JOB SUMMARY
The Head of Sales Practice Management (SPM) will be responsible for driving and executing Sales strategy & initiatives, enhance Sales performance and risk management by overseeing the following SPM functions: Global & Regional Sales Enablement, Transaction Approval Forum, Sales Content, Training & Marketing and Sales Risk Management. This role will support both TB Corporate and Financial Institution (FI) Sales’ People agenda, communication and project management of sales system and process improvements.
This role will be a core member of the Transaction Banking Corporate Sales Management Team (TBCS MT) and work closely with the Regional Corporate and FI Sales Heads, Global functional Corporate Sales Heads (CTF, SSD, Trade Utilization and Global Content & Proposal Management) and partner Cash & Trade Product Management, TB Finance and TB COO teams as well as CIB Business Development team. The role is inherently varied and reflects the changing demands and responsibilities of TB Sales agenda.
RESPONSIBILITIES
Sales Strategy & Initiatives
Collaborate within both Sales MT to develop Sales strategy, which are aligned with Transaction Banking, Cash, Trade and TBFX objectives and business goals to deliver TB Corporate Plan.
Oversee the design and implementation of strategic sales initiatives and put in place systems and processes to measure the success factors of initiatives across Sales teams.
Design and execute the TB Sales People agenda to drive desired behaviour and performance of Sales Managers (SM).
Group Sales Enablement
Set the global directions to deliver a standardized TB Sales methodology and processes, instil pipeline discipline and increase revenue realization.
Oversee the development and enhancement of Sales Tool and Dashboard; not limiting to CRMx, Compass.
Supervise periodic TB Sales pipeline review to ensure deals accuracy for key deals tracking and revenue forecasting.
Oversee group level revenue realization for forecasting & outlook by working with TB Finance and TB Implementation.
Conduct comprehensive market research and analysis to identify trends, opportunities and threats within the banking sector to provide strategic insights Provide Sales data insight and analysis, not limiting to Coalition wallet data, Voice-of-Client survey data & Compass Tool.
Manage SM scorecards target setting, monthly production, publication, and stack ranking.
Oversee TB Client Planning in conjunction with CC Business Development team.
Regional Sales Enablement
Lead regional and country Sales Enablement Leads to support Regional Sales Heads to ensure SM adherence to prescribed TB Sales methodology, Sales Discipline, provide coaching on quality transaction approval submission and using market data to aid in client strategy.
Execute Group and regional Sales initiatives
Track deal level revenue realization by working with local SM and developing correction plan.
Transaction Approval Forum
Develop and maintain TB Transaction Approval Forum Terms of Reference (ToR)
Supervise weekly Cash and Trade Transaction Approval review forum for bespoke deals approval.
Oversee TB Transactions Win/Loss Analysis and provide feedback loop to relevant stakeholders like Product Management and LBSM to prioritise product investment roadmap and FTP/Cost of Funds to sustain market competitive pricing.
Content, Comms, Training & Marketing
Manage Sales content Communication, Training, and Marketing requirements
Partner TB Comms on TB deal announcement framework
Oversee SM new joiner onboarding, training, and system access management
Partner Regional Sales Heads, TB Marketing and Global Content & Proposal Management to curate quality case studies for awards submission
Partner TB Academy to design, implement and scheduling of Sales related trainings
Sales Risk Management
Ensure Cash and Trade Sales processes risk factors are mitigated as GPO Delegate for Sales Processes.
Partner TB, Cash and Trade Risk teams in periodic review of Cash & Trade Sales Processes
Review monthly CST result and propose solutions to address identified gaps.
Awareness and understanding of the regulatory framework in which the Group operates and the regulatory requirements and expectations relevant to the role
Key Stakeholders
Head of TB Change Management & respective Team Leads
Global Heads of TB Corporate & FI Sales
Regional Heads of TB Corporate & FI Sales
Global functional Corporate Sales Heads (CTF, SSD, Trade Utilization and Global Content & Proposal Management
Cash and Trade Product Management teams
TB Finance, Cash & Trade CFO
TB Sales & Product Business Planning Managers (BPMs)
CIB Business Development team
Other Responsibilities
Embed Here for good and Group’s brand and values in the Client Coverage Business Development team
Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures
Our Ideal Candidate
15 years of work experience in a sales / origination, strategy or analytical role, preferably in financial services sector
Track-record of driving demonstrable commercial change within current/ previous role or team
Proactive and positive with the ability to make good / sound decisions and use independent judgement
Project and Program Management skills to monitor specific projects and take ownership of issues / tasks
Ability to create effective work relationships across functions & borders
Interpersonal skills in networking, influencing and decision taking
Good presentation, time management, negotiation and influencing skills
Excellent written & oral communication skills
Can work independently to strict timeframes
Focused, organised and results-oriented
Experience working with senior stakeholders. Ability to influence senior staff and offshore teams and drive change agenda
Assertive, tenacious and willing to challenge the status quo
Knowledge of the Global regulatory environment and the ongoing developments
Role Specific Technical Competencies
Business Markets
Financial Analysis
Risk Management
Planning: tactical, strategic
Managing Change
Relationship management