Director - Corporate Sales (Karachi, Lahore, Islamabad)

Job Summary

This role will be responsible for supporting Coverage team in deepening Transaction Banking (Cash & Trade) product penetration in Pakistan and insights to target New-to-Bank clients. The incumbent will lead the development of tailored customer value propositions, drive deal execution and structure cash/trade solutions to grow revenue. Also spearhead strategic initiatives, manage client pictures an RFP's (Request for Proposals) and identify across cell opportunities including effects foreign exchange

Key Responsibilities

• Create long term strategic and tactical client level strategy for assigned clients
• Client strategy to be fed into overall account plan and aligned with the coverage partners
• Create global calling plan and client stakeholder mapping as part of client strategy
• Define digitization agenda in the assigned portfolio that would drive client loyalty, wallet share growth, and share of mind
• Partner with trade distribution as appropriate to create additional capacity to deliver on client requirements
• Identify Cash / Trade business opportunities, structuring and pitching appropriate solutions, making effective pitches, and delivering client mandates seamlessly
• Collaborate with implementation, client management and service teams to ensure consistent and superior client experience
• Develop jointly with the Product teams an operating plan to meet country revenue targets for cash & trade in line with the overall Transaction Banking sales strategy
• Drive healthy pipeline and closures through business origination activity
• Responsible for driving initiatives together with Transaction Banking product team (e.g.: Banking the Ecosystem, commercialisation of new products etc)
• Lead RFP (Request for Proposals) responses, client pitches and ensure successful conversions, seek feedback and corrective actions for unsuccessful bids
• Manage deal execution, maintain oversight on implementation, and ensure revenue realization
• Identify TBFX (as appropriate) cross-sell opportunities and pass on the lead to the relevant teams
• Pro-actively lead cash & 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 up to date at all times
• Works with other product teams on identified cross-sell opportunities.
• Build full access to trade finance / cash management decision makers through active client calling Increase client penetration and revenues for the bank by actively promoting the bank’s network and product capabilities
• Targeted and innovative marketing ideas and techniques for new initiatives and product launches
• 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.
• 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 , Grow utilization on Trade limits
• Cash: Development of cash, liquidity and transactional FX solutions and Client follow up for BAU liability growth, replicate unique solutions across clients and markets and manage the execution through to revenue realization
• For complex bespoke deals work along Structured solutions team both in respect to cash & trade, monitor usage of channels and ensure that any post sales service issues identified are managed appropriately by Client Service Group or Premier Service Management
  
  

Skills And Experience

• Client Management and Sales skills
• Financial Acumen
• Cross selling
• Stake holder Management
• Execution and Project Management
• Collaboration and Leadership
• Analytical and Communication skill
• Deep knowledge of Transaction Banking, Cash Management, Trade Finance products, FX and cross boader solutions
  
  

Competencies

Action Oriented

Collaborates

Customer Focus

Gives Clarity & Guidance

Develops Talent

Drives Vision & Purpose

Nimble Learning

Decision Quality

Courage

Instills Trust

Strategic Mindset

Technical Competencies: This is a generic competency to evaluate candidate on role-specific technical skills and requirements

About Standard Chartered

We're an international bank, nimble enough to act, big enough for impact. For more than 170 years, we've 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 you're 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 can't 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, you'll 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 heart of what we do
• Never settle, continuously striving to improve and innovate, keeping things simple and learning from doing well, and not so well
• Are better together, we can be ourselves, be inclusive, see more good in others, and work collectively to build for the long term
  
  

What We Offer

In line with our Fair Pay Charter, we offer a competitive salary and benefits to support your mental, physical, financial and social wellbeing.

• Core bank funding for retirement savings, medical and life insurance, with flexible and voluntary benefits available in some locations.
• Time-off including annual leave, parental/maternity (20 weeks), sabbatical (12 months maximum) and volunteering leave (3 days), along with minimum global standards for annual and public holiday, which is combined to 30 days minimum.
• Flexible working options based around home and office locations, with flexible working patterns.
• Proactive wellbeing support through Unmind, a market-leading digital wellbeing platform, development courses for resilience and other human skills, global Employee Assistance Programme, sick leave, mental health first-aiders and all sorts of self-help toolkits
• A continuous learning culture to support your growth, with opportunities to reskill and upskill and access to physical, virtual and digital learning.
• Being part of an inclusive and values driven organisation, one that embraces and celebrates our unique diversity, across our teams, business functions and geographies - everyone feels respected and can realise their full potential.