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Financing & Securities Services (FSS) business has a unique footprint in Asia, Middle East and Africa and offers a growing range of products, including direct custody, international custody, funds services, trustee services, transfer agency, prime services, and agency securities lending, to a broad range of client sectors including banks, investors, intermediaries, sovereigns, fund managers, insurance companies and corporates.
The jobholder is primarily responsible for managing relationships with a portfolio of key FSS clients assigned, in order to retain existing revenue and grow business through incremental cross-sale mandates. To achieve this, the jobholder must actively manage and maintain an excellent client experience through proactive client engagement, demonstrate a deep awareness of the buying behaviour of client segments, project an in-depth understanding of clients’ business goals and requirements, exercise creative problem-solving, and lead effective collaboration with key internal and external stakeholders across functions and locations.
Key Responsibilities
* Develops and maintains a detailed understanding of the buying behaviours and product needs of FSS client segments and relationships.
* Maintains and promotes knowledge of FSS and FM products and services, with a comprehensive understanding and correlation of clients, service delivery, value proposition and detailed technical product knowledge.
* Defines and executes strategies for assigned clients – builds strong relationship, delivers exceptional client experience, and drives strategic conversations to retain existing revenues and uncover incremental growth opportunities.
* Leads business initiatives, tactical activities, client workshops, and strategic reviews involving clients and internal stakeholders to drive positive business momentum and opportunities.
* Builds a qualified incremental sales pipeline ensuring enough diversity to realise short term revenue objectives vs. building for the future, with a suitable balance between large strategic mandates and lesser complex deals.
* Identifies and assists with cross-sell opportunities within Financial Markets products and services, working collaboratively and in partnership with FM Sales colleagues.
* Promotes and maintains a positive and professional external personal profile through proactive representation of the Bank and FSS externally at industry thought leadership events, speaking at external conferences and engaging in relevant industry participation events.
* Works closely with FSS Product Management to:
o Provide feedback in a structured manner to product, detailing opportunities, gaps, and any outstanding compliance and risk action items,
o Proactively seek opportunities for client engagement with product team and new product initiatives
* Maintains awareness and understanding of the wider business, economic, and market environments in which the Bank and the FSS business operates in.
* Maintains good knowledge of all products within the FSS framework, and a broad understanding of relevant FM products and services.
* Identifies innovative solutions to clients’ requirements, maximising re-use of existing capabilities.
* Provides proactive and timely Market Insights to clients in order to encourage appropriate action and operational collaboration between the client and FSS.
* Participates in account planning activities in collaboration with internal stakeholders such as CCIB Client Coverage, FSS Client Segment Head, FSS Global Head of Sales, Regional Heads of FSS etc, to forecast client growth areas and engagement effort planning.
* Builds and manages pipeline in support of overall FSS sales strategy against assigned incremental sales targets (budget) which are revised annually according to the FSS business growth plan.
* Scouts for existing clients who show growth potential as “Gold” client, presents appropriate business case, and manages accounts as well as growth targets upon approval for FSS Relationship Management tagging.
* Maintains appropriate commercial balance between client needs and long-term profitability/efficiency of the FSS business, through proactive review of pricing, business activities and costs of servicing.
Skills and Experience
* Bachelor degree with extensive and broad experience of either the asset management or the securities services industry.
* Recognised industry qualifications would be an advantage.
* Deep understanding of client business models and buying behaviours.
* Extensive technical FSS product knowledge.
* Strong sales skills – demonstrable experience of strategic and technical sales, global co-ordination of deal teams, RFP responses, running client workshops and problem-solving.
* Highly organised and an exceptional communicator – able to work effectively in a matrix organisation. Ability to translate client requirements into relevant and appropriate FSS product capabilities.
* Demonstrable commercial track record of delivering revenue growth.
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 thingand 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-offincluding 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 workingoptions based around home and office locations, with flexible working patterns.
* Proactive wellbeing supportthrough 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 cultureto 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.
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