Job Summary
Strategy
To manage the portfolio under Transaction Banking (FI Sales) of clients assigned directly. Over and above, support the senior TB (FI Sales) resource team in Kenya and broader East Africa.
To work with Relationship Managers and other stakeholders for growing the cash management, TBFX and trade finance business in line within overall Global Transaction Banking (FI Sales) strategy and within risk parameters of the business.
Business
Responsible for the Cash & Trade business for Transaction Banking (FI Sales) includes Bank clients as well as Public sector FIs, central banks) in East Africa. Responsibility for Transaction Banking (FI Sales) Franchise revenues – Origination.
Actively identify client needs across full set of SCB product capabilities, originate new business and grow the franchise by capitalising on Bank competitive attributes (network) and developing new relationships where required
Engage with Senior Management and decision makers of key clients to improve quality of dialogue with clients, promoting a move away from ‘transactional’ reactive client coverage to consistent value-added partner/trusted advisor status. Anticipate client’s requirements and provide strategic advice, bringing in the relevant product and industry partners as appropriate.
Key Responsibilities
Maximize profitable revenue to the bank whilst maintaining focus on client outcomes, strengthening and deepening existing relationships both at the most Senior level as well as at the operating level in client’s designated portfolio.
To deliver financial performance for the country / region as per the agreed budget assigned.
To undertake market analysis for each country in the region in order to identify new business opportunities in co-ordination with Product Management and Credit.
To match customers’ needs with product capabilities through presentation of tailored demonstrations and proposals.
To negotiate terms and conditions with customers to maximise revenue and profitability.
To engage and assist the sales teams to provide structured solutions to meet the specific cash management and trade services requirements of our customers and prospects.
To undertake a disciplined sales management process.
To assist product management in the commercialization of strategic product rollouts.
To provide feedback and assistance to all areas of transaction banking; e.g., Product Management, Marketing, etc. to ensure that the voice of the customer and local requirements are incorporated into ongoing plans and initiatives.
To keep abreast of customers’ needs, trends and product/market intelligence for new product developments/enhancements, strengthening SCB’s competitive position in this field.
To ensure smooth deal implementation and adherence to high levels of service quality.
Ensure customer service issues are addressed and a high level of post sales service is made available to the clients at all times.
Benchmark and identify opportunities to establish sustainable sales, product and service advantages against global banking competitors
Establish and maintain governance framework to ensure sales processes under area of responsibility comply with internal policies, procedures, business conduct requirements and applicable external laws and regulations
To ensure adherence to compliance policies and help manage financial crime risk in the business.
Responsibility of delivering the promotion CorrB Academy initiative in the region
Skills And Experience
Regional & Country CCIB Heads, CEOs, Global FI and TB seniors – To gain commitment on business strategy and sales plans.
Train and guide RMs in FI on cash/trade transaction banking products and services to facilitate achievement of sales plans.
To support vision and growth strategy of Transaction Banking (FI Sales) business regionally
SD&S, Regional Product, Compliance, Risk - To resolve issues and ensure service levels are met as per standards agreed upon.
To manage FCC and Credit risks within the business
Take the initiative regarding regulatory, reputational and ethical matters by providing proactive advice to clients as identified. Coach and manage internal team in these matters and ensure they are adequately trained in and cognizant of regulatory, reputational and ethical risks.
Business Heads (TB, Treasury, etc.) - To provide/obtain geographical breadth and product depth referrals/leads.
Cash Management and Trade Product Management / Development - To provide active support on product initiatives, including customer and competitor feedback for new product developments/enhancements and to resolve any product delivery issues
Regional/ Country Heads/ Global Account Managers/ Regional Account Managers within Coverage - To leverage from experiences of rollout of our products and services in their markets and in the structuring of complex network solutions for cross-border deals.
Trade Asset Management Unit - To provide strategic input on Trade Asset Distribution for the region.
Customers and prospects within Banks (Transaction Banking, Treasurers, WB Heads, Business Development Managers, General Managers, CEOs and MDs - To understand trends affecting customers’ and prospects’ businesses in order to structure cash/ trade management solutions and sell them our products and services.
Qualifications
Experience
Broad banking experience
Deep knowledge of TB products
Experience in related business
Proven ability to independently identify, drive and deliver on opportunities.
Strong executive impact and track record of new to bank sales success.
Knowledge
Certification in advanced Trade / Cash
Practitioner with Advanced / Expert Cash and or Trade knowledge.
Structuring Solutions and ability to handle documentation.
Strong credit understanding and experience.
Seen as an industry expert in Cash and/or Trade.
Market Intelligence: ability to anticipate global trends in market and impact on strategy and plans.
Understanding of how to work effectively within a matrix / network organisation.
Capable of analysing working capital and funding needs
