Job Description
To lead client engagements and client business plans for an allocated portfolio of multiple clients in a single location, to provide multiple flow solutions within a single solution set (i.e. Cash, Trade or Investor Services (IS)) AND a single solution in another solution set to maintain revenue and ensure client and solution satisfaction.
Essential Function:
Has a detailed understanding of Transaction Banking flow solutions and is able to apply them to the different client contexts
Analyses and understands existing clients, looking for ways to maintain revenue within allocated portfolio
Performs multi-client desk-top analytics with a focus on income within a one-year timespan
Understands the client need in the context of multiple flow solutions across multiple solution sets. Review and analyse the client portfolio to identify potential upsell and / or cross-sell opportunities across two product sets
Lead Transaction Banking client engagement across CIB (directly or as a member of a cross-functional CIB team i.e CST)
Escalate red flags to relevant area for resolution and inform Coverage (in a product house). Collaborate with product and other relevant teams to remediate solution issues with the potential to upsell and / or cross-sell
Owns and maintains client business plans with a focus on a one-year time span, and consults with all relevant Transaction Banking market contacts (TBCTs)
Takes solution and applies to client context
Prepare for the pitch using standard format for multiple solution sets. Engages Transaction Banking teams regarding preparation, roles (who does what / decisions required), and plans the client approach in terms of who to meet, how often, what is desired as an outcome
Position the standard offering in a compelling manner
Terms prescribed within Solutioning toolbox parameters
Acts as the primary contact for on-going client concerns, negotiations and prioritization, ensuring all deal pipeline deadlines are met to enable accurate projections. Communicates with the deal team, and captures commercial terms and mandates on the system.
Manage all implementation documentation requirements to meet time deadlines ( solutions set as part of the solution framework
Acts as the primary interface for client and represent the client “face” to teams, confirming satisfaction across multiple clients and solutions
Check client revenues against sales force plan and close any variance with clients based on projected revenues and conditions. Driving the optimal utilisation of new efficient products and services to drive commercialisation.
Prioritise and manage own work to deliver assigned tasks and take responsibility for own development and career progression to consistently deliver work and meet agreed targets
Qualifications
Type of Qualification: Advanced Diploma
Field of Study: Business Commerce
Experience Required
Knowledge of Institutional investors (Funds, Asset Managers, CIS) is preferred.
Sales
Transaction Banking
3-4 years
Articulates the Transaction Banking value proposition in a compelling fashion. Closes the deal
3-4 years
Demonstrates and applies knowledge of the macro landscape to better inform client identification and planning
3-4 years
Identifies improvements and applies them to ensure that Sales processes are simplified
3-4 years
Integrates the client ESG imperatives into engagements, performance measures and client planning
3-4 years
Partners closely with solutioning and other teams to ensure that the evolving client context is influencing solutions
3-4 years
Works with and across teams to ensure that the client experience is realised. Works with teams to make sure that client processes, people and technology delivers what clients want
Additional Information
Behavioural Competencies:
Articulating Information
Developing Expertise
Interacting with People
Interpreting Data
Making Decisions
Producing Output
Providing Insights
Resolving Conflict
Seizing Opportunities
Showing Composure
Team Working
Upholding Standards
Technical Competencies:
Client Business Case
Client Retention
Cross and Up-Selling
Industry Knowledge
International Market Knowledge
Local Market Knowledge
Product Development
Risk Management
Value Identification
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