Job Summary

Own and manage Client relationships from a Transaction Banking Cash Solutions perspective, who are domiciled in the Northern Europe Area + Dutch clients (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  

Key Responsibilities

Business

Understanding of Clients

• 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.

Idea Co-Creation / Prepare and lead Client 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.
• Working on Request for Proposals (RFP’s) 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 the Client Management and/or other relevant service departments. (e.g. CIB, COBAM, Operations etc.).

Processes

• Own and manage the 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 & 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 Nordics Cash management strategy 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

Skills and Experience

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.

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.

Qualifications

• Education - Relevant Degree
• Training - Intermediate or expert Cash Management

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.

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.

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:

• 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
• 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.

• Core bank funding for retirement savings, medical and life insurance, with flexible and voluntary benefits available in some locations.
• 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.
• 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.