Associate Director, Transaction and Treasury Solutions Sales, Sme Banking

Job ID: 27899

Location: Hanoi, VN

Area of interest: Retail Banking

Job type: Regular Employee

Work style: Office Working

Opening date: 5 May 2025

**Job Summary**
- The TB Specialist role is to identify and cultivate opportunities to cash management, liquidity, and trade finance solutions to clients. The role is to build and maintain strong relationships by understanding clients’ needs including working capital, cash flow and transaction needs,then proposing tailored solutions and negotiation terms to drive revenue growth. Drawing on market insights, TB specialist executes strategic sales plan, cross -sell products, and ensure adherence to compliance standards.**Strategy**
- To execute and deliver towards the growth of SME in line with Group’s strategies. Develop and execute strategic sales plans (both ETB and NTB) to deepen client relationships and achieve revenue sales.

**Business**
- Sales and Portfolio Management
- Understanding of Client
- Deep understanding of clients’ business needs, footprint, buying centers and decision-making process, in particular related to the Ecosystem.
- Proactively building trusted client relationships - maintain a portfolio of active and growing customers
- Strategically formulating account plan - provide client’s needs-based solutions and execute various banking transactions.
- Work with RMs to deliver Account Plan’s commitment (for the focused accounts) and ensuring client level targets are met.
- Market and sell broad range of products including trade service, cash management, treasury, and investment.

**Ideation/Pitches**
- Take the lead in identifying explicit and implied client needs, engaging key influencers and decision makers, developing solutions and leading proposals and pitches to clients.
- Facility structuring for value-added Ecosystem Trade deals.
- Development of cash, liquidity, and transactional FX solutions as cross-sell opportunities
- Proposal and pitches to the clients.

**Key Responsibilities**

**Business Development & Revenue Target**
- Generate new business via new client acquisition and via the ecosystem.
- Grow client portfolio size by deepening existing client relationships.
- Analyse and review potential business to ensure maximum profitability.
- Identify and prioritize activities to maximize revenue contribution from allocated client portfolio.
- Complete ownership of revenue from the allocated portfolio (revenue for cash, trade and TBFX for Ecosystem clients)

**Execution**
- Manage the execution through to revenue realization.
- Document negotiation for new to bank business.
- Execute activities in line with TB sales pipeline policy.
- Origination and structuring of deals based on client needs jointly with product partners as appropriate.
- Generate creative ideas on customer acquisition and products/ services.
- Regularly feedback to Team Leader and peers on new and anticipated financial and service needs and recommend appropriate improvements to processes on new products.
- Maintain a high level of professionalism in client engagement, internal stakeholder management and other business conduct.

**Processes**
- Support the framework for effective management of operational risks across the Business and compliance with applicable internal policies, and external laws and regulations at a global level
- Support the execution of Business strategy in a safe and well-controlled manner and on an end-to-end basis - incorporating infrastructure requirements and ensuring that they are fit-for-growth.
- Follow and comply with AML CDD policies and procedures where applicable.
- Ensure internal / external CDD requirements are adhered to.
- This role encompasses the processes under the ORF namely, Client Due Diligence, On-boarding and Account Management, Static Data Monitoring, Offshore Booking, Client Offboarding and Complaints Handling.

**Governance**
- Ensure relevant systems and controls pertaining to the role remit are in compliance with Group and Business policies, procedures, standards and codes, including those governing all Risk types, Compliance, Operational Risk, Technology and Operations, Finance and Reputation
- Ensure adherence with the following Regulatory Compliance policies and processes (as is applicable):

- Anti-Money Laundering (AML) and all applicable money laundering prevention procedures
- Client Due Diligence & Related Periodic Reviews
- Client Suitability Standards
- Treating Customers Fairly
- Approval & review of Credit Applications
- Maintain Documentary standards.
- Data Confidentiality
- Cross-Border Policy
- Sanctions
- Environmental and Social Risk Management (ESRM)
- Anti-Bribery and Corruption (ABC)
- Embed the Group’s values and code of conduct to ensure that adherence with the highest standards of ethics, and compliance with relevant policies, processes and regulations among employees form part of the culture
- Engage with all audit report findings and ensure feedback is acted upon.

**Regulatory & Business C