Executive Director, Fss Relationship Manager

Job Summary • The Financing & Securities Services (FSS) business has a unique footprint in Asia, Middle East, and Africa, and offers a growing range of products, including direct custody, international custody, funds services, trustee services, transfer agency to a number of client sectors including banks, investors, intermediaries, sovereigns, fund managers, insurance companies, and corporates. The jobholder is primarily responsible for managing relationship with a portfolio of key FSS clients assigned, to retain existing revenue and grow business through incremental mandates. To achieve this, the jobholder must actively manage and maintain excellent client satisfaction through proactive client engagement, in-depth understanding of clients’ business goals and requirements, exercise creative problem-solving, and lead effective collaboration with key stakeholders across functions and locations. • The clients assigned to the jobholder are clients who may have significant growth opportunities and/or strategic partnership. The jobholder will work with a strategic mindset to identify up-selling & cross-selling opportunities and grow the revenue across FSS and the bank– whilst staying on business strategy. Key Responsibilities Strategy • Executes strategy for assigned clients – builds strong relationship, maintains client satisfaction, and drives strategic conversation to uncover new growth opportunities. • Crafts robust and holistic client engagement action plan, often in consideration of client account plan. • Leads business initiatives, tactical activities, client workshops, or strategic C-suites Day / reviews involving clients and internal stakeholders to drive positive business momentum and opportunities. • Builds a qualified and strong pipeline by upselling the wallet size, ensuring enough diversity to realise short term revenue objectives vs. building for the future, with a suitable balance between large strategic mandates and lesser complex deals. • Ensures that the pipeline information is timely and accurately entered and actively updated in system, 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 the client. • Acts as a trusted advisor to the client based on long-term perspective on current and future needs in order to continue to develop the client relationship. • Identifies and assists with cross-sell opportunities within Financial Markets products and services, working collaboratively and in partnership with CIB / WRB colleagues. • Works closely with FSS Product Management to: o Provide feedback in a structured manner to Product, detailing opportunities, gaps, outstanding compliance and risk action items, o Proactively seek opportunities for client engagement with Product and new product initiatives, o Maximise the impact of market advocacy, product launches/ updates, marketing and client engagement events, and participation in industry events. o Update and share new information on competitors’ info - SWOT Business • Maintains awareness and understanding of the wider business, economic, and market environments in which the Bank and FSS business operates in. • Maintains good knowledge of all products within the FSS framework, and broad understanding of the applicable products and services. • Identifies innovative solutions to clients’ requirements, maximising re-use of existing capabilities. • Initiates periodic client dialogue. Engaging with FSS stakeholders where required, to progress client agenda. • Provides proactive and timely Market Insights to clients as value-add, to encourage appropriate action and operational collaboration between the client and the Bank. • Participates in account planning activities as required, in collaboration with internal stakeholders such as CIB Client Coverage, FSS Client Segment Head, FSS Global Head of Sales, Regional Heads of FSS, etc, to forecast client growth areas and engagement effort planning. • Builds and manages pipeline in support of overall FSS sales strategy against assigned targets (budget) which are revised annually according to 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. • Monitors competitor activities and market share within…