Principal, Transaction Banking Sales at Standard Chartered Bank Kenya

The Role Responsibilities

To drive origination of “new to bank” revenues and Transaction Banking (TB) product/market penetration with assigned portfolio of Corporate, Commercial and Institutional Banking (CCIB) clients at regional, or local markets 
Drive growth in revenues, liabilities, assets, and contingents anchored by a growing pipeline, cross-sell, optimal returns and commercialization of TB Cash, TBFX, trade and working capital products
Up-tier and strengthen relationships with major and key clients (may include New to Bank) through positioning ourselves as value add and consultative partner – help the clients to achieve their finance needs and goals through provision of solutions that address client needs and demonstrate value in the relationship.

Strategy

• Awareness and understanding of the Group’s CCIB business strategy and model appropriate to TB Sales Role: 
• Products: Growth of capital lite suite; transform with sustainable trade finance; grow origination and distribution. 
• Build wallet share in Kenya for CCIB business. 
• Establish leading positions in Kenya as high returns market and lead digital banking for CCIB clients.  

Business

Revenue & understanding client:

• Complete ownership of client level revenue for cash, trade, working capital and TBFX. 
• Complete ownership of client and product level returns aligned to CCIB returns strategy for cash, trade, working capital and TBFX. 
• Drive growth in revenues, liabilities, assets, and contingents anchored by a growing pipeline, cross-sell, optimal returns and commercialization of TB Cash, TBFX, trade and working capital products. 
• Drive business momentum through initiatives on increased penetration of existing client portfolio and supporting growth through new to bank clients. 
• Deep understanding of clients’ business needs, footprint, buying centers and decision-making process. 
• Own Account Plan commitment and ensuring client level targets are met. 

Connectivity: 

• Build full access to trade finance, working capital or 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. 

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. 
• Maintain a detailed and up-to-date knowledge of the bank’s comprehensive integrated channels capabilities and their application to client needs – use this knowledge in structuring solutions. 
• Facility structuring for Trade and working capital deals. 
• Development of cash, liquidity and transactional TB FX flow solutions. 
• Respond to Requests for Proposals (RfP’s) or proposals and clients pitches on cash, trade and working capital solutions. 

Execution: 

• Manage the execution through to revenue realization (as per scorecard metric of completed implementation and deal closed). 
• Drive engagement with clients/other units to ensure revenue realization if any issues surface. 
• Document negotiation for new to bank business.   

Processes

• Ensure all processes across TB CB are followed in the country in  line with approved policies and procedures.
• 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) 
• Where necessary, raise customer complaints timely in the relevant systems for tracking and resolution.   

People and Talent

Client Team: 

• Pro-actively lead TB opportunity development with the client and engage CCIB RMs, ARM’s and Credit Analysts. 
• Execute activities in line with TB sales pipeline policy. 3.  Regular inspection and update of pipeline across the portfolio/segment assigned for all TB Products.    

Risk Management

• Manage all TB Sales risks in the Country (incl. through BRFs & CORCs), 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. 
• Ensure appropriate TB inputs are incorporated in BCA/Term sheet/Pre-Screening review/Credit Workshop  

Governance

• Build strong knowledge of local regulations and initiatives of local industry bodies to ensure the business is ahead of the regulatory change agenda. 
• Proactively engage business & functional partners / stakeholders to drive the origination sales agenda with clients 
• Promote the SCB brand and exemplify the values of the Group in all undertakings, including adherence to the Group Code of Conduct. Anti-money Laundering: Ensure compliance with all client due diligence (CDD), anti-money laundering (AML) and sanctions policies and procedures  

Regulatory and 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.
• Lead the [country Kenya / business unit CCIB / function/TB Sales team] to achieve the outcomes set out in the Bank’s Conduct Principles: [Fair Outcomes for Clients; Effective Financial Markets; Financial Crime Compliance; The Right Environment.] 
• Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.

Key stakeholders

Internal:

• Country / Regional Head of Transaction Banking Sales
• Country Head, CCIB
• Segment Heads
• Country and Regional Heads of TB Products
• Country CCIB Relationship Management Teams 
• Credit Officers 
• Trade, working capital & Cash Operations team including, Service teams

External: 

• Clients
• Industry Bodies in Cash management, Trade and Working Capital 

Our Ideal Candidate

• Certification in advanced Trade, working capital / Cash 
• Practitioner with Advanced / Expert Cash and or Trade, working capital knowledge.
• Structuring Solutions and ability to handle documentation.
• Strong credit understanding and experience.
• Seen as an industry expert in Cash and/or Trade, working capital.
• Market Intelligence: ability to anticipate global trends in market and impact on strategy and plans. 
• Understanding of how to work effectively within a matrix / network organisation.
• Capable of analysing working capital and funding needs of clients

Role Specific Competencies

• Client Relationship Management
• Perseverance and Follow-Through
• Sales Proposals and Presentations
• Strategic Sales Planning
• Sales Closing and Agreements
• Knowledge of Product Line