Ed, Head of Tb Cash Sales Germany

vor 2 Monaten

Frankfurt am Main, Deutschland Standard Chartered Vollzeit

**Job***: Transaction Banking

**Primary Location***: Europe & Americas-Germany-Frankfurt

**Schedule***: Full-time

**Employee Status***: Permanent

**Posting Date***: 03/Mar/2023, 8:36:25 AM

**Unposting Date***: Ongoing

**Strategy**
- 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.
- Grow and develop the Germany Sales Team, Lead and drive execution of the AG and SCB strategy.
- German Language and German market knowledge is key for this 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

**People and Talent**
- Actively manage and grow Talent
- Drive AG and SCB strategy
- Drive the AG diversity and inclusion agenda

**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 & 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

**Role Specific Technical Competencies**
- Cash
- Trade

**Qualification**

**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

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