Director, Securities Service Sales

Job 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. Its 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. Were 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 support to our broad client base.The Role Responsibilities

• To be part of the team developing and executing the sales segment strategy for selling Financing & Securities Services solutions to onshore and offshore clients. To fully contribute to global initiatives in the investors and intermediary s client segments, working collaboratively with key stakeholders locally and in footprint (e.g. Client Services and other functions within Client Coverage and Operations).

Key Responsibilities

• Execute strategy for Financing & Securities Services sales in Taiwan addressing client needs and in support of the global sales strategy for the segments
• Identify target clients, work in conjunction with the Client Coverage, to agree & deliver revenue and activity targets for the client portfolio (based on client planning) and actively call on the client base, to ensure targeted realization rates are met & the client relationship strategies are implemented.
• Manage the securities services relationship across all products for a portfolio of clients.
• Identify and market-size new revenue opportunities
• Manage RFP and deal processes for the specific client base, to ensure optimal solution provided and presented to the customer; working with sales, product management and operations to deliver the desired results. Participate in deal implementation.
• Understand customers businesses and to anticipate the requirements through consultative selling process. Match customers needs with product capabilities through presentation of tailored demonstrations and proposals. Negotiate terms and conditions with customers to maximise revenue and profitability.
• Identify and assist with cross-sell opportunities within Financial Markets products.
• Propose new initiatives to regional management and central product teams for investment approvals
• Help coordinate new rollouts (product/solutions/geographies) from investment approvals to delivery. Provide product solutions & support for newly rolled out products, complex deals or RFPs
• Review Business Approval Process to ensure the firm maintains competitive pricing policies and tariff structure
• Develop collaterals for local market, communicate product launches and assist in developing sales campaign strategy to ensure that new products meet planned volume and revenue targets
• Maintain competitive analysis matrix relating to our securities services products to drive short and longer-term strategy plans
• Support the Market Information and Advocacy Agenda through different channels (Newsletters, Sales Collateral, Events coordination, etc)
• Support the product governance framework and its adherence
• Support engagement with market infrastructure entities

Our Ideal Candidate

• Qualification: Postgraduate / MBA
• Experience: Preferably experience with Securities Services Sales, but at least with relevant working experience
• Skills & Knowledge:
  • Deep local market and Securities Services products knowledge
  • Strong sales skills demonstrate experience of strategic and technical sales, global coordination, running workshops and problem-solving
  • Highly organised and good communication skills; able to work effectively in a matrix organization
  • Fluent in English & Mandarin

Competencies

• Deep client segment knowledge & client buying behaviours. Ability to predict and motivate the behaviours and preferences of existing and desired future customers, and tailor products to meet their needs.
• Strong sales skills and extensive sales experience. Ability to demonstrable experience of strategic and technical sales, global coordination, long gestation periods, RFPs, running workshops & problem-solving. Knowledge of sales closing and agreements related processes, techniques and skills; ability to close deals and reach final sales agreements. Ability to develop sales plans that are futureoriented, support business strategy and reflect understanding of emerging, as well as existing, opportunities and markets.
• Securities Services subject matter expertise. Ability to create strategic plans based on customer preferences, designs strategies, tools and techniques used to provide information about customer preferences and tailor products to their needs.
• Knowledge of local and international securities markets and market-related initiatives from the perspectives of the competition, the customer base and the regulatory environment; ability to apply this knowledge appropriately to diverse situations.
• Highly organised and an exceptional communicator, able to work effectively in a matrix organisation

Apply now to join the Bank for those with big career ambitions. To view information on our benefits including our flexible working please visit our career pages . We welcome conversations on flexible working.,

Keyskills :
global salesservice salessales strategytechnical salesclient servicesclient coverageteam developmentapproval processwork effectivelybusiness strategy