Job Summary

The 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 to a number of client sectors including banks, investors, intermediaries, sovereigns, fund managers, insurance companies, and corporates. The jobholder is primarily responsible for managing relationship with a portfolio of key FSS clients assigned, to retain existing revenue and grow business through incremental mandates. To achieve this, the jobholder must actively manage and maintain excellent client satisfaction through proactive client engagement, in-depth understanding of clients business goals and requirements, exercise creative problem-solving, and lead effective collaboration with key stakeholders across functions and locations.
The clients assigned to the jobholder are clients who may have significant growth opportunities and/or strategic partnership. The jobholder will work with a strategic mindset to identify up-selling & cross-selling opportunities and grow the revenue across FSS and the bank– whilst staying on business strategy.

Key Responsibilities

Strategy

Executes strategy for assigned clients – builds strong relationship, maintains client satisfaction, and drives strategic conversation to uncover new growth opportunities.
Crafts robust and holistic client engagement action plan, often in consideration of client account plan.
Leads business initiatives, tactical activities, client workshops, or strategic C-suites Day / reviews involving clients and internal stakeholders to drive positive business momentum and opportunities.
Builds a qualified and strong pipeline by upselling the wallet size, 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.
Ensures that the pipeline information is timely and accurately entered and actively updated in system, capturing call reports and all pertinent deal activity in a timely manner.
Demonstrates ability to articulate the FSS / Bank value proposition in relation to client requirements
Leverages thought leadership and SCB strengths to position FSS with the client.
Acts as a trusted advisor to the client based on long-term perspective on current and future needs in order to continue to develop the client relationship.
Identifies and assists with cross-sell opportunities within Financial Markets products and services, working collaboratively and in partnership with CIB / WRB colleagues.
Works closely with FSS Product Management to:
Provide feedback in a structured manner to Product, detailing opportunities, gaps, outstanding compliance and risk action items,
Proactively seek opportunities for client engagement with Product and new product initiatives,
Maximise the impact of market advocacy, product launches/ updates, marketing and client engagement events, and participation in industry events.
Update and share new information on competitors info - SWOT

Business

Maintains awareness and understanding of the wider business, economic, and market environments in which the Bank and FSS business operates in.
Maintains good knowledge of all products within the FSS framework, and broad understanding of the applicable products and services.
Identifies innovative solutions to clients requirements, maximising re-use of existing capabilities.
Initiates periodic client dialogue. Engaging with FSS stakeholders where required, to progress client agenda.
Provides proactive and timely Market Insights to clients as value-add, to encourage appropriate action and operational collaboration between the client and the Bank.
Participates in account planning activities as required, in collaboration with internal stakeholders such as CIB 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 targets (budget) which are revised annually according to business growth plan.
Designs and executes tactical plans to achieve targets as defined in individual scorecard and contributes to achievement of the overall business objectives.
Monitors competitor activities and market share within their region across their segment, and internally highlights threats and opportunities.
Maintains appropriate commercial balance between client needs and long-term profitability / efficiency of the business, through active review of pricing, business activities, and costs of servicing.
Anticipates and embraces changes (e.g. in the market, regulatory requirements, client organisational changes, etc) and builds a competitive edge with complex clients to optimise outcome of the changes.

Processes

Constructs appropriate deal team and agrees priorities across deal team members to secure the mandate.
Responsible for submitting the response to RFPs and coordinates activities related to new business proposals.
Oversees management of multi-market activities and requests, such as due-diligence visits.
Maintains pipeline discipline in accordance with the guidance provided by the FSS Regional Heads and/or FSS Global Head of Sales.
Collaborates with colleagues across the regions and functions to provide a consistent and world-class client experience throughout the business cycle.
Works closely with CIB Client Coverage, FSS Sales, FSS Client Solutions, Legal, Technology, and Operations teams, etc, to ensure smooth and speedy transition from mandate to go-live.
Provides 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.
Acts as senior escalation point as per the client escalation matrix on case-by-case basis and takes leading role in coordinating resolution of issues.
Oversees regional/ global periodic service reviews, client survey feedback, service level breaches, etc, and works with internal stakeholders to implement appropriate actions as required in response to client feedback.

