Head of China Corporates TB Sales, HK and RTS

Strategy

This person will drive the business growth in corporate coverage segment and deliver the revenue targets, via increasing transactional cross-sell and product/market penetration within the designated corporate portfolio of Corporate & Investment Banking (CIB) clients.

• Develop and lead execution of the TB China Corporate Sales strategy for Hong Kong end-to-end, in conjunction with the broader TB strategies
• Drive growth and regional expansion by leading end-to-end coverage of China Corporate clients and selected China Regional Treasury Centre ("RTS") names in Hong Kong, winning complex multi-market RFPs with a dual China-MNC mindset, leveraging relevant regional expertise and experience to close mandates
• Individually commit to own and manage a client portfolio of selected strategic names, and be responsible for formulating and executing the revenue growth plan for those accounts
• Advise clients on strategic use of Hong Kong as a premier regional treasury centre by deeply understanding regulatory and market environments for Chinese corporates expanding overseas, and sharing best practices on setting up effective regional treasury centres in Hong Kong
• Structure bespoke trade finance solutions addressing specific client pain points with strong technical expertise to enhance working capital efficiency for China Corporate client

Understanding of Client
• Deep understanding of Chinese corporate and MNC clients' business needs, treasury strategy, buying behaviour and decision-making process from both regional and HK perspectives
• Build full access to trade finance and cash management decision makers through active client calling
• Develop and own the TB Account Plan commitments for key clients
• Proactively lead TB opportunity origination and execution in collaboration with GTS and CIB coverage teams
• Lead the corridor initiatives to grow the key trade flow and global cash management opportunities

Revenue and Drivers
• Complete ownership of client level revenues for cash and trade (incl. working capital and TB Prism FX)
• Contribute to the decision making process in the execution of country balance sheet growth strategy

Business

• Actively manage business performance, identifying areas of underperformance and taking corrective action
• Drive targeted returns on RWAs deployed to franchise clients with appropriate risk management oversight
• Develop strong partnerships with key business partners and stakeholders including TB Corporate Sales in other countries / regions, Product, Implementation, Operations, Client Service, Corporate Coverage, Credit, etc.

Processes

• Supervise and role-model compliance with TB Sales related policies and processes
• Ensure effective management of operational risks and compliance with applicable internal policies and external laws and regulations
• Drive continuous improvement in operational efficiency and effectiveness
• Keeping abreast of customers' needs, trends, and product/market intelligence for new product developments/ enhancements, strengthening SCB's competitive position in this field
• Conduct marketing events to share and promote best practices and standards, raise SCB visibility and brand equity in the market

People and Talent

• Accountable for TB Corporate sales team capacity and capability development, including overseeing recruitment of TB Corporate Sales resources for assigned segment
• Provide effective leadership, including timely feedback throughout the annual performance management cycle, to promote a sustainable, high-performing business
• Responsible and accountable for proactive performance management of team members, including identification of underperformance and corrective actions
• Lead the sales transformation journey to develop the sales team towards the goals under Fit for Growth strategy
• Identify, develop, and retain Accelerate talent, including individualised development plan.

Risk Management

• Identify, assess, monitor, control, and mitigate risks arisen for the assigned segment
• Ensure adherence to all CFCC and local regulatory policies
• Contribute to discussions regarding significant market risks
• Raise awareness and understanding in the team of the main risks facing sales in the markets, and the role each individual play in managing them
• Accountable for escalation from relevant management teams to Group governance committees or stakeholders in senior management, risk, or control functions as appropriate

Governance

• Accountable for implementing the Group's governance framework, oversight, and controls for the TB Corporate Sales business, challenging constructively, and overseeing change where necessary
• Understand the regulatory framework in which the Group operates, and the regulatory requirements and expectations relevant to the role
• Fulfil supervisory responsibilities in line with Group's Supervisory framework
• In conjunction with the Coverage team, agree to pricing and other local business and documentation parameters and co-ordinate with Relationship Managers and Product Partners to implement effectively

Our Ideal Candidate

• Education - Bachelors degree in Business Management, Banking, Economics or Finance
• Over 15 years of Client Relationship Management, Transaction Banking sales and sales leadership experience in an international/regional environment, with a strong understanding of the market competitive landscape in both Chinese Corporates and MNC segments
• Track record in managing regional clients with Corporate Treasury Centres in Hong Kong
• Solid product knowledge in Cash Management, Trade Finance, Working Capital Management, with preferably knowledge of financial markets products
• Skills and experience in digital transformation and risk management (including basic credit skills)
• Languages - English, Mandarin

Role Specific Technical Competencies
• Treasury Management
• Balance Sheet Management
• Credit Fundamentals
• Digital Transformation
• Client Relationship Management
• Customer Behaviour and Preferences
• Sales closings and agreements
• Sales proposals and presentations
• Risk Management

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.