Head of Sales Practice Management
Salary undisclosed
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JOB SUMMARY
• The Head of Sales Practice Management (SPM) will be responsible for driving and executing Sales strategy & initiatives, enhance Sales performance and risk management by overseeing the following SPM functions: Global & Regional Sales Enablement, Transaction Approval Forum, Sales Content, Training & Marketing and Sales Risk Management. This role will support both TB Corporate and Financial Institution (FI) Sales’ People agenda, communication and project management of sales system and process improvements.
• This role will be a core member of the Transaction Banking Corporate Sales Management Team (TBCS MT) and work closely with the Regional Corporate and FI Sales Heads, Global functional Corporate Sales Heads (CTF, SSD, Trade Utilization and Global Content & Proposal Management) and partner Cash & Trade Product Management, TB Finance and TB COO teams as well as CIB Business Development team. The role is inherently varied and reflects the changing demands and responsibilities of TB Sales agenda.
RESPONSIBILITIES
Sales Strategy & Initiatives
• Collaborate within both Sales MT to develop Sales strategy, which are aligned with Transaction Banking, Cash, Trade and TBFX objectives and business goals to deliver TB Corporate Plan.
• Oversee the design and implementation of strategic sales initiatives and put in place systems and processes to measure the success factors of initiatives across Sales teams.
• Design and execute the TB Sales People agenda to drive desired behaviour and performance of Sales Managers (SM).
Group Sales Enablement
• Set the global directions to deliver a standardized TB Sales methodology and processes, instil pipeline discipline and increase revenue realization.
• Oversee the development and enhancement of Sales Tool and Dashboard; not limiting to CRMx, Compass.
• Supervise periodic TB Sales pipeline review to ensure deals accuracy for key deals tracking and revenue forecasting.
• Oversee group level revenue realization for forecasting & outlook by working with TB Finance and TB Implementation.
• Conduct comprehensive market research and analysis to identify trends, opportunities and threats within the banking sector to provide strategic insights Provide Sales data insight and analysis, not limiting to Coalition wallet data, Voice-of-Client survey data & Compass Tool.
• Manage SM scorecards target setting, monthly production, publication, and stack ranking.
• Oversee TB Client Planning in conjunction with CC Business Development team.
Regional Sales Enablement
• Lead regional and country Sales Enablement Leads to support Regional Sales Heads to ensure SM adherence to prescribed TB Sales methodology, Sales Discipline, provide coaching on quality transaction approval submission and using market data to aid in client strategy.
• Execute Group and regional Sales initiatives
• Track deal level revenue realization by working with local SM and developing correction plan.
Transaction Approval Forum
• Develop and maintain TB Transaction Approval Forum Terms of Reference (ToR)
• Supervise weekly Cash and Trade Transaction Approval review forum for bespoke deals approval.
• Oversee TB Transactions Win/Loss Analysis and provide feedback loop to relevant stakeholders like Product Management and LBSM to prioritise product investment roadmap and FTP/Cost of Funds to sustain market competitive pricing.
Content, Comms, Training & Marketing
• Manage Sales content Communication, Training, and Marketing requirements
• Partner TB Comms on TB deal announcement framework
• Oversee SM new joiner onboarding, training, and system access management
• Partner Regional Sales Heads, TB Marketing and Global Content & Proposal Management to curate quality case studies for awards submission
• Partner TB Academy to design, implement and scheduling of Sales related trainings
Sales Risk Management
• Ensure Cash and Trade Sales processes risk factors are mitigated as GPO Delegate for Sales Processes.
• Partner TB, Cash and Trade Risk teams in periodic review of Cash & Trade Sales Processes
• Review monthly CST result and propose solutions to address identified gaps.
• Awareness and understanding of the regulatory framework in which the Group operates and the regulatory requirements and expectations relevant to the role
Key Stakeholders
• Head of TB Change Management & respective Team Leads
• Global Heads of TB Corporate & FI Sales
• Regional Heads of TB Corporate & FI Sales
• Global functional Corporate Sales Heads (CTF, SSD, Trade Utilization and Global Content & Proposal Management
• Cash and Trade Product Management teams
• TB Finance, Cash & Trade CFO
• TB Sales & Product Business Planning Managers (BPMs)
• CIB Business Development team
Other Responsibilities
• Embed Here for good and Group’s brand and values in the Client Coverage Business Development team
• Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures
Our Ideal Candidate
• 15 years of work experience in a sales / origination, strategy or analytical role, preferably in financial services sector
• Track-record of driving demonstrable commercial change within current/ previous role or team
• Proactive and positive with the ability to make good / sound decisions and use independent judgement
• Project and Program Management skills to monitor specific projects and take ownership of issues / tasks
• Ability to create effective work relationships across functions & borders
• Interpersonal skills in networking, influencing and decision taking
• Good presentation, time management, negotiation and influencing skills
• Excellent written & oral communication skills
• Can work independently to strict timeframes
• Focused, organised and results-oriented
• Experience working with senior stakeholders. Ability to influence senior staff and offshore teams and drive change agenda
• Assertive, tenacious and willing to challenge the status quo
• Knowledge of the Global regulatory environment and the ongoing developments
Role Specific Technical Competencies
• Business Markets
• Financial Analysis
• Risk Management
• Planning: tactical, strategic
• Managing Change
• Relationship 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.
Recruitment Assessments
Some of our roles use assessments to help us understand how suitable you are for the role you've applied to. If you are invited to take an assessment, this is great news. It means your application has progressed to an important stage of our recruitment process.
