Associate Director Trade Sales, Tb

vor 4 Wochen

Frankfurt am Main, Deutschland Standard Chartered Vollzeit

**Job***: Institutional Banking

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

**Schedule***: Full-time

**Employee Status***: Fixed Term

**Posting Date***: 03/Aug/2023, 2:49:50 AM

**Unposting Date***: Ongoing

**Understanding of Client**
- Deep understanding of clients’ business needs, footprint, buying centers and decision making process.
- Owns TB Client Map and Account Plan commitments.
- Deep understanding of client ecosystem and supply chain
- 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 operating level in the client shop.

**Revenue & Trade Drivers**
- 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

**Client Team**
- Pro-actively lead Trade opportunity development with the CIB team.
- Execute activities in line with TB sales pipeline and deal review policies

**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.
- Input into BCA’s via Product Conditions for assigned portfolio.
- Facility structuring for Trade deals, working with SST and Commercial Banking where relevant.
- Proposal and pitches to the clients.
- Provide input to Product Managers on evolving client and competitor landscape

**Execution**
- Put up PSRs / Deal Reviews where applicable
- Coordinate with CB/EMT ecosystem deals
- Document negotiation for new to bank business.
- Active role in credit & compliance approvals on CA deviations for assigned portfolio
- Grow Utilisation on Trade limits for assigned portfolio.
- On RS details, work with the RSMs on deals
- Engage with SST as appropriate

**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 TTO and 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, behaviors (per Culture, Conduct & Behaviors) and FOSAF.

**Governance**
- Proactively engage business & functional partners / stakeholders to drive the origination sales agenda with clients
- Promote the SCB brand and exemplify the values of the Group in all undertakings, including adherence to the Group Code of Conduct.

**Key Stakeholders**

**Internal**
- Country and Regional TB Heads
- Country and Regional Heads of Products / Segments
- Country and Regional Heads of Functions

**External**
- Represent SCB and Transaction Banking with all stakeholders including Clients and industry bodies.

**Experience**
- Broad banking experience
- Deep knowledge of Trade products
- Many years of experience in driving Trade business
- Proven ability to independently identify, drive and deliver on opportunities.
- Strong executive impact and track record of new to bank sales success.

**Knowledge**
- Practitioner with Advanced Trade knowledge.
- Structuring Solutions and ability to handle documentation.
- Strong credit understanding and experience.
- 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. Risk, CIB, FCC, ITO.
- Sharp commercial focus, analytical mindset, consultative engagement style, innovative problem solving approach, and strong achievement orientation

**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 ta

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