People & Talent

Leads through example and contributes actively to building appropriate culture and values.
Contributes actively to best practice transfers to educate and support the FSS Relationship Manager teams effort globally.
Sets appropriate tone and expectations for the FSS team and works in collaboration with risk and control partners locally.
Encourages through deeds and words a culture of openness and collaboration, especially within the functions providing FSS related support.
Actively participates in on-going training and development initiatives.
Objectively provides feedback to FSS Client Solution team members and managers, and provides guidance, when necessary, to enhance client experience and business outcome.
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 FSS business are understood and adhered to, and escalates any concerns through management, and other channels, in a timely and effective manner.
Ensures an understanding of risk management issues among the FSS team.

Governance

Assesses the effectiveness of the Group's arrangements to deliver effective governance, oversight and controls in the business and, if necessary, recommend changes in these areas.
Maintains awareness and understanding of the regulatory framework in which the Group operates, and the regulatory requirements and expectations relevant to the role.
Delivers effective governance; capability to challenge fellow executives effectively; and willingness to work with any local regulators in an open and cooperative manner.
Is aware of business strategy and governance parameters and works within them or seeks formal dispensation prior to entering client discussions in exceptional cases.
Ensures the sales process, commercials, and necessary governance are in place to govern the roll-out of the product.
Works closely with the FSS Products and COO teams to ensure the relationships with the strategic partners are well-managed, and the sales process factors in the Bank's broader governance process.

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

Works closely with FSS Client Solutions, Product and Operations stakeholders to define common standards for adoption in managing the operational relationship with clients, under the auspices of the overall client management model.
Communicates client management strategy to business partners where required to ensure understanding of the principles and objectives.
Collaborates with the following stakeholders to achieve client and business objectives:
FSS Global RMs for respective strategic clients,
FSS Regional Heads, FSS Country Heads, and FSS In-country Sales,
FSS Global Head of Sales, FSS Segment Heads, and FSS Segment Sales,
FSS Product Business Line leads, and of FSS Product Management team
FSS Client Solutions team,
Finance, Marketing, Communications, Legal, CFCR (Conduct, Financial Crime & Regulation), Technology, and Operations,
Financial Markets Sales
CIB Client Coverage

Other Responsibilities

Embeds Here for Good and Group's brand and values
Acts as a role model, behaving with integrity and demonstrating exemplary conduct

Our Ideal Candidate

15+ years of experience in Securities Services with strong knowledge of Custody and Funds solutions
Extensive experience covering Investor clients with strong stakeholder management skills, with the ability to engage effectively at both C-suite and operational levels.
Strong commercial acumen with a track record of retaining and growing revenue from existing client portfolios.
Demonstrated ability to become a trusted advisor to clients by understanding their business objectives and market challenges.
Experience conducting client new business pitch, reviews, due diligence meetings, incident management discussions, and business development engagements.
Strong presentation, negotiation and communication skills.
Self-motivated, commercially driven and capable of operating independently.
Team player with strong mentoring and leadership qualities.
Ability to manage multiple priorities in a fast-paced, client-facing environment

Role Specific Technical Competencies

Knowledge of Product solutions
Industry Knowledge
Client Relationship Management
Strategic Sales Planning

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 thing and 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-off including 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 working options based around home and office locations, with flexible working patterns.
Proactive wellbeing support through 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 culture to 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.

Recruitment Assessments

Some of our roles use assessments to help us understand how suitable you are for the role you've applied to. If you are invited to take an assessment, this is great news. It means your application has progressed to an important stage of our recruitment process.

Visit our careers website www.sc.com/careers

Executive Director, FSS Relationship Manager