Director, Banks & Broker Dealers (BBD) Sales, Financing and Securities Services (FSS)

About the role

We are seeking a highly organized, proactive Director to join our team at Standard Chartered Bank in New York. The successful candidate will work directly with FSS sales team members to execute strategy for Bank and Broker Dealer client sales across the Americas, addressing client needs in support of the global sales strategy for the segment.

The jobholder will identify target clients, work in collaboration with stakeholders such as FM Sales and Client Coverage, and generate new client income from New-to-Bank or New-to-FSS clients. This role requires building on an already deep understanding of the buying behaviours and requirements of the Banks and Broker Dealer Segment and product capabilities across Financing and Securities Services (FSS).

We appreciate self-driven candidates with a strong commercial background and in-depth understanding of International Custody, FA, Securities Lending, Prime Brokerage, and related Cash Management and Financial Markets product suite. The successful candidate will have a solid track record of originating deals, running a formal sales process through to closing and contract signing, as well as an understanding of Custody markets and trends. A willingness to acquire new skills will contribute to success in this role.

The candidate will focus on seeking out and closing commercially viable, realistic mandates that will provide sustained growth in revenue. The jobholder will have the ability to sell the complete suite of solutions applicable to Banks and Broker Dealers including Custody, Fund Accounting, Securities Lending, and Digital Assets Custody. They will have a track record of successful deal team management, quick and efficient deal closure, and pipeline discipline. The jobholder will work with a strategic mindset to identify suitable target clients and cross-sell opportunities, grow revenue across Bank and Broker Dealer Clients, and mobilise stakeholders across Client Coverage, Product, Client Solutions, Operations, Legal, Compliance, Risk and Technology.

Key Responsibilities

• Grows incremental client income from existing clients, through increasing wallet share and onboarding new services
• Builds a qualified pipeline ensuring enough diversity to realise short term revenue objectives vs. building for the future, with a suitable balance between large strategic mandates and less complex deals
• Ensures that the pipeline information is accurately entered in CRMx and updated, 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 clients
• Acts as a trusted advisor to clients based on long-term perspectives of current and future needs in order to continue to develop the relationship
• Research potential clients to assess new sales opportunities and prioritise those opportunities accordingly in consideration of the business gestation period
• Identifies and assists with cross-sell opportunities within Financial Markets products and services, working collaboratively and in partnership with FM Sales 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 identifies opportunities for client engagement with Product and new product initiatives
• Maximises the impact of market advocacy, product launches/updates, marketing and client engagement events, and participation in industry events

Day-to-Day Tasks

• Maintains awareness and understanding of the wider business, economic, and market environments in which the Group and the FSS business operate
• Maintains good knowledge of all products within the FSS framework, and a broad understanding of the applicable Financial Market products and services
• Identifies innovative solutions to meet clients' requirements, maximising replication of existing capabilities
• Builds and manages sales pipeline in support of Bank and Broker Dealer Clients sales strategy against assigned targets (budget) which are revised annually according to the 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
• Participates in account planning activities as required, in collaboration with internal stakeholders such as Client Coverage, Client Segment Head, Global Head of Sales and Business Development, Regional Heads of FSS, to forecast client growth areas and engagement effort planning
• Monitors competitor activities and market share within their region across their segment, and internally highlights threats and opportunities
• Maintains an 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
• 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
• Maintains pipeline discipline in accordance with the guidance provided by the Segment Head and/or Global Head of Sales

Skills and Experience

• Knowledge of financing and securities services product and industry
• Able to influence and drive sales effort
• Key commercial awareness
• Able to identify profitable growth opportunities
• Deliver on sales targets
• Public speaking and media aware
• Solid and attractive network of prospective clients
• Deep knowledge of the Banks and Broker/Dealers segment and client buying behaviours
• Market profile and credibility with clients
• Technical FSS product knowledge
• Strong sales skills – demonstrable experience of strategic and technical sales, global coordination, long gestation periods, RFPs, running workshops and problem-solving

Pay

Expected annual base pay range for the role is 135,000 USD to 190,000 USD. The final offer will be determined on an individualised basis using a number of variables, including but not limited to skill set, depth of experience and education, internal relativity, and specific work location. Base pay is only part of the total compensation package. Discretionary variable pay and a range of attractive bank sponsored benefit programs are available.

Benefits

• Best in class 401k plan with up to 8% employer match
• Robust medical plan coverage with employer funded Health Savings Accounts
• Inclusive family building benefits
• Flexible/hybrid working arrangements for many positions subject to role specific considerations
• 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 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 that embraces and celebrates unique diversity across teams, business functions and geographies