Client Coverage, Business Planning Manager

2 weeks ago

Hanoi, Vietnam Standard Chartered Full time

**Job**: Corporate & Commercial Banking

**Primary Location**: Asia-Vietnam-Hanoi

**Schedule**: Full-time

**Employee Status**: Permanent

**Posting Date**: 27/Feb/2024, 4:52:19 AM

**Unposting Date**: Ongoing

**Job Summary**

The Business Planning Manager will be responsible to support the Country Head of Client Coverage in driving business performance and results through: 1) Business reviews & sales enablement, 2) Client portfolio management and proposition, 3) People agenda and frontline communication, 4) Business strategy execution and project management. The Business Planning Manager will work closely with the Country Client Coverage, Finance, HR, CABM and COO teams as well as the other global Business Development teams. The role is inherently varied and reflects the changing demands and responsibilities of the Country Head of Client Coverage.

**Business performance**
- Track and review periodically the delivery of agreed business performance and cost targets to budget (e.g. revenue, RoRWA, RWA, costs), including metrics which are material and relevant for Client Coverage scorecard (e.g. TB asset utilisation vs. NIM, etc). Identify risks and opportunities to delivering the targeted business performance.
- Lead preparation for CC country (monthly) business reviews, as well other regular updates (Manco, Group/ Regional MT, Board, ALCO, etc) as needed.
- Manage CC cost budgets and cost centres in close coordination and with the support from HR and Finance.
- Review and track frontline productivity using a standardised approach. Identify areas for improvement.
- Help defining, driving and tracking Sub-Optimal reduction plans, including expected impact on P&L.
- Engage and support material transaction approvals and attend RCAF reviews as and when needed. Monitor accounts for RCAF commitments.

Client portfolio management and Client engagement
- Review client onboarding requests and act as approver for new client ID creation.
- Support client tail management process, including dormant GICs retention approval: quarterly review of new proposed exits and monthly tracking.
- Be the business owner for the governance of the NPC framework, management of the NPC portfolio and country classification.
- Review and track the delivery of CCIB differentiated client proposition for Platinum and Gold tier clients (prioritised onboarding, credit turnaround times, client services, etc).
- Review and track adequate and efficient coverage of Platinum, Gold, Silver and Portfolio tier clients, including the execution of global coverage model initiatives.
- Work with regional CCIB Marketing teams to define/ execute/ track the marketing and client engagement plans in the region / country (content, events). Create, maintain, and coordinate a calendar of senior client engagements in the region / country. Ensure the effective distribution of marketing materials and communications to clients.

**Business strategy and Project management**
- Support the definition, tracking and delivery of Country go-to-market strategy and execution plan (what types of client segments / sectors should we be focusing on in which market): coordinate strategy formulation, translate into initiatives, and track initiatives.
- Organise yearly or ad hoc strategy days to ensure close communication and alignment between CC, products, and functional teams.
- Support the preparation of the annual Regional / Segment Corporate Plan.
- Support and represent the region/ country/ segment for the execution and tracking of business-related CC group or local projects (e.g. operating model changes/ restructuring, RWA optimisation, remediation efforts, Client Central launch).

**Sales Planning and Enablement**
- Manage regular pipeline meetings (materials, actions and notes). Ensure pipeline is up to date and reflects an accurate picture of business momentum.
- Oversee Account Plan regular updates and quality. Review Platinum and Gold client lists on a regular basis in conjunction with Segment heads to ensure effective coverage and tracking against objectives: key commercial opportunities, C-suite engagement and realisation of financial aspirations.
- Ensure accurate wallet share information are available for Platinum and Gold clients (based on Coalition), steer frontline to use this information (e.g. for account plans).
- Ensure teams are uploading call reports in a timely manner.
- Support in the region the deployment and adoption of global tools (CRM, sales analytics, etc). Consolidate sales feedback for the global teams.
- Manage CRM access request approvals (for CC and non-CC staff) and support/ approve CRM static data maintenance, i.e. change in client segment, client group tagging, RM changes and group creation.

**People agenda and Communication**
- Support the region in delivering against HR objectives and initiatives: Diversity and Inclusion targets, succession planning, people forum, etc.
- Support RM scorecard process, including target setting/ uploading, han

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