Director, Transaction Banking Sales at Standard Chartered Bank Kenya

Key Responsibilities

• Use market insights to identify growth opportunities, emerging risks and competitive threats, supporting proactive actions to protect and grow Transaction Banking revenues.
• Collaboration & Stakeholder Management
• Work closely with Coverage, Product, Financial Markets, Operations, Finance, Risk and Compliance teams to ensure effective delivery, maintenance and growth of the CIB Cash and Trade business.
• Coordinate internal stakeholders to ensure seamless execution of client solutions, strong client experience and disciplined post deal management.
• Risk, Governance & Conduct
• Conduct all sales and client activities in full compliance with Group policies, local regulatory requirements and the Group Code of Conduct.
• Proactively identify, escalate and mitigate risks, maintaining strong controls and a robust risk and compliance culture across all client engagements.
• Strategy
• Develop long term strategic and tactical client level plans, including client engagements and stakeholder mapping, integrated into the overall account plan and in alignment with the coverage partners.
• Define digitization agenda in the assigned portfolio that would drive client loyalty, wallet share growth, and share of mind.
• Partner with specialized team (in Cash, Trade and SC Prism FX) as appropriate to create additional capacity to deliver on client requirements.
• Identify Cash and 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 and Trade in line with the overall Transaction Banking sales strategy. 
• Business, Financial Targets & Processes
• Deep understanding of clients’ operating environment including day to day transactional flows, cash investment needs, trading cycles, and operational banking requirements.
• Cash: Drive OPAC balances and liabilities to agreed levels as per scorecard.
• Trade: Drive utilization on Trade Assets and Contingents to agreed levels as per scorecards.
• Drive healthy sales pipeline and closures through business origination activity.
• Execute activities in line with TB sales pipeline and deal review policies.
• Support in RFP responses, client pitches and ensure successful conversions, seek feedback and corrective actions for unsuccessful bids.
• Provide pricing in line with Cash and Trade pricing policy for flow opportunities (e.g. OPAC, bank guarantees, additional accounts, etc.)
• Manage deal execution, maintain oversight on implementation, and ensure revenue realization.
• Identify SC Prism FX cross-sell opportunities (as appropriate) and pass on the lead to the relevant teams.
• Risk Management
• Take the initiative regarding regulatory, reputational, and ethical matters, taking the initiative for providing proactive advice to clients.
• Ensure adherence with the highest standards of ethics, and compliance with relevant policies, processes, and regulations.
• Ensure appropriate TB inputs are incorporated in BCA / Term sheet / Pre-Screening review / Credit.
• Effectively identify, escalate, mitigate, and resolve risk and compliance matters.
• Ensure there are appropriate frameworks in place so that the Cash and Trade Sales business is carried out within the Group’s risk appetite and risks are appropriately managed in conjunction with Head CIB Client Coverage, TB product partners, direct reports, and other stakeholders.
• Embed the Group’s values and code of conduct and develop a robust culture to ensure that adherence with the highest standards of ethics, and compliance with relevant policies, processes, and regulations among employees.
• Ensure that Risk Management matters that are brought to the job holder’s attention are subject to direct remedial action and/or ensure adequate escalation to Group/governance committees, as appropriate. 
• Client Centricity
• Understanding of the client business model, industry, and overall ecosystem. 
• Understand the client’s needs and challenges and create solutions to address accordingly.
• Work in cohesion with RMs and CMs as relationship Management team.
• Client team
• Pro-actively lead cash and trade opportunity development with coverage partners and product teams.
• Execute activities in line with sales pipeline policy and apply sales discipline.
• Collaborate with other specialized teams on identified cross-sell opportunities.
• Collaborate with implementation, client management and service teams to ensure consistent and superior client experience.
• Ideation/Pitches
• Take the lead in identifying explicit and implied client needs, engaging key influencers and decision makers, developing solutions and leading proposals and pitches to clients.
• Leverage Structured Solutions team / Treasury solutions and TB Product expertise for complex solutions.
• Replicate unique solutions across clients.
• Provide input to Product Managers on evolving client and competitor landscape.
• Execution
• Manage the execution (as per internal guidelines) through to revenue realization.
• For complex bespoke deals work along Structured solutions team both in respect to cash & trade
• Monitor Cash and Trade driver growth.
• Monitor usage of channels.
• Ensure that any post sales service issues identified are managed appropriately by Client Service Group or Premier Service Management. 
• Governance
• Build strong & deep relationships with regulatory authorities and local industry bodies, and ensure the business is ahead of the regulatory change agenda.
• In conjunction with CEO, CIO & Compliance, proactively engage local and global business & functional partners and stakeholders to drive the TB Transactional Sales agenda and ensure alignment.
• Promote the SC brand and Group Code of Conduct - exemplify the values of the Group in all undertakings.
• 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.
• Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters. 

Key stakeholders

• Internal
• Country Head of CIB/CEO and Coverage Team (RMs, CMs and CAs)
• Country and Regional TB Heads 
• Country and Regional Heads of Products / Segments
• Country and Regional Heads of Functions 
• Specialized teams within TB (SSD, SC PRISM FX, VMT, etc)
• External
• Represent Standard Chartered Bank and Transaction Banking with all stakeholders including Clients and industry players. 

Other Responsibilities

• Embed Here for good and Group’s brand and values in Kenya/CIB/TB Corporate Sales ; Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures; Multiple functions (double hats)
• Regional Transaction Banking Sales Executive for assigned clients 
• Skills and Experience
• Strategic Sales Planning, Pipeline discipline
• Origination and spotting new business
• Client Relationship Management
• Disruptive Innovation
• Knowledge of Cash Product
• Knowledge of Trade and Working Capital 

Qualifications

• Education- Bachelor’s Degree or Advanced Degree (in a business-related discipline preferable)
• Training- Certification in advanced trade, working capital / cash
• Practitioner with advanced / expert cash and or trade, working capital knowledge.
• Membership- Preferably in cash management, trade and working capital
• Certifications- Preferably in cash management, trade and working capital
• Languages- English