Director - Transaction Banking - Sales - Turkish Corporates

This job is with Standard Chartered Bank, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community.

JOB SUMMARY

• To drive "new to bank" Trade & Cash revenues and product/market penetration with assigned portfolio of Turkish HQ clients.
• Develop and lead complex Cash Management & Trade Finance solutions for the bank's top tier Turkish HQ Corporate clients such as In House Banking, global/regional pooling, treasury advisory, supplier financing, receivables financing, letters of credit, client co-creation and innovation.
• To retain and grow existing wallet from day-to-day transactions within assigned portfolio. Turkish language skills are essential.

RESPONSIBILITIES

• Strategy
• Deep understanding of clients' business needs, footprint, buying centres and decision-making process.
• Owns Transaction Banking Client Map and Account Plan commitments.
• Deep understanding of client ecosystem and supply chain.
• Analyse client financials to identify appropriate working capital solutions that will meet client financial objectives.
• Build full access to trade finance decision makers through active client calling, including procurement and trading centres, strategic sourcing, export teams, structured financing teams, channel/distribution management teams.
• Cross-selling strategy within other bank's departments (Cash, Trade, TBFX, Employee Banking etc) and actively leverage Structured Solutions Development, Transactional FX, Financial Markets and Digital Channels teams in the process.
• Build access at senior management and operating levels in the client organisation.
• Business
• Complete ownership of client level revenue for Cash & Trade.
• Complete ownership of the assigned portfolio's Driver levels.
• Manage the execution through to revenue realisation as per scorecard metric.
• Pro-actively lead Cash & Trade opportunity development with the relationship management team.
• Execute activities in line with Transaction Banking sales pipeline and deal review policies.
• Leading the delivery of proposals (RFP and RFI) and pitches to the clients, engaging and coordinating with relevant internal teams.
• Demonstrate deep understanding of clients treasury priorities and policies for Cash sales processes.
• Processes
• 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.
• Assist in writing credit applications for assigned portfolio.
• Facility structuring for Cash & Trade deals, working with Structured Solutioning team and Corporate Banking partners where relevant.
• Proposal and pitches to clients.
• Provide input to Product Managers on evolving client and competitor landscape.
• Write and present Pre-Screening Reviews / Deal Reviews where applicable.
• Execution
• Document negotiation for new to bank business.
• Manage the execution through to revenue realization (as per scorecard of realised revenue).
• Active role in credit & compliance approvals on Country Addendum deviations for assigned portfolio.
• Grow Utilisation on Trade limits for assigned portfolio.
• Work with the Receivable Service Management and Vendor Management Teams to effectively position Open Account client pitches, implement and drive utilisation on deals.
• Drive Sustainable Trade Agenda within Standard Chartered.
• Client servicing support
• Ensure that any post sales service issues identified are managed appropriately by Service Management and/or other relevant departments (e.g. CIB).
• Working with assigned Trade Transaction Owner (TTO) and Premier Service Manager (PSM) for superior client servicing and experience.
• Risk Management
• Manage all Trade Sales risks in the assigned Portfolio. 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, behaviours (per Culture, Conduct & Behaviours) and FOSAF.
• Governance
• 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.
• 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.
• Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.

Key Stakeholders

• Country, Regional and Global TB Heads
• Country, Regional and Global Heads of Products / Segments
• Country and Regional Heads of Functions

Qualification

• Education: Bachelor's degree or equivalent
• Training: Act or other industry certifications a plus
• Languages: English, Turkish essential
• Broad banking experience to develop holistic Cash & Trade solutions and assist in identifying cross sell opportunities including Financial Markets and other lending solutions.
• 5 to 7 years experience in driving TB business across Cash Management & Trade Finance.
• Experience in analysing client financials to identify appropriate working capital solutions that will meet client financial objectives.
• Experience in working on RFP/ RFI pitches.
• Proven ability to independently identify, drive and deliver on opportunities.
• Strong executive impact and track record of new to bank sales success.

Knowledge

• Deep understanding of Cash management products and Trade Finance solutions.
• Structuring solutions and ability to negotiate documentation.
• Strong credit understanding and experience.
• Understanding of how to work effectively within a matrix / network organisation.

Skills

• Ability to proactively identify client needs and create solutions to generate new to bank business.
• Ability to cultivate a network of relationships in the client organisation 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's operational and financial performance.

Sales Behaviours

• Wants to be a trusted advisor - positions as the "go to" person for clients when they desire strategic TB advice.
• Strong credibility with key stakeholders, i.e. Credit, Risk, Relationship Managers, Operations, Compliance, Product Management.
• Sharp commercial focus, analytical mindset, consultative engagement style, innovative problem-solving approach, and strong achievement orientation.

Role Specific Technical Competencies

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

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.