Executive Director – Trade Sales

We are looking for an Executive Director – Trade Sales to join our Transaction Banking Sales team at Standard Chartered Bank in San Francisco, reporting to the New York based Regional Head Trade Sales, Americas, Transaction Banking.

The successful candidate will have to be a trusted advisor on Trade matters working closely with TMT Americas Coverage and GS colleagues in the network through provision of solutions that address client needs and demonstrate value in the relationship. The candidate will further have to drive business origination and win new trade mandates in all trade products with TMT clients in the Americas.

We appreciate self-driven candidates who will be working closely with the wider Transaction Banking Sales team, policies, clients and partners to develop an understanding of the competitive landscape and identify prospective partners who can address customer needs and accelerate growth. We believe that a willingness to acquire new skills will contribute to success in this role.

Key Responsibilities

1. Create long term strategic and tactical client level strategy for assigned clients in the region in relation to TMT working capital needs.
2. Client strategy to be fed into overall account plan and aligned with the coverage partners.
3. Create global calling plan and client stakeholder mapping as part of client strategy on TMT offering.
4. Socialise with respective GS Trade Sales teams across network markets and ensure they are fully aligned with overall client strategy on TMT.
5. Partner with Trade Distribution as appropriate to create (i) additional capacity to deliver on client requirements and (ii) increase returns through skim on distributed assets.
6. Identify Trade business opportunities, structuring and pitching appropriate solutions, making effective pitches, and delivering client mandates seamlessly on the TMT segment.
7. Develop client level RFP strategy to orchestrate the scope and requirements and appropriate calling plans to actively engage various client level throughout the RFP process on the TMT segment.
8. Collaborate with implementation, operations, supplier onboarding, client management and service teams to ensure consistent and superior client experience.
9. Drive TMT P&L in trade and cross selling Cash and TBFX via product and market penetration in partnership with respective stakeholders.
10. Manage and grow existing global revenue with expansion of wallet into their subsidiaries present in our network markets.

Day-to-day Tasks

1. Develop appealing content related to all aspects of working capital and trade finance, positioning as an effective subject matter expert to TMT clients (i.e. onshoring, friend shoring, off balance sheet finance).
2. Lead all RFIs, RFPs in the Americas for TMT clients, working in close coordination with its product colleagues and network peers in pitching for global mandates.
3. Become the liaison from Trade Sales Americas for all outbound initiatives maintaining a consistent and updated approach to our solutions offering in the Americas’ Headquartered TMT clients.
4. Enhance SCB profile as a Trade Finance provider to TMT clients by participating in conferences as a speaker, by developing client referrals, supplier referrals and publishing articles.
5. Seek constant feedback from clients on competitor assessments, solutions being launched, service level and feed back to respective internal stakeholders. This feedback will then be used to improve our service to our clients.
6. Drive healthy pipeline and closures through business origination activity.
7. Responsible for driving initiatives on TMT together with TB product team (e.g., commercialisation of new product capability, etc).
8. Lead RFP responses on TMT, ensuring successful conversions, seek feedback and corrective actions for unsuccessful bids (detailed post-mortem).
9. Manage deal execution, maintain oversight on implementation, mandate extension, ensuring revenue realization.

Qualifications

1. 8 to 10 years of relevant experience.
2. Broad banking experience, deep knowledge of Transaction Banking products.
3. Proven ability to independently identify, drive and deliver on opportunities related to Trade Finance and Working Capital.
4. Strong executive impact and track record of new to bank sales success.
5. Structuring Solutions and ability to handle documentation.
6. Strong credit understanding and experience.
7. Rich client experience and deep understanding of institution’s working capital needs, cash conversion cycle, commercial terms, supply chain and related needs, risks, and opportunities.
8. Strong market knowledge and understand the history, current and future of trade finance, specifically of all aspects related to TMT.
9. Strong communication and influencing skills, proven track record to work on a collaborative cross-border team environment with multi-cultural stakeholders.
10. Experience of managing a team and / or experience across sales, product, and implementation of transaction banking business. Able to lead a team of professionals and motivate individuals.

About Standard Chartered

We’re an international bank, nimble enough to act, big enough for impact. For more than 170 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

1. 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.
2. Never settle, continuously striving to improve and innovate, keeping things simple and learning from doing well, and not so well.
3. Are better together, we can be ourselves, be inclusive, see more good in others, and work collectively to build for the long term.

What We Offer

In line with our Fair Pay Charter, we offer a competitive salary and benefits to support your mental, physical, financial and social wellbeing.

1. Core bank funding for retirement savings, medical and life insurance, with flexible and voluntary benefits available in some locations.
2. Time-off including annual leave, parental/maternity (20 weeks), sabbatical (12 months maximum) and volunteering leave (3 days), along with minimum global standards for annual and public holiday, which is combined to 30 days minimum.
3. Flexible working options based around home and office locations, with flexible working patterns.
4. 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.
5. A continuous learning culture to support your growth, with opportunities to reskill and upskill and access to physical, virtual and digital learning.
6. 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

Expected annual base pay range for the role is 188,000 USD to 235,000 USD. The final offer will be determined on an individualised basis using a number of variables, including but not limited to skill set, depth of experience and education, internal relativity, and specific work location. At Standard Chartered Bank, Base pay is only part of the total compensation package. Discretionary variable pay and a range of attractive bank sponsored benefit programs are available and designed to foster employee overall health and well-being including, but not limited to, a best in class 401k plan with up to 8% employer match, robust medical plan coverage with employer funded Health Savings Accounts, inclusive family building benefits, and flexible/hybrid working arrangements for many of our positions subject to role specific considerations.

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