Executive Director, Sig and Investor Sales - London, United Kingdom - eFinancialCareers

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eFinancialCareers
Verified Company
London, United Kingdom

1 month ago

Tom O´Connor

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Tom O´Connor

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Description

About Standard Chartered

We are a leading international bank focused on helping people and companies prosper across Asia, Africa and the Middle East.

To us, good performance is about much more than turning a profit.

It's about showing how you embody our valued behaviours - do the right thing, better together and never settle - as well as our brand promise, Here for good.

We're committed to promoting equality in the workplace and creating an inclusive and flexible culture - one where everyone can realise their full potential and make a positive contribution to our organisation.

This in turn helps us to provide better supportto our broad client base.

The Role Responsibilities

Summary

The jobholder is primarily responsible for securing new business across the entire suite of FSS products focusing primarily on Custody but also being able to cross sell into agency securities lending, FX and Prime brokerage, targeting mandates from existingand new Investor and SIG clients and realising business revenues for these mandates.

This individual will also work closely with the Global FM lead for the SIG and Investor segments, the Coverage lead for SIG and Investors West, Prime sales and the Head of Securities Lending in London in order to achieve these goals.

This individual will havea deep knowledge of the Securities Services (Custody) product together with a broad understanding securities lending, Financial Markets and Prime businesses.

These product elements combined represent significant revenue opportunity in the overall FM, securities financing and securities services ecosystem and are of strategic importance to Standard Chartered Bank.

Prime services and securities lending in particularare excellent conduits to engage clients within this segment to access leverage and optimise yields.

Target clients are generally Investors, Hedge funds, Asset managers and BBDs. Many of these clients are already using us for some of their business activities;the FSS products represents diversification opportunities.

The jobholder is expected to be able to accurately assess clients' needs and effectively sell the FSS product suite, work with internal stakeholders in order to achieve this, have a deep appreciationfor key markets, as well as a strong existing network and track record.

They should also be able to recognise opportunities in other areas of our business, such as commodities, credit, fund services, and so on.

The jobholder will formulate and execute sales strategies to drive sales success and business conversion, in collaboration with stakeholders such as (but not limited to) the (i) Global Head of Sales, Financing & Securities Services, (ii) Regional Head of Financing& Securities Services, USA, UK/ Europe, (iii) Global Head of Investor sales - FM and FSS, (iv) Financing and Securities Services regional and country sales and relationship management teams, (v) Product Management teams, (vi) counterparts in Financial Marketsand Global Banking, and (vii) counterparts from any strategic partner / service provider.

Parts of the sales process may have long lead times, frequently with gestation periods measured in years, therefore it is imperative that the jobholder possesses strongsales planning skills and holds a short, medium, and long-term view in driving client conversations.

Sales proposals for large mandates may need to be highly tailored and can be technical in nature; given the intricacies and guidelines governing the products,the jobholder must possess strong industry expertise.


Strategy:


  • Formulates and executes sales strategy for Investor sales in their region addressing specific country and client needs.
  • Works with stakeholders to improve product commercialisation in this segment and cross sell opportunities
  • Delivers the marketing plan, which supports the sales plan, including representing the Bank at relevant industry events as a delegate and/ or a speaker.
  • Manages an actively updated pipeline and product strategy document, detailing opportunities, product gaps, outstanding compliance and risk action items.
  • Researches potential clients to assess new sales opportunities and prioritise those opportunities accordingly in consideration of the business gestation period.
  • Crosssells other core products according to client requirements within financing and securities services product scope in collaboration with other internal stakeholders
  • Spokesperson for the business and client segment internally and externally. Media training provided.

Business:


  • Maintains awareness and understanding of the wider business, economic, and market environments in which the Group and the Financing and Securities Services business operates in.
  • Maintains broad knowledge of all products within the FSS framework of a capital markets.
  • Builds and manages sales pipeline in support of the Investor sales strategy against assigned targets (budget) which are revised annually according to business growth plan.
  • Ensures the assigned targets and scorecard measurements are met.
  • Monitors competitor activities and market share within their region, and internally highlights threats and opportunities.

Processes:


  • Coordinates activities related to new business proposals, such as RFP, Business Acceptance Process, Due Diligence, etc.
  • Provides input to pricing proposals in compliance with conduct and business requirements, with input and approval from relevant parties.
  • Liaises with business and support functions to ensure all relevant policies are adhered to.
  • Maintains an appropriate balance between advocating client agendas and maintaining standardisation of business model.

People and Talent:


  • Leads through example and contributes actively to building appropriate culture and values.
  • Contributes actively to best practice transfers to educate and support the Investor sales effort globally.
  • Sets appropriate tone and expectations from the FSS team and works in collaboration with risk and control partners locally
  • Team player, mentor, coach, and expert.

Risk Management:


  • Takes responsibility for identifying, assessing, monitoring, controlling and mitigating risks to the Group. Also, an awareness and understanding of the main risks facing the Group and the role the individual and the team play in managing them.
  • Ensures all regulatory and compliance initiatives surrounding the product are identified, socialised, and closed out in a timely and efficient fashion.
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