Director Trade Sales

Job Description

Director, Trade Sales - (2200018538)Job: Institutional BankingPrimary Location: Africa & Middle East-United Arab Emirates-DubaiSchedule: Full-timeEmployee Status: PermanentPosting Date: 21/Jul/2022, 6:41:59 AMUnposting Date: OngoingRole Responsibilities

• To drive ?new to bank? Trade revenues and product/market penetration with assigned portfolio of International Corporate (IC) clients at global, regional or local buying centres (depending on role).
• To retain and grow existing wallet from day-to-day transactions within assigned portfolio]

Strategy

• Set the overall strategy for the select portfolio, regional corridor , together with RM/ Segment heads to deliver sustainable, capital efficient, revenue growth and incremental market share.

Business

• Deep understanding of clients? business needs, footprint, buying centers and decision making process.
• Owns TB Client Map and Account Plan commitments.
• Deep understanding of client ecosystem and supply chain
• Build full access to trade finance decision makers through active client calling; including procurement and trading centres, strategic sourcing, export teams, structured financing teams, channel / distribution management teams.
• Build access at operating level in the client shop.

Processes

• Complete ownership of client level revenue for Trade
• Complete ownership of the assigned portfolio?s Driver levels.
• Manage the execution through to revenue realisation as per scorecard metric

People and Talent

• Pro-actively lead Trade opportunity development with the CIB team.
• Execute activities in line with TB sales pipeline and deal review policies.

Risk Management

• Manage all Trade Sales risks in the assigned Portfolio. 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, Conduct & Behaviors) and FOSAF.

Governance

• Proactively engage business & functional partners / stakeholders to drive the origination sales agenda with clients
• Promote the SCB brand and exemplify the values of the Group in all undertakings, including adherence to the Group Code of Conduct.

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.
• Lead the UAE / CCIB/ Transaction Banking Sales 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.
• Exercise authorities delegated by the Board of Directors and act in accordance with Articles of Association

Key Stakeholders

• Country and Regional TB Sales Heads
• Country and Regional Heads of Products / Segments
• Country and Regional Heads of Functions
• Country Risk Heads (SCO/ CRO)

External

• Represent SCB and Transaction Banking with all stakeholders including Clients and industry bodies.

Other Responsibilities

• Put up PSRs / Deal Reviews and manage Sales Discipline where applicable
• Document negotiation for new to bank business.
• Active role in credit & compliance approvals on CA deviations for assigned portfolio
• Grow Utilisation on Trade limits for assigned portfolio.
• Work with the CM/ CA/ RM/ VMT/ IM/ RSMs on deals where needed

Our Ideal Candidate

• Broad banking experience
• Deep knowledge of Trade products
• More than 5-7 years experience in driving Trade business
• Proven ability to independently identify, drive and deliver on opportunities.
• Strong executive impact and track record of new to bank sales success.
• Practitioner with Advanced Trade knowledge.
• Structuring Solutions and ability to handle documentation.
• Strong credit understanding and experience.
• Understanding of how to work effectively within a matrix / network organisation.
• 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.
• 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. Risk, CIB, FCC, ITO.
• Sharp commercial focus, analytical mindset, consultative engagement style, innovative problem solving approach, and strong achievement orientation.

About Standard Chartered Were an international bank, nimble enough to act, big enough for impact. For more than 160 years, weve 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 youre 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 cant 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, youll 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 hea

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