Director, Transaction Banking Sales

To drive cash management and trade finance business growth with assigned client portfolio by:

• Developing and sustaining effective client relationships at appropriate levels in the client organization.
• Establishing yourself as a trusted advisor for cash management, trade products and working capital with clients.
• Acting as anchor for cash and trade requirements for clients in various markets.
• Identifying trade business opportunities, structuring and pitching appropriate solutions, making effective pitches, and delivering client mandates seamlessly.
• Collaborating with implementation, client management and service teams to ensure consistently superior client experience.
• Participating in assigned projects/initiatives as appropriate by sales team lead to get exposure to broader business origination and sales strategy.

Key Responsibilities:

• Strategize transaction banking business for international corporate clients of the bank.
• Prepare an executable strategy in line with the bank's capabilities and client's requirements.
• The strategy should be a subset of the bank's overall strategy at local, regional and global level.
• Drive OPAC conversion toward agreed levels and ensure pricing meets quality deployment scorecard requirements.
• Drive healthy pipeline and closures through business origination activity.
• Responsible for cash and trade ecosystem origination.
• Lead RFP responses, client pitches and ensure successful conversions.
• Manage deal execution, maintain oversight on implementation, and ensure revenue realization.
• Recommend and implement the appropriate service model for respective clients; and retain ownership of overall client experience with cash management/trade finance solutions and services.
• Act as GTS/RTS role, ensure TB global sales engagement process is adhered to and this includes coordinating global/regional calling plan together with coverage team to map out and engage the key stakeholders, decision makers and influencers in the client organization with relevant people within the bank, own account plan commitment, client level RFP positioning strategy and drive business origination and win new trade mandates thereby delivering on global/regional target.
• Ensure compliance with internal policies, procedures, codes and applicable external laws and regulations.

Processes:

• Adhere to processes as stipulated by the bank.
• Develop and nurture a process-oriented methodology to run business.

People & Talent:

• Develop and maintain effective and professional partnerships with internal stakeholders such as Relationship Managers, TB Product, TB Implementation and Account Management, Financial Markets and Trade Operations, etc.
• Provide effective global transaction banking sales coverage for the respective transaction banking sales to lead client initiatives in the region. Work closely with Regional Account Managers and Field Account Managers to enable seamless delivery of regional and in-country solutions.
• Establish leadership credentials by embracing coaching, guidance and sharing of insights and deals with other team members so that collectively the team learns from each other.

Risk Management:

• Ensure risks are identified and managed in line with the bank policy.
• Develop risk management culture and follow processes laid out by the bank.

Governance:

Ensure highest level of governance with no room for any lapses.

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. 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:

• GAMs, RAMs, FAMs in the country/region as appropriate.
• Other TBS, RTSs (as applicable).
• Credit, Risk & Compliance team in the region/country as appropriate.
• TB Products, Implementation, Client Managers and Channels team in the region/country as appropriate.
• FM Sales, SCF Team.

Other Responsibilities:

Embed Here for good and Group's brand and values in Transaction Banking, India; perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures.

Qualifications:

• Education: Graduate and above.
• Certifications: Preferred trade and cash certifications.
• Languages: English and preferred local language.