Job Summary
Our Financing & Securities Services (FSS) business has a unique footprint in Asia, Middle East, and Africa, and offers a growing range of products, including direct custody, international custody, funds services, trustee services, transfer agency, digital asset custody and agency securