Global Liquidity and Cash Management Senior Sales job in Washington, DC| Recruit Arrow
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Title
Global Liquidity and Cash Management Senior Sales
Location : District of Columbia, Washington
Refer job # HIWG336847
 
Job Responsibilities and Requirements: This will include contributing to the pricing, reviewing and negotiating the full range of cash management services together with effecting any cost reduction initiatives required by the Group: To be recognized as a GLCM specialist with an ability to display competent knowledge of relevant products and services with the jobholders area of responsibility. To act as a lead sales representative on opportunities with key clients and/or deals Consistently role model the Sales Manager competencies; providing guidance and coaching to other sales managers and team members where necessary. To achieve income for the Group by originating leads, building and maintaining relationships with new and existing clients in order to identify and sell innovative cash and clearing management solutions to a sector of clients. Responsibility for pricing, reviewing and negotiating the full range of cash management services for the clients, together with effecting any cost reduction initiatives required by the . The jobholder is ultimately responsible for new sales revenue and the retention and growth of existing clients and income aligned to a portfolio within the sector. Impact on the Business Manage a client portfolio in order to maintain existing and generate new income for the business Manage costs within plan and to keep losses to a minimum Undertake sector/portfolio planning and client monitoring/contact Maintain close liaison with key stakeholders so as to provide input into the strategic direction of the business, the functionality and launch of new products and services. Actively contribute to the GLCM pipeline and keeping it accurate and up-to-date To remain up-to-date with product knowledge etc through attendance at presentations, training, reviewing intranet/internet etc. Generate referrals for other Global Businesses, e.g. Private Banking, GBM, RBWM, as appropriate. Keep abreast of external factors influencing international business e.g. economic, cultural, geographical, procedural and regulatory requirements. Execute a robust sales plan to target key customers including effective closure of pipeline deals to capture revenue Build and maintain close relationships with clients. Act on feedback from market surveys, client engagement programmes etc Support development, direction and delivery of strategic initiatives through Customers / Stakeholders To broaden and deepen client relationships Work with relevant key stakeholders to ensure a positive client experience including excellent service and implementation Develop an appropriate calling plan to efficiently and effectively achieve goals and objectives. Through consultative selling, design and implement workable, innovative solutions for customers individual needs plus generate and receive quality referrals for/from other parts of the Group. Where appropriate undertake professional presentations etc to customers in support of potential opportunities portraying in the best possible light against a backdrop of competition from local, regional and/or global banks. Maintain and enhance the image of through the planning and execution of conferences, industry sector days, internal & external client road shows, active participation in industry associations and other such suitable events. Maintain close liaison with intra country, intra region and cross regional colleagues/stakeholders so as to provide input into the strategic direction of Sales, Product and Client Management functions and to the overall direction of GLCM regional and global business. Develop and maintain relationships with key clients including a robust coverage programme Be an ambassador for develop the bank s profile in the local International Business community. Work in partnership with colleagues across the network to deliver exceptional standards and quality of service Ensure fairness in all aspects of strategy, product design & delivery, customer literature & correspondence, financial promotions, administration and complaint handling. Participate in internal and external business events, road shows and seminars as required by the business. Leadership & Teamwork Enhance and nurture strong business relations. Set an example by supporting and motivating colleagues within the team. Enhance the teams productivity and sustain a high quality client-centric service culture. To manage own performance and self-development. To keep line management informed of progress/major obstacles towards progress on sales targets. Support Business Banking Bank Relationship Managers Fostering a sales culture throughout the Team. Input into setting of annual objectives and monitoring own performance and success. Fostering a sales culture throughout the Team. Input into setting of annual objectives and monitoring own performance and success. Ensure the facilities are structured to minimise risk whilst optimising income. By assisting them with their own marketing initiatives, including visiting prospective clients. Operational Effectiveness & Control Ensure compliance monitoring is in place to meet regulatory requirements. Ensure all requests for operational losses/refunds, travel, out of plan expenditure, events etc are appropriately and correctly authorised. Complete all sales activity documentation to support implementation as well as provide a record for performance tracking and supporting future sales efforts To continually assess the sales processes to identify improvements and efficiencies. Optimising time within the sales environment. Respond within agreed timelines to issues raised by audit and external regulators. Resolve any/all identified issues promptly, and escalate concerns to management as appropriate to ensure timely awareness of any material concerns. Maintain and observe all control standards and implement and observe the Group Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators. Maintain awareness of operational risk and minimise the likelihood of it occurring including its identification, assessment, mitigation and control, loss identification and reporting. Protect sensitive customer and bank information by ensuring documents, computers, files, and all confidential matters are appropriately handled as set forth by policy. Compliance with and management of sales suitability risks and