellbeing support through Unmind, a market-leading digital wellbeing platform, development courses for resilience and other human skills, global Employee Assistance Programme, sick leave, mental health first-aiders and all sorts of self-help toolkits
- A continuous learning culture to support your growth, with opportunities to reskill and upskill and access to physical, virtual and digital learning
- Being part of an inclusive and values driven organisation, one that embraces and celebrates our unique diversity, across our teams, business functions and geographies - everyone feels respected and can realise their full potential.
- Recruitment assessments - some of our roles use assessments to help us understand how suitable you are for the role you've applied to. If you are invited to take an assessment, this is great news. It means your application has progressed to an important stage of our recruitment process.
Visit our careers website www.sc.com/careers
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