Executive Director, Structured Solutions Cash Management
Job Summary
The Structured Solutions
Development team (SSD) is accountable for designing, negotiating, structuring
and delivering non-vanilla and bespoke cash management solutions to our client
base using a range of products within SCB and from external partners, as
appropriate.
SSD is a core part of the
product management team that is accountable for ensuring that the solutions
developed are in compliant with the Bank’s policies and procedures, regulatory
framework as well as ensuring that the products and process are in line with
market needs and overall strategic product directions.
This team engages /
consults with clients on their bespoke or complex needs and provides solutions
which are customised. This team builds client specific solutions which may be
widely adopted in the future (whilst Sales is about delivering / marketing
today’s product which are flow based in nature), working with clients whose
needs are more complex and for whom there may be no readily available product
on the shelf.
This role requires direct sales / structuring experience and proven ability to interact with senior external stakeholders (MNC clients). Experience in working with a corporate treasury, finance or digital teams in an added advantage.
This position will require
dealing with clients across regions given the nature of the SSD function.
Strategy
- Develop
plan for successful execution of global SSD strategy in local region and
countries.
Business
Solutions Development and
Delivery
- Solutions
typically involve specific tailored partnerships (both SCB and client
arranged / appointed 3rd Party)
- Deals
of the following nature are typical of an SSD engagement:
- structured
cash ecosystem deals.
- structured
e-commerce / market place solutions.
- deals
which recommend an SSD involvement as per a product program or deal
review guidelines.
- complex
Virtual account / Virtual account for payments / Virtual Ledger / API
structures.
- complex
pooling (MCNP) / liquidity management / Interest Optimisation structures.
- complex
cash solutions supporting sophisticated client structures such as
In-House Banks, Trading Centres, and Shared Service Centres.
- Structuring
and implementation of cash-based solutions spanning multiple product
programs or where appropriate, drive co-creation opportunities that will
meet client’s cash management needs.
- Actively
participate in new developments in the transaction banking industry and
its applicability to clients e.g. use of blockchain for cash, digital
treasury, APIs for insurance industry, etc.
Market Management and
Commercialization
- Builds
deep and comprehensive knowledge of client industry sectors, their
drivers, commercial processes, how they compare with their peer group on
debt, working capital, best practices in treasury and liquidity
management, etc.
- Identifies
new business opportunities and revenue pools whilst articulating how the
product capabilities can solve for client needs and requirements.
- Works
closely with the relevant data teams to develop solutions for client needs
based on data.
- Actively
mitigates identified business pain points, by evaluating pragmatic
solutions that have wide applicability and have potential for replication
for the countries / markets.
- Within
the country, leads solution identification and brainstorming sessions with
client facing teams (TB Sales, GB RMs, CB RMs) to generate leads.
- Engages
in best practice sharing and education of clients on use of sophisticated
solutions to meet their needs.
- Meets
and engages clients to understand their needs or to provide solutions for
their explicit or implicit needs using a consultative sales approach.
- Promotes
replicability of solutions by educating RMs and Sales on successful
solutions so they can be transitioned to BAU sales.
- Provides
business solutions for complex deals or RFPs to drive sales and solutions.
Processes
- Working
with and through the relevant implementation and operations teams to
ensure successful and smooth delivery of solutions.
- Where
relevant provide critical feedback to the relevant teams and conducting
post implementation review analysis through client feedback and
incorporates good practices in subsequent implementations.
- Tracks
clients’ deal utilization with a view to achieve utilization targets.
People and Talent
- Responsible
for leading, directing and influencing colleagues and partners to deliver
the priorities of Transaction Banking Product Management including
- Creating
momentum and conviction towards the type of complex solutions required by
clients (Business Leadership).
- Sense
making the business context and drivers, while adopting a strategic
mindset to advise clients and internal business partners on solutions
(Client Leadership).
- Providing
guidance, coaching, mentoring and development to product and sales teams
around complex solutions whilst role modelling nimble learning (People
Leadership)
- Driving
collaboration between GB and CB RMs, TB product and the TB Sales team to
optimize benefit to the client through product differentiation and delivery
- Providing
advisory, constructive challenge and thought leadership perspectives on a
range of opportunities and challenges in country and across markets
covered by the role (Thought Leadership).
- Responsible
for understanding and anticipating various future industry trends in
country and across the markets, reviewing target client segments,
solutions and capabilities required to meet the requirements.
Risk Management
- To
be able to articulate to the client, risk and other relevant teams on how
a proposed solution meets client needs, enable it to be more efficient,
enable it to grow and scale its business, mitigate its risks and how it
helps in a wider investor participation for a financing where required.
- Builds
deep and comprehensive knowledge of legal aspects linked to an instrument,
debt, security in the relevant jurisdictions; local regulations and
initiatives of local industry bodies to stay ahead of the regulatory
change agenda and / or how it affects the solutions.
- Working
with Global Head of SSD as well as the Head of the Region (East or West)
to effectively identify, escalate, mitigate and resolve risk and
compliance matters in a timely manner.
- Takes
the initiative regarding regulatory, reputational and ethical matters by
providing proactive advice to clients and sales teams.
- Ensures
adherence with the highest standards of ethics, and compliance with
relevant policies, processes and regulations.
- Ensure
appropriate TB inputs are incorporated in Deal Review / BCA / Term sheet /
Pre-Screening review / Credit.
Regulatory and 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, across Standard Chartered Bank.
This includes understanding and ensuring compliance with, in letter and
spirit, all applicable laws, regulations, guidelines and the Group Code of
Conduct.
- Lead
to achieve the outcomes set out in the Bank’s Conduct Principles: [Fair
Outcomes for Clients; Effective Financial Markets; Financial Crime
Compliance; The Right Environment].
- Effectively
and collaboratively identify, escalate, mitigate and resolve risk, conduct
and compliance matters.
- Exercise
authorities delegated by the Board of Directors and act in accordance with
Articles of Association.
Key Stakeholders
- Head
of Sales, Transaction Banking AME
- Product
Head, Payment and collections
- Product
Head, Liquidity Management and Escrow
- Head
of Client coverage, AME
Other Responsibilities
- Embed
Here for good and Group’s brand and values in SSD; Perform other
responsibilities assigned under Group, Country, Business or Functional
policies and procedures; Multiple functions (double hats).
Our Ideal Candidate
- Finance
based degree
- Expertise
in digital trends through practical work experience or through formal
education
- Experience
in an industry (treasury or digital team) is a plus
Role-Specific Technical
Competencies
- Knowledge
of Product line
- Disruptive
innovation
- Consulting
proposals
- Industry
knowledge
- Business
process design
- Liquidity
management