requirements Ensure all completed sales and prospecting activity documentation is appropriately completed, approved and stored to provide performance tracking, targeted future sales efforts and compliance with sales and transactional suitability guidelines and requirements To implement the Group compliance policy locally by containing compliance risk in liaison with the Head of Group Compliance, Global Business Compliance Officer, Area Compliance Officer or Local Compliance Officer, ensuring adequate compliance resources and training, fostering a compliance culture and optimizing relations with regulators. Complete other responsibilities, as assigned. Major Challenges Managing multiple time sensitive tasks The job holder needs to constantly evaluate and understand Customer banking practices and trends in the market The financial/accounting/reconciliation and cash management systems and techniques employed The competitive market place. Adapting to a fast pace work environment and continually changing lines of communication, technological advances etc. the skills of the job holder is to keep close to the customer requirements. Role Context Operates within Payments and Cash Management (GLCM) Sales, working with 's CMB Large Corporate / Mid Market customers in providing and supporting the full range of payments, cash management and Trade related products and solutions. GLCM is a provider of choice to clients doing business both domestically and internationally. The role holder must have a thorough understanding of the cash management business and be able to take a long-term view of expected changes in the market place to ensure remains at the forefront. The competitive environment is intense but where we differ and/or offer competitive advantages are Provision of high quality banking services to our target clients Strong international image amongst customers and non-customers aims to become a clear banking market leader for international business has a unique global footprint The jobholder is expected to meet clients and forge strong relations. To look for new opportunities, expand on the existing portfolio, increase wallet share and generally ensure the performance of the client. The role holder has to also ensure client satisfaction including identifying and dealing with actual or potential business or relationship risks To drive fee income and deposit revenue and GLCM sales activities The jobholder works closely within CMB Large Corporate / Mid Market Sector Relationship Managers, Product and Client Implementation/Management. External contact includes Finance Directors, Treasury Managers, Cash Managers, Operational Departments and numerous third parties. Management of Risk Ensure compliance, operational risk controls in accordance with regulatory standards and policies; and optimize relations with regulators by addressing any issues., The physical demands/work environment described above are representative of those that must be met by an employee to successfully perform the essential duties of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential duties. Physical Demands/Work Environment: Very good working conditions. Little or no physical demands. Minimal handling of light materials.The physical demands/work environment described above are representative of those that must be met by an employee to successfully perform the essential duties of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential duties. The jobholder will ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organisation. The jobholder will also continually reassess the operational risks associated with the role and inherent in the business, taking account of changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructurings, and the impact of new technology. Additionally they will ensure they effectively manage sales suitability, money laundering, counter terrorist financing, fraud, and reputational risk. This will be achieved by ensuring all actions take account of the likelihood of operational risk occurring. Also by addressing any areas of concern in conjunction with line management and/or the appropriate department. Observation of Internal Controls Maintains internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators. The jobholder will ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organisation. The jobholder will also continually reassess the operational risks associated with the role and inherent in the business, taking account of changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructurings, and the impact of new technology. Additionally they will ensure they effectively manage sales suitability, money laundering, counter terrorist financing, fraud, and reputational risk. This will be achieved by ensuring all actions take account of the likelihood of operational risk occurring. Also by addressing any areas of concern in conjunction with line management and/or the appropriate department. Essential Strong knowledge of local and regional cash management and clearing services, products and techniques. Proven Sales Record Relationship Management experience at multiple levels plus a proven sales record Proven ability in identifying and meeting customer needs through matching a broad range of products and services Strong credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension Proven ability to deliver creative and flexible customer solutions. Ability to understand a customers business and the fundamentals of running a business Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders Excellent time management, planning and organisation skills Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations Strong analytical and selling skills A good understanding of the market & market trends, competitive environment and regulatory environment Minimun 10 years relevant experience Bachelor s Degree Required Desirable Knowledge of global cash management Experience of working in an International Global Banking environment Knowledge of Treasury Foreign Exchange Broad based knowledge of companies and product ranges Knowledge of day to day workings of a Corporate Treasury environment, foreign exchange and payments. Broad knowledge of companies and product ranges Association of Corporate Treasurers International Certificate in Cash Management Association of the Chartered Institute of Bankers, Certified Treasury Professional or other recognised professional qualification Comprehensive knowledge of the inter/intra clearing systems Bilingual EEO.
 
 
 
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