Responsible for the Transaction Banking revenue growth for Australia franchise. Work with CEO/CIB Head, Coverage team, CIB product partners and industry bankers to formulate and execute client strategies for targeted businesses to maximise shareholder value, identifies and creates areas of competitive advantage and aligns to Standard Chartered Australia’s overall country strategic aspirations. Build, coordinate and drive high performing transaction banking team across different teams (Products, Implementation, DCDA and support functions) and in particular sales culture to meet financial and non-financial targets on scorecard. To drive overall Transaction Banking business growth by:
Developing and executing strategic plan which is in full alignment with other internal stakeholders both domestically, regionally or globally. developing and sustaining effective client relationships at appropriate levels in the client organisation • establishing yourself as a trusted advisor on cash and treasury management with clients • identifying cash/trade business opportunities, structuring and pitching appropriate solutions, making effective pitches, and delivering client mandates seamlessly • collaborating with implementation, client management and service teams to ensure consistently superior client experience
Strategy
• Define Transaction Banking strategy and plan that is aligned with coverage and country strategy • Sit as member within in country ALCO forum to strategies the balance sheet planning and action which is relevant to Transaction Banking • Devise client level cash and trade strategy into GAM account plan and aligned with the coverage partners • Chart clients’ treasury strategy and evolution roadmap • Define digitisation agenda in the assigned portfolio that would drive client loyalty, wallet share growth, and share of mind • Create long term strategic and tactical client level strategy for assigned clients
Business
• Own Transaction Banking’s revenue and drive budget for the assigned portfolio • Drive OPAC conversion toward agreed levels and ensure pricing meets scorecard requirements • Drive healthy pipeline and closures through business origination activity • Lead RFP responses, client pitches and ensure successful conversions • Manage deal execution, maintain oversight on implementation, and ensure revenue realisation • Recommend and implement the appropriate service model for respective clients; and retain ownership of overall client experience with our cash management/trade finance solutions and services
People & Talent
• Develop and maintain effective and professional partnerships with internal stakeholders such as Relationship Managers, TB Products, TB Implementation and Client Management, Financial Markets and Cash & Trade Operations etc. • Establish leadership credentials by coaching and mentoring team members • Provide relevant trainings to upskill sales and coverage teams, middle and back-office functions – together driving a high-performing and client-centric sales culture • Participate in industry forums to elevate market perception and increase awareness on latest corporate treasury trends and priorities • Be a role model and embed the Group’s values and culture • Identify talent and Develop succession plan for TB • Where you act as GTS/RTS role, ensure TB global sales engagement process is adhered to and this includes coordinating global/regional calling plan together with coverage team to map out and engage the key stakeholders • Ensure comply with internal policies, procedures, codes and applicable external laws and regulations
Processes
• Drive continuous improvement of the operational efficiency and effectiveness of processes to increase the consistency of systems and processes together with other functional heads incl. Finance, Legal, Compliance, Risk and Control. • Support the framework for effective management of operational risks across the Business and compliance with applicable internal policies, and external laws and regulations at a global level. • Support the execution of Business strategy in a safe and well-controlled manner and on an end-to-end basis – incorporating infrastructure requirements and ensuring that they are fit-for-growth. • Follow and comply with AML CDD policies and procedures where applicable • Timely handling of customer issues, complaints, and product enquiries in accordance with established procedures • Provide client-centric inputs to product teams to improve TB product delivery and update relevant PPGs/ Country Addendum • Establish highly disciplined sales team in adhering to global TB sales conduct requirements • Work closely with other functional heads including Finance, Legal, Compliance, Risk and Control in driving process efficiency
Risk Management
Governance
• Ensure relevant systems and controls pertaining to the role remit are in compliance with Group and Business policies, procedures, standards and codes, including those governing all Risk types, Compliance, Operational Risk, Technology and Operations, Finance and Reputation • Ensure adherence with the following Regulatory Compliance policies and processes (as is applicable): • Anti-Money Laundering (AML) and all applicable money laundering prevention procedures (including Hornbeam/ Business Restriction Compliance) • Client Due Diligence & Related Periodic Reviews • Client Suitability Standards • Treating Customers Fairly • Approval & review of Credit Applications • Maintain Documentary standards • Data Confidentiality • Cross-Border Policy • Sanctions • Environmental and Social Risk Management (ESRM) • Anti-Bribery and Corruption (ABC) • Gift and Entertainment • Embed the Group’s values and code of conduct to ensure that adherence with the highest standards of ethics, and compliance with relevant policies, processes and regulations among employees form part of the culture including completion of mandatory e-learning in a timely manner
Key stakeholders
Internal
• CIB teams including GAM, RAM, FAM/CM in the country and other locations as appropriate • Global, regional and local TB stakeholders across Sales, Product, Implementation and DCDA team as appropriate • TB Cash and Trade Products, Implementation and Channels team as appropriate • Operations, Credit, Risk, Finance, Legal & Compliance team in the country as appropriate • Other CIB products, where applicable, including Financial Markets, Leverage & Acquisition Finance, Project Finance, Financing Solutions, M&A and Industries team
External
• Key Clients • Auditors and regulators where applicable, as advised by Compliance, Legal and Finance • Regulator • Third party partners, ie. Bank Alliance, Service Partner (incl. Fintech)
Our Ideal Candidate
• Minimum of 15-18 years of relevant experience in serving business/commercial/corporate clients. Experience in Transaction Banking Product, Sales or Implementation is a plus. • Training for both compulsory and non-compulsory related to Transaction Banking products, risk, sanctions, anti-money laundering, etc • Risk Management Certification • Any certification in International Cash Management (ACT Treasury) or Trade is a plus. • Participation in any of industry association, ie. Trade Association, Payments Association in the country is a plus. • Fluent in English both verbal and written. • Any other language is a plus.
Role Specific technical Competencies
• Business Markets/ Industry Knowledge • Business Performance Management • Operational Risk • Client Relationship Management • Planning: Tactical, Strategic
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