Visit our careers website www.sc.com/careers
• The Head of Sales Practice Management (SPM) will be responsible for driving and executing Sales strategy & initiatives, enhance Sales performance and risk management by overseeing the following SPM functions: Global & Regional Sales Enablement, Transaction Approval Forum, Sales Content, Training & Marketing and Sales Risk Management. This role will support both TB Corporate and Financial Institution (FI) Sales’ People agenda, communication and project management of sales system and process improvements.
• This role will be a core member of the Transaction Banking Corporate Sales Management Team (TBCS MT) and work closely with the Regional Corporate and FI Sales Heads, Global functional Corporate Sales Heads (CTF, SSD, Trade Utilization and Global Content & Proposal Management) and partner Cash & Trade Product Management, TB Finance and TB COO teams as well as CIB Business Development team. The role is inherently varied and reflects the changing demands and responsibilities of TB Sales agenda.
RESPONSIBILITIES
Sales Strategy & Initiatives
• Collaborate within both Sales MT to develop Sales strategy, which are aligned with Transaction Banking, Cash, Trade and TBFX objectives and business goals to deliver TB Corporate Plan.
• Oversee the design and implementation of strategic sales initiatives and put in place systems and processes to measure the success factors of initiatives across Sales teams.
• Design and execute the TB Sales People agenda to drive desired behaviour and performance of Sales Managers (SM).
Group Sales Enablement
• Set the global directions to deliver a standardized TB Sales methodology and processes, instil pipeline discipline and increase revenue realization.
• Oversee the development and enhancement of Sales Tool and Dashboard; not limiting to CRMx, Compass.
• Supervise periodic TB Sales pipeline review to ensure deals accuracy for key deals tracking and revenue forecasting.
• Oversee group level revenue realization for forecasting & outlook by working with TB Finance and TB Implementation.
• Conduct comprehensive market research and analysis to identify trends, opportunities and threats within the banking sector to provide strategic insights Provide Sales data insight and analysis, not limiting to Coalition wallet data, Voice-of-Client survey data & Compass Tool.
• Manage SM scorecards target setting, monthly production, publication, and stack ranking.
• Oversee TB Client Planning in conjunction with CC Business Development team.
Regional Sales Enablement
• Lead regional and country Sales Enablement Leads to support Regional Sales Heads to ensure SM adherence to prescribed TB Sales methodology, Sales Discipline, provide coaching on quality transaction approval submission and using market data to aid in client strategy.
• Execute Group and regional Sales initiatives
• Track deal level revenue realization by working with local SM and developing correction plan.
Transaction Approval Forum
• Develop and maintain TB Transaction Approval Forum Terms of Reference (ToR)
• Supervise weekly Cash and Trade Transaction Approval review forum for bespoke deals approval.
• Oversee TB Transactions Win/Loss Analysis and provide feedback loop to relevant stakeholders like Product Management and LBSM to prioritise product investment roadmap and FTP/Cost of Funds to sustain market competitive pricing.
Content, Comms, Training & Marketing
• Manage Sales content Communication, Training, and Marketing requirements
• Partner TB Comms on TB deal announcement framework
• Oversee SM new joiner onboarding, training, and system access management
• Partner Regional Sales Heads, TB Marketing and Global Content & Proposal Management to curate quality case studies for awards submission
• Partner TB Academy to design, implement and scheduling of Sales related trainings
Sales Risk Management
• Ensure Cash and Trade Sales processes risk factors are mitigated as GPO Delegate for Sales Processes.
• Partner TB, Cash and Trade Risk teams in periodic review of Cash & Trade Sales Processes
• Review monthly CST result and propose solutions to address identified gaps.
• Awareness and understanding of the regulatory framework in which the Group operates and the regulatory requirements and expectations relevant to the role
Key Stakeholders
• Head of TB Change Management & respective Team Leads
• Global Heads of TB Corporate & FI Sales
• Regional Heads of TB Corporate & FI Sales
• Global functional Corporate Sales Heads (CTF, SSD, Trade Utilization and Global Content & Proposal Management
• Cash and Trade Product Management teams
• TB Finance, Cash & Trade CFO
• TB Sales & Product Business Planning Managers (BPMs)
• CIB Business Development team
Other Responsibilities
• Embed Here for good and Group’s brand and values in the Client Coverage Business Development team
• Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures
Our Ideal Candidate
• 15 years of work experience in a sales / origination, strategy or analytical role, preferably in financial services sector
• Track-record of driving demonstrable commercial change within current/ previous role or team
• Proactive and positive with the ability to make good / sound decisions and use independent judgement
• Project and Program Management skills to monitor specific projects and take ownership of issues / tasks
• Ability to create effective work relationships across functions & borders
• Interpersonal skills in networking, influencing and decision taking
• Good presentation, time management, negotiation and influencing skills
• Excellent written & oral communication skills
• Can work independently to strict timeframes
• Focused, organised and results-oriented
• Experience working with senior stakeholders. Ability to influence senior staff and offshore teams and drive change agenda
• Assertive, tenacious and willing to challenge the status quo
• Knowledge of the Global regulatory environment and the ongoing developments
Role Specific Technical Competencies
• Business Markets
• Financial Analysis
• Risk Management
• Planning: tactical, strategic
• Managing Change
• Relationship 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.
Recruitment Assessments
Some of our roles use assessments to help us understand how suitable you are for the role you've applied to. If you are invited to take an assessment, this is great news. It means your application has progressed to an important stage of our recruitment process.
Visit our careers website www.sc.com/careers
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