Job Summary

This is a Financial Markets (FM) Prime and Financing (P&F) Sales role operated within Financing & Securities Services (FSS) business. The scope of coverage is the Americas. FSS business has a unique footprint in Asia, Middle East, and Africa, and offers a growing range of products, including for Prime and Financing more specifically: OTC Clearing, Rates intermediation, FX Prime Brokerage, and Fixed Income Prime Brokerage. P&F services are proposed to a number of client sectors including banks, investors, intermediaries, sovereigns, fund managers, insurance companies, and corporates.

The Job holder will be responsible for seeking out, originating, and closing commercially viable and realistic mandates that will provide sustained growth in revenue. The job holder will have the ability to sell the complete suite of solutions (in particular P&F) that are applicable to P&F Clients with a track record of successful deal team management, quick and efficient deal closure and pipeline discipline (i.e. consistency in budget vs. realised revenue). The jobholder will work with a strategic mindset to identify suitable target clients & cross selling opportunities (incoming and outgoing), grow revenue across P&F Clients and mobilise stakeholders across Product, Risk, Operations, Legal, Compliance and Technology – whilst staying on strategy.

Key Responsibilities

• Executes strategy for P&F Sales in defined region addressing specific country and client needs and in support of the global sales strategy for the segment. 
• Identifies target clients, works in collaboration with stakeholders, including FM Sales and Client Coverage, to agree and execute on
  • growing incremental client income from existing clients, through increasing wallet share and onboarding new services, and 
  • generating new client income from New-to-Bank or New-to-FSS clients
• Builds a qualified pipeline ensuring enough diversity to realise short term revenue objectives vs. building for the future, with a suitable balance between large strategic mandates and lesser complex deals.
• Ensures the pipeline information are accurately entered in CRMx and actively updated, capturing call reports and all pertinent deal activity in a timely manner.
• Demonstrates ability to articulate the P&F / FSS / Bank value proposition in relation to client requirements
• Leverages thought leadership and SCB strengths to position P&F and FSS with the client. 
• Acts as a trusted advisor to the client based on long-term perspective on current and future needs in order to continue to develop the client relationship.
• Research potential clients to assess new sales opportunities and prioritise those opportunities accordingly in consideration of the business gestation period.
• Identifies and assists with cross-sell opportunities within Financial Markets products and services, working collaboratively and in partnership with FM Sales colleagues.  
• Works closely with P&F Product Team to:
  • Provide feedback in a structured manner to Product, detailing opportunities, gaps, outstanding compliance, and risk action items.
  • Proactively seek opportunities for client engagement with Product and new product initiatives 
  • Maximise the impact of market advocacy, product launches/ updates, marketing and client engagement events, and participation in industry events

Business

• Maintains awareness and understanding of the wider business, economic, and market environments in which the Group, FSS and P&F businesses operates in. 
• Maintains good knowledge of all products within the P&F and FSS framework, and broad understanding of the applicable Financial Market products and services. 
• Identifies innovative solutions to clients’ requirements, maximising re-use of existing capabilities. 
• Builds and manages sales pipeline in support of P&F Clients sales strategy against assigned targets (budget) which are revised annually according to business growth plan.
• Designs and executes tactical plans to achieve targets as defined in individual scorecard and contributes to achievement of the overall business objectives. 
• Participates in account planning activities as required, in collaboration with internal stakeholders such as the Global Head of P&F, Head of P&F East, Client Coverage, Client Segment Heads, Global Head of FSS Sales, Regional Heads of FSS, to forecast client growth areas and engagement effort planning. 
• Monitors competitor activities and market share within their region across their segment, and internally highlights threats and opportunities.
• Maintains appropriate commercial balance between client needs and long-term profitability / efficiency of the business, through active review of pricing, business activities, and costs of servicing. 
• Anticipates and embraces changes (e.g. in the market, regulatory requirements, client organisational changes, etc) and builds a competitive edge with complex clients to optimise outcome of the changes.

• Constructs appropriate deal team and agrees priorities across deal team members to secure the mandate. 
• Responsible for submitting the response to RFPs and coordinates activities related to new business proposals.
• Maintains pipeline discipline in accordance with the guidance provided by the Global Head of P&F, Regional Head of FSS Europe and AME, Segment Heads and/or Global Head of FSS Sales. 
• Appropriate socialisation with key stakeholders from within the regions and Client Coverage and Financial Markets Sales.
• Collaborative working with colleagues across the regions and functions to provide a consistent and thorough client experience throughout the sales cycle.
• Works closely with Client Coverage, Client Solutions, Legal, On-boarding, Technology, and Operations teams to ensure smooth and speedy transition from mandate to live client. 
• Provides pricing proposals in compliance with conduct and business requirements, with input and approval from relevant parties.
• Liaises with business and support functions to ensure all relevant policies are adhered to. 
• Maintains an appropriate balance between advocating client agendas and maintaining standardisation of business model.
• Acts as senior escalation point as per the client escalation matrix on case-by-case basis and takes leading role in managing issues to resolutions. 

Skills and Experience

• Channel Management (manages new and existing sales channels for Prime Services products)
• Client Experience Behaviours and Preferences
• Partnership Management
• Product Line Management & Industry Knowledge
• Marketing Strategy and Technologies
• Risk Management (Credit Risk)

Qualifications

• Deep segment knowledge & client buying behaviours
• Demonstrated success in a Sales role
• Sales experience in FX Prime Brokerage and OTC Clearing 
• Sales experience in Futures Clearing is a plus
• Market profile and credibility with clients 
• Technical FSS product knowledge – Specifically FX, IRS, and Futures

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

Expected annual base pay range for the role is 176,000 USD to 220,000 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. Some of our roles use assessments to help us understand how suitable you are for the role you've applied to. If you are invited to take an assessment, this is great news. It means your application has progressed to an important stage of our recruitment process.

Visit our careers website www.sc.com/careers