Transactional Banking Sales

Job Description  

To proactively manage existing and prospective clients to achieve agreed revenue targets within Transaction Banking Sales for the I&I segment.

To grow new sales revenue within the Investor Segment (Hedge Funds, Insurance Companies, Fund Managers).  Maximise overall revenue and share of wallet within the segment. 

To work within I&I strategy and assist with the development and implementation of a sales plan and creation of a pipeline of new business for the Investor segment.  

Key Roles & Responsibilities  

Responsible for achieving the new sales revenue target and contribute towards the I&I revenue target for the Americas.  Develop business plans to ensure revenue targets are achieved.

Proactively build a new business pipeline and to convert opportunities into revenue in the shortest period of time.

Establish communications within the clients organization and internally to understand clients requirements and goals.  Develop close relationships with client decision makers.

Proactively work with clients to tailor products to meet individual customer needs, negotiate terms and conditions and create client plan.  To understand customers¿ businesses and to anticipate requirements through a consultative selling process.

Maintain close contact with market participants to ensure good understanding of competition within the markets where SCB offers Securities Services and Cash Management.

Ensure smooth implementation of product sales.  Facilitate customer service issues and ensure a high level of post-sales services is made available to clients at all times.  Work with service delivery teams to ensure clear understanding of client requirements and translate into quantifiable service level parameters.



Identify opportunities for cross selling and referrals to other lines through developing good understanding of client needs. Maintain on going contact with customers to ensure targeted level of utilization.

Acts as a conduit of information on customer preferences, specific product feedback and future product requirements to product management colleagues.

Provide feedback to product management of sales strategies and tactics, and customer experience of the products and services offered.

Manage CMP and banks¿ revenue reporting to provide feedback to RM¿s and Senior management and plan client strategies accordingly.  Ensure that customer business profile and new business opportunities are reported on CMP and pipeline of deals is up-to-date.

Compliance and Know Your Customer:

Ensure that U.S. regulations, group policy an local country regulations on Know Your Customer and compliance are clearly understood, considered and complied with for new accounts as well as existing accounts.
Work with Legal and Compliance team to ensure regular monitoring of accounts.  
Qualifications & Skills  

EXPERIENCE

Proven track record within the custody / investor services industry.
Minimum 3 years experience in a client facing role with a Financial Institution


SKILLS & KNOWLEDGE

Strong relationship management, sales and marketing skills with an entrepreneurial spirit.
In depth knowledge of the securities services business and cash management products and services.
Ability to represent the Bank within the I&I industry and to manage some of the Bank¿s most demanding customers.
Good knowledge of the relevant banking and securities regulations.
A flexible, logical, and open mind to problem solving.
Good analytical skills and ability to interpret customer needs.
Strong interpersonal skills.
Good management and organisational skills.
Demonstrated competency in managing the changing needs of a diverse customer base, within an increasingly competitive business environment.
Self-starter, team player.
Ability to manage projects and lead / work within a deal team.