Associate Director, Trade Sales

Job Description

• The Associate Director, Trade Sales will be responsible for driving Trade Finance business for Global Subsidiaries segment in Americas. The candidate will be based in NY. Trade Finance in Global Subsidiaries segment is expanding double digits YoY so we need a candidate who can support a high growth business, should be able to work with stakeholders across SCB network and have deep understanding of Trade Finance products.
Understanding of the client business, more specifically around:
• Financial needs, footprint, buying center and decision-making process and centers
• Business flows and challenges and how would they manifest and impact their financial needs / flows. Create solutions to solve these challenges.
• Target clients for various product solutions, industry value propositions, campaigns and other initiatives
Client team:
• Support trade opportunity development with coverage partners and product teams
• Execute activities in line with sales pipeline policy; regular inspection on pipeline and ensure it is always up to date
• Works with other product teams on identified cross-sell opportunities.
Connectivity:
• Build access to trade finance decision makers through active client calling
• Increase client penetration and revenues for the bank by actively promoting the bank s network and product capabilities
• Create a calling plan (in conjunction with the coverage teams) mapping the key stakeholders / decision makers / influencers in the client organization with relevant people within the bank.
Ideation / Pitches:
• Take the lead in identifying explicit and implied client needs, engaging key influencers and decision makers, developing unique solutions and leading proposals and pitches to clients
• Leverage Structured Solutions team / Treasury solutions and TB Product expertise for complex solutions
• Trade: Facility structuring for Trade deals
• Replicate unique solutions across clients and markets
Execution:
• Coordinate with SSD on deals.
• Document negotiation for new to bank business.
• Active role in credit and compliance approvals on CA deviations for assigned portfolio.
• Grow Utilization on Trade limits for assigned portfolio.
• Manage the execution through to revenue realization
• For complex bespoke deals work along Structured solutions team
• Trade: Grow utilization on Trade limits
• Monitor usage of channels
• Ensure that any post sales service issues identified are managed appropriately by Client Service Group or Premier Service Management
Strategy
• Align with CCIB strategy as applicable for Transaction Banking Sales and operationalize same, being aware and understanding of the Group s business strategy from a CCIB client segment and Transaction Banking products perspective as applicable for the role
Business
• This role is within the Transaction Banking Sales team covering the CCIB segment handling trade finance products. This role will have specific focus on deal execution.
• Delivering Transaction Banking CCIB Segment revenue and drivers as per Budget given.
• 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.
• Ideation, create value proposition and provide complex structure guidance to client and coverage CCIB relationship teams in driving revenue.
Processes
• Responsible to identify and recommend appropriate changes to streamline transaction journeys of CCIB clients, being aware and understanding of the bank s processes relevant for the job role.
• Follow and adhere to the sales process policies and processes for trade products
People & Talent
• Share best practices and client trends with the team.
Risk Management
• Ensure Risk Monitoring as an integral part of the Business Process
• Proactively identify risks associated with the Transaction Banking business and contribute to introduce appropriate mitigants, being aware and understanding of the bank s risk appetite, controls in place.
Governance
• Ensure adherence to all Internal & External Regulations, Risk Monitoring as an integral part of the Business Process.
• Ensure that the business meets its obligation under group policy and standards and under the local laws and regulation.
• Manage all sales related activities through effective use of Workbench/CRMx (our CRM suite)
Regulatory & Business Conduct
• Display exemplary conduct and live by the Group 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 Code of Conduct.
• Work in the Trade Finance, GS to achieve the outcomes set out in the Bank s Conduct Principles: [Fair Outcomes for Clients; Effective Financial Markets; Financial Crime Compliance; The Right Environment.] *
• Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.
Key stakeholders
• GAMs, RAMs, FAMs in the country / region as appropriate
• Other GTSs, RTSs (as applicable)
• Credit, Risk & Compliance team in the region / country as appropriate
• TB Products, Implementation, Client Managers and Channels team in the region / country as appropriate
• Trade Operations
External
• Clients as per assigned team portfolio
Other Responsibilities Embed Here for good and Group s brand and values in Trade Sales, NY; Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures; Multiple functions (double hats).Our Ideal Candidate
• University degree holder
• 5+ years of relevant Transaction Banking sales experience ideally in the international/regional environment preferably with a good understanding of the market competitive landscape in United States.
• Strong communication and influencing skills, proven track record to work in a collaborative cross-border team environment with multi-cultural stakeholders.
• Strong analytical and problem-solving skills.
Role Specific Competencies
• Trade Finance - Product Knowledge
• Credit understanding and experience
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Keyskills :
reportingpost salestrade salestrade finance