Associate Director, ARM

Standard Chartered BankMumbai, Maharashtra, India

4 days ago

Job description

This job is with Standard Chartered Bank, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community. Please do not contact the recruiter directly.

Job Summary

Strategy

Proactive assistance to the RM with transactional support on new business origination activities i.e. client research, pitch books, industry leads etc; including coordination with network and product.

Client analysis, reporting on post origination activities; client meeting documentation; briefing notes.

Support RM on sales discipline requirements i.e. Account Planning process; pipeline maintenance; client call reports; preparation of deal approval submissions.

New transactions : deal execution support, document negotiation, coordination with Product Sales and Client Management team on documentation matters and deal drawdown, fee booking and revenue recognition

Proactive management of portfolio including client and product partner engagement to ensure limit utilization and ensure the accuracy of revenue / returns

Business

Provide direct sales support to the RM on all origination activities for the assigned ARM client portfolio :

In partnership with the RM the ARM is jointly accountable for client revenues / profitability through the provision of origination support including :
Proactive assistance to the RM with transactional support on client research and meeting preparation / documentation i.e. pitch book preparation, research into industry trends etc; coordinating with product and other key stakeholders across the network to ensure client materials are of the highest quality and client focused
Complete bespoke client analysis as required including competitor analysis reflecting SCB's value proposition vs peers; Complete relevant reporting on post origination activities; client meeting documentation;
Coordinate with Product Sales and network and assist the RM with deal returns calculations and pricing analysis

Key Responsibilities

Ensure adherence to all sales discipline requirements i.e. provide support to the RM on Account Planning, deal pipeline and call report administration / discipline, as agreed with the Banker

Client meeting preparation including preparing briefing notes and coordinating internal discussions, and execution including logistics if attending client meetings in partnership with the Banker

Provide support on new business transactions i.e. deal execution support, document negotiation, coordination with Product Sales and Client Management team on documentation matters and deal drawdown, coordination with Product Sales and network on fee booking and revenue recognition

Proactive management of portfolio including client and product partner engagement to ensure limit utilization and ensure the accuracy of revenue / returns for the portfolio and at client level

Processes

The RM is responsible for the overall Client Account Plan / Client Strategy. The ARM is responsible for supporting the RM in the Account Planning (client strategy) process and is responsible for providing support with executing the account plan deliverable / client strategy :

Attend and minute Account Planning / Strategy 'deep dive sessions'

Work with the product partners to maximize cross-sell and returns on risk weighted assets. Assist with deal returns calculations and pricing analysis wherever required

Ensure all relevant client team members / internal stakeholders have been appropriately engaged by the Banker with respect to the planning and communication of the relevant approved strategy for each client

In partnership with product partners, ensure appropriate line utilization of complex and structured transactions. Review client profitability data for clients and discuss opportunities / concerns with RM. Resolve any revenue / fee / returns recognition issues by engaging with internal stakeholders such as Finance, CPM, back office teams, etc.

In partnership with the Banker, participate in conversations with clients to understand their needs and discuss the needs based account strategy and related opportunities, transactions, pricing issues etc

Understand and be able to articulate the overall strategy for each client

Support the RM through on-going client engagement and vigilant monitoring of client performance with a deep understanding of the client's overall industry business, performance and outlook.

Support the RM with the proactive engagement and management of internal deal teams (all relevant product and functional partners) for complex transactions.

Ensure all sensitive deal information is managed and treated confidentially

As agreed with the RM, drive product and geography cross sell with clients

Provide support to the RM with prompt logging of client calls into WorkBench (within 24 hours of the client meeting) and updating the deal pipeline.

Support the RM to ensure client team activities required to accelerate deal conversion are followed up with the relevant internal stakeholders and with clients

Provide support to the RM on exemplary deal management from origination to post deal ensuring at all times completion of relevant documentation, fulfilment of deal conditions and monitoring post fund disbursement

Skills and Experience

Corporate Banking Sales experience

Product knowledge

Industry practices

RBI / FEMA Regulations

Qualifications

MBA / CA

Experience in Corporate Banking preferably sales

In-depth knowledge of products, services and delivery channels available.

Informed in market competition, industry practices and regulations for business banking

Strong analytical, problem solving, networking and financial management skills.

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.

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Associate Director • Mumbai, Maharashtra, India