Executive Director Investor Intermediaries Sales Standard Chartered Bank Singapore

Job Description: • 2-minute read •
The jobholder is responsible for winning new securities services’ mandates for domestic clients investing within their domestic market or cross-border and for cross-border clients investing inwardly to ASA. In many cases this involves significant interaction with very sophisticated, large international financial institutions covering multiple sectors including banks, broker-dealers, fund managers, government organisations & SWFs insurance companies etc. Many of these potential clients have their own particular requirements and the jobholder needs in-depth understanding of the client’s business model to establish the credibility required for sales success.

The jobholder will implement global / regional sales policies but needs to exercise a degree of flexibility to take account of local nuances – however, deviations from global policy need to be agreed in advance. The sales process can have very long lead times, frequently with gestation periods counted in years. This is not a “door-stepping” role. Building out the sales pipeline and converting it to business wins relies on detailed client research, close collaboration and co-operation with multiple internal functions such as SS head, Business Account Management, Product Management, Financial Institutions and ITO. The jobholder takes the leading role in this process. Sales proposals for large mandates need to be highly tailored and can be quite technical in nature, requiring strong industry expertise. The focus of the role is on in-country sales but the jobholder will also have a strong role in managing and co-ordinating multi-market mandates in the region

As well as personally overseeing the largest bids, the jobholder also manages a team of sales people with demanding targets across the various product and client sectors.

Key Roles and Responsibilities
Strategy

Works with regional and in-country FI to co-ordinate sales strategies for SS clients based in-region and for SS cross-border clients with business to be booked in ASA markets
Strategic considerations cover extension of new services to existing clients and attracting brand new clients to the organisation
Provides input to global sales strategy for individual, multi-market clients and uses knowledge of client and the local market to tailor solutions at a country level to individual clients wherever possible
Manages ASA SS sales team to ensure they act within the strategy for the SS sector
Business

Ensures regional SS new revenue targets are met
Uses thorough understanding of financial products and specialist understanding of the specific TB products typically used by SS clients to sell appropriate solutions
Uses strong knowledge of the securities and cash industries, monitoring trends and working with Product Mgt to ensure products and services remain ahead of client needs
Researches potential clients to assess opportunities and prioritise accordingly
Maintains strong pipeline of potential business across different product lines
Monitors competitor activity and market share within the region and internally highlights threats and opportunities wherever identified
Acts as senior member of the SS global sales team
Acts as senior member of the SS regional management team
Processes

Co-ordinates local activities surrounding new business proposals
Liaises as necessary with business support functions to ensure all policies are adhered to
Liaises and communicates closely with regional and global SS functions
Provides input to pricing proposals, seeking input and approval from relevant parties for local business in the local market
Manages pricing policy to ensure it complies with Conduct and SS business requirements
Acts as co-ordinating party for significant sales opportunities within ASA and for regional opportunities.
Demonstrates personal industry leadership
Maintains an appropriate balance between advocating client agendas and maintaining standardisation of business model
Contributes actively to inward and outward best practice transfer between ASA and other sales regions
With Client Management, reviews clients periodically to ensure clients (a) are managed profitably and (b) adhere to undertakings made to secure tariff or service concessions
People and Talent

Leads through example and builds appropriate culture and values
Motivates and monitors the Sales team to address under-performance in a timely manner
Sets appropriate tone and expectations from the SS team and works in collaboration with risk and control partners locally
Ensures the provision of ongoing training and development of people; ensures that holders of all critical functions are suitably skilled and qualified for their roles with effective supervision in place to mitigate risks, proactively provides coaching to the team, creating an environment that fosters learning and drives a high-performance team ethos
Employs, engages and retains high quality people, with succession planning for critical roles
Periodically reviews team structure/capacity plans
Sets and monitors job descriptions and objectives for direct reports and objectively provides feedback and rewards in line with their performance against those responsibilities and objectives
Risk Management &Governance

Takes responsibility for identifying, assessing, monitoring, controlling and mitigating risks to the Group. Also, an awareness and understanding of the main risks facing the Group and the role the individual and the team play in managing them
Assesses the effectiveness of the Group’s arrangements to deliver effective governance, oversight and controls in the business and, if necessary, recommend changes in these areas
Maintains awareness and understanding of the regulatory framework in which the Group operates, and the regulatory requirements and expectations relevant to the role.
Delivers ‘effective governance’; capability to challenge fellow executives effectively; and willingness to work with any local regulators in an open and cooperative manner.
Qualifications and Skills
We are looking for a talented individual who is quick on his/her feet and is able to grasp the unique requirements of Investors segment. As a candidate, we want the below mandatory requirements:


Bachelors Degree in Business
English proficiency
Working knowledge of regulatory requirements in the Singapore Investors segment which includes Asset Managers, Asset owners & Insurance
Experience in dealing with the Asset Managers, Asset owners & Insurance, with specific exposure to collections, payments, Trustee, Custody and accounting.
Working knowledge of Custody and accounting services is a pre requisite as well as detailed understanding of the sales life cycle in the insurance industry
Target focused to drive revenues and exceed expectations; self motivated who can drive revenues and increase market share of SCB services in the SG market.
Business contacts in the insurance segment along with exposure in working RFP/RFI is a must along with some exposure to various solvency reporting requirements
Collaborative approach to reach quick decisions
Potential candidates should possess more than 12 year’s direct experience in marketing/selling to large Investors clientele, which includes Asset Managers, Asset owners and Insurance companies.
Those with RM experience and proven track record in cross selling transaction banking products (cash mgt and trade finance) will be at an advantage.
The focus is also on the potential candidate's ability to work effectively within a team and strong engagement ability with internal business partners to influence positive outcomes in developing and implementing challenging solutions for clients.

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