Understanding of Client
Deep understanding of clients' operating environment including day to day transactional flows, cash investment needs, trading cycles, and operational banking requirements.
Set target across all portfolio clients (no account planning)
Run Portfolio level planning for the product, brainstorming, and identification of opportunities
Selecting target clients for various product bundles, industry value propositions, campaigns and other initiatives
Client Team
Provide regular input to CB coverage representative from day to day understanding of the clients' operations
Analyze the portfolio to provide insights to the CB RM teams to deepen relationship and drive sales efficiency
Provide input to Sales Team Lead where necessary
Prioritize target names and execute specific campaign/initiatives to deepen wallet or onboard new names
Connectivity
Build access at operating level in the client shop.
Join origination sales in client calling where necessary.
Lead discussion around way to increase transactional flows, balances, utilisation and ancillary cross-sell
Ideation/Pitches
Leverage the feedback from client operating level and bank MIS to refer ideas to origination team.
Provide pricing in line with Cash and Trade pricing policy for flow opportunities (e.g. OPAC, bank guarantees, additional accounts, etc.).
Revenue
Proactively generate and pitch ideas to maintain and grow Cash and Trade booked flow revenues.
Execution
Execute cash cross-sell, TB FX, utilization, loan to trade, CBN and S2B penetration Grow cash balances and volumes
Support RM's origination efforts by maximizing cash & trade utilization by resolving Product related impediments to the same
Lead the execution of large/complex deals by tracking implementation through to revenue realization.
On a portfolio basis
Grow utilization on Trade limits.
Proactively manage Trade book.
Monitor usage of channels.
Manage documentation for transactions and post transaction monitoring & servicing
Execute documentation process for Cash & Trade.
Liaise with Ops and RMs on referrals.
Seek internal approvals for pricing and ops.
For RS/SWF;
Insurance limit management
Field survey
Credit risk monitoring / Product Control
Overdue management
Client servicing support
Ensure that any post sales service issues identified are managed appropriately by Client Service Group or Premier Service Management
Ensure client has access to self help tools (e.g. S2B Info Manager)
Risk Management
Assist in driving the Operational Risk Framework implementation, 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
Promote the SCB brand and exemplify the values of the Group in all undertakings, including adherence to the Group Code of Conduct.
Experience
Working level knowledge of TB products
More than 2-5 years experience in sales or service management role, depending on complexity of the client
Evidence of conscientious and client focussed behaviours.
Knowledge
Cash & Trade product knowledge - Core certifications achieved.
Working knowledge of credit.
Seen as an expert in operational aspects of Cash and/or Trade.
Market Intelligence: ability to anticipate local trends in market and impact on strategy and plans
Balance Sheet - Basics of accounting
Striaght2Bank
Skills
Ability to effectively position the right Cash & Trade products in Client situations as evidenced in current role in Sales, Service or Product. Credit skills needed to manage limits etc
Individual revenue and or product P&L delivery & service skills essential.
Opportunity spotting - able to articulate client and industry requirement
Influencing skills - to get things done through others
Project management
Behaviours
Commercial Acumen with ability to ask for business.
Attention to detail and timeliness in a high activity environment.
Aptitude to manage individual revenue targets.
Analytical and client focused
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