Associate Director, Transaction Banking FI Sales

Standard Chartered; Kuala Lumpur; On-site; MYR 120,000 - 180,000; Full time

Job summary

A leading international bank seeks a seasoned professional to enhance client relationships and drive revenue growth in cash management and trade finance. The role involves understanding client needs, presenting tailored solutions, and negotiating terms to ensure high satisfaction and profitability. Join a dynamic team committed to making a positive impact through innovative banking solutions.

Benefits

Competitive salary and benefits

Flexible working options

Time-off including annual leave and sabbatical

Proactive wellbeing support

Continuous learning culture

Qualifications

• More than 5 years of banking experience, preferably with 3 years in FI/Correspondent Banking.
• Deep knowledge of cash and trade products.
• Ability to independently identify and drive opportunities.

Responsibilities

• Build and maintain client relationships for cash management and trade finance.
• Drive revenue growth and manage assigned portfolio.
• Negotiate pricing terms to maximize profitability.

Skills

Client Relationship Management

Sales Skills

Negotiation

Analytical Skills

Job description

Key Responsibilities

Strategy
• Build full access to cash management and trade finance decision-makers, influencers and implementers through active client calling.
• Deep understanding of clients’ business needs and decision-making process.
• Match customers’ needs with product capabilities through presentation of tailored demonstrations and proposals.

Business
• Ownership of client level revenue growth for Cash and Trade portfolio
• Ownership of the assigned portfolio’s drivers and market share growth
• Accountability for Budget and Account Plan commitments

Processes
• To build a strong sales and services and ensure maintain high client satisfactory service level.
• Proactively engage business and functional partners/stakeholders to drive the origination sales agenda with clients
• Identify explicit and implied client needs, engaging key influencers and decision makers, developing solutions and leading proposals and pitches to clients.
• Proposal and pitches to the clients
• Grow utilisation on trade limits for assigned portfolio
• Negotiate pricing terms with clients to maximise revenue and profitability
• Execute activities in line with TB sales pipeline and deal review policies
• As part of CRMx input and management, responsible for team communication and keeping the WB Client Team informed of all Sales inputs and actions (e.g. call reports, pipeline deals).
• Provide input to Product Managers on evolving client and competitor landscape.
• To identify opportunities for cross-selling and referrals to other business lines and network.
• Ensure that any post sales service issues identified are managed appropriately by Service Management and/or other relevant departments (e.g. CCIB, TB, Operations)

Skills and Experience

• More than 5 years of banking experience, preferably with min. of 3 years in dealing with FI/Correspondent Banking clients
• Deep knowledge of cash and trade products
• Ability to independently identify, drive and deliver on opportunities
• Structuring solutions and ability to handle documentation
• Strong credit understanding
• Understanding of how to work effectively within a matrix/network organisation

Skills
• Ability to proactively identify client needs and create solutions to generate business
• Ability to cultivate a network of relationships in the client with key influencers and senior decision makers to identify and win deals
• Ability to probe the commercial implications of a client’s needs and provide solutions and advice that positively impact the client

Behaviours
• Wants to be a trusted advisor – positions as the “go to” person for clients when they need strategic TB input.
• Strong credibility with key stakeholders
• Sharp commercial focus, analytical mindset, consultative engagement style, innovative problem-solving approach, and strong achievement orientation.

Stakeholders

• Country and Regional Heads of Correspondent Banking
• Country and Regional Heads of Functions including CCIB, Product, Legal, Credit, Compliance and FCC, etc
• Global Account Managers (GAM) and Global Correspondent Banking/TB Sales (GTS)
• FCC
• Cash Management and Trade Product Management/ Development

External:
• Bank Clients & prospects within client portfolio
• Corporate Clients for CBN business (if possible)

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.