Director, Client Coverage, CIB

Job Summary

• Responsible for coverage of selected GRE clients as Relationship Manager and also support the seniors in the team in managing other clients, focusing on re-instating the CRE piece (not necessarily restricted to CRE only) with expertise in certain sectors (CRE, Oil & Gas, Utilities, Renewables). Client orientation and social skills in building relationships are important for selection.

Responsibilities

• Act as the primary global client contact/relationship manager, delivering client solutions by mobilizing banking teams and product partners into each client relationship of Corporates (mainly Government owned and Real Estate focused) in MENAP and related corporate affiliates. Accountable for overall client group revenues, profitability, and risk acceptance (AML, CDD, and Credit).
• Responsible for Account Plans, establishing and maintaining an end-to-end understanding of the client group structure and needs, steering the client relationship, and defining the relationship strategy for the client.
• Identify and act on opportunities to create new partnerships by working closely with the coverage team and product partners to ensure execution and delivery of Account plans.
• Focus on growing relevance within the real estate sector through capital markets, financing, and advisory with the respective GAMs for those accounts.
• Act as a champion of SCB's brand, culture, and conduct standards.

Strategy

• Support the vision and growth aspirations for the CIB business regionally.
• Lead the development and implementation of the client strategy for the designated portfolio as identified through the Account Planning process.
• Accountable for delivering financial performance objectives (revenues, profitability, diversity and quality of client income, etc).
• Accountable for all other objectives for the management and development of client relationships, specifically compliance (AML, CDD) and credit risk.

Business

• Actively identify client needs across the full set of SCB product capabilities, originate new business, and grow the franchise by capitalizing on bank competitive attributes.
• Engage senior management and decision-makers of key clients to improve the quality of dialogue, promoting a move away from 'transactional' reactive client coverage to consistent value-added partner/trusted advisor status.
• Maximize profitable revenue to the Bank while maintaining focus on client outcomes, strengthening and deepening existing relationships at both the senior and operating levels.
• Professionally represent Standard Chartered Bank at the highest levels within the region and internationally.
• Bring strategic thought and vision regarding changes in the corporate landscape regionally/globally relevant to the client portfolio.
• Ensure that industry and product knowledge is continually developed personally and within the team.
• Stay abreast of and anticipate developments in the industries/markets in which our clients operate.

Processes

• Proactively manage the designated client portfolio to ensure close ties exist with key stakeholders.
• Risks are appropriately identified and managed as per CIB policies and standards.
• The team is suitably trained regarding the regulatory environment, keeping up to date with applicable changes and Group policies.
• Key regulatory risks and concerns are raised into the governance framework throughout the CIB team.
• All sales disciplines are adhered to in accordance with CIB standards.
• Develop opportunities through attendance at key industry events as necessary.

People & Talent

• Lead by example and build the appropriate culture and values, setting expectations for the team.
• Ensure ongoing training and development of people, with effective supervision in place to mitigate risks.
• Employ, engage, and retain high-quality people, with succession planning for critical roles.
• Review team structure and capacity plans.
• Set and monitor job descriptions and objectives for direct reports, providing feedback and rewards based on performance.

Risk Management

• Take the initiative regarding regulatory, reputational, and ethical matters, providing proactive advice to clients.
• Embed the Group's values and code of conduct, developing a robust culture of ethics and compliance.
• Ensure that Risk Management matters are subject to direct remedial action and/or adequate escalation to appropriate governance committees.

Governance

• Assess the effectiveness of the Group's arrangements to deliver effective governance, oversight, and controls in the business.
• Awareness and understanding of the regulatory framework relevant to the role.
• Responsible for delivering effective governance and willingness to work with local regulators in an open manner.

Regulatory & Business Conduct

• Display exemplary conduct and live by the Group's Values and Code of Conduct.
• Take personal responsibility for embedding high ethical standards across Standard Chartered Bank.
• Lead the team to achieve the outcomes set out in the Bank's Conduct Principles.
• Effectively identify, escalate, mitigate, and resolve risk, conduct, and compliance matters.
• Understand Central Bank of UAE, ADGM, DFSA regulations.

Key Stakeholders

Internal

• Engage with product partners within the region and globally.
• Consult with senior stakeholders in Risk and Legal & Compliance to ensure creditworthiness and adherence to bank policies.

External

• Point of contact with SWF and related GRE clients, acting as a trusted advisor to senior stakeholders.

Other Responsibilities

• Perform other responsibilities assigned under Group, Country, Business, or Functional policies and procedures.

Qualification

• Bachelor's degree from an international top institution; MBA preferred.
• Experience in banking or relevant environments (private equity, sell-side/buy-side).
• Strong communication skills and product knowledge.
• Languages: English and/or local language skills relevant to country requirements.
• Risk & AML certified as stipulated by Bank policy.
• Skills/capabilities in sectors important for GREs - such as Commercial Real Estate, Utilities, Renewables, Energy.

Role Specific Technical Competencies

• Understanding Customer Needs
• Knowledge of Customers
• Knowledge of Product Line
• Cross-Selling
• Financial Risk Management
• Regulatory Environment - Financial Services
• Business Markets
• Sales Tasks and Activities
• Selling
• Account Management
• Prospecting

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 looki.