Head of Sales Practice Management

Description

## Job Description: Head of Sales Practice Management (SPM) **Standard Chartered Bank** is seeking a highly motivated and results-oriented leader for the Head of Sales Practice Management (SPM) position. In this critical role, you will be responsible for driving sales strategy and initiatives, enhancing sales performance, and managing risk within the Transaction Banking (TB) division. You will oversee a range of functions, including Global & Regional Sales Enablement, Transaction Approval Forum, Sales Content, Training & Marketing, and Sales Risk Management.

Responsibilities and Duties

* Collaborate with the Sales Management Team (MT) to develop and implement sales strategies aligned with TB, Cash, Trade, and TBFX objectives to achieve business goals. * Design and execute strategic sales initiatives, establishing systems and processes to measure success across sales teams. * Develop and drive the TB Sales People agenda to promote desired behaviors and performance among Sales Managers. * Set global standards for a standardized TB Sales methodology and processes, fostering pipeline discipline and increasing revenue realization. * Oversee the development and improvement of sales tools and dashboards (e.g., CRMx, Compass). * Manage periodic TB Sales pipeline reviews to ensure accuracy of key deals for tracking and forecasting revenue. * Collaborate with TB Finance and TB Implementation to oversee group-level revenue realization for forecasting and outlook. * Conduct market research and analysis to identify trends, opportunities, and threats within the banking sector, providing strategic insights. * Analyze and provide sales data insights, including Coalition wallet data, Voice-of-Client survey data, and Compass Tool data. * Manage the setting, tracking, publication, and ranking of Sales Manager scorecards. * Oversee TB Client Planning in collaboration with the Corporate & Business Development team. * Lead regional and country Sales Enablement Leads to support Regional Sales Heads. * Ensure Sales Managers adhere to prescribed TB Sales methodology and Sales Discipline. * Provide coaching on quality transaction approval submissions and using market data for client strategy. * Implement Group and regional Sales initiatives. * Track deal-level revenue realization and develop corrective action plans as needed. * Develop and maintain the Transaction Approval Forum Terms of Reference (ToR). * Supervise weekly Cash and Trade Transaction Approval review forums for bespoke deal approvals. * Oversee TB Transactions Win/Loss Analysis and provide feedback to stakeholders like Product Management and LBSM to inform product investment roadmaps and pricing strategies. * Manage Sales content communication, training, and marketing requirements. * Partner with TB Communications on the TB deal announcement framework. * Oversee onboarding, training, and system access management for new Sales Managers. * Collaborate with Regional Sales Heads, TB Marketing, and Global Content & Proposal Management to curate quality case studies for awards submissions. * Partner with TB Academy to design, implement, and schedule Sales-related training programs. * Mitigate Cash and Trade Sales process risks as the Group Process Owner (GPO Delegate) for Sales Processes. * Partner with TB, Cash, and Trade Risk teams in periodic reviews of Cash & Trade Sales Processes. * Review monthly CST results and propose solutions to address identified gaps. * Maintain awareness and understanding of the regulatory framework governing the Group's operations.

Qualifications and Requirements

* 15 years of work experience in a sales/origination, strategy, or analytical role, preferably in the financial services sector. * Proven track record of driving demonstrable commercial change within current/previous roles or teams. * Proactive and positive with the ability to make sound decisions and exercise independent judgment. * Project and program management skills to monitor specific projects and take ownership of issues/tasks. * Ability to build effective working relationships across functions and borders. * Strong interpersonal skills in networking, influencing, and decision-making. * Excellent presentation, time management, negotiation, and influencing skills. * Excellent written and oral communication skills. * Ability to work independently and meet strict deadlines. * Focused, organized, and results-oriented. * Experience working with senior stakeholders and influencing senior staff and offshore teams to drive change initiatives. * Assertive, tenacious, and willing to challenge the status quo. * Knowledge of the global regulatory environment and ongoing developments.

Working Condition

Salary

Basic Salary 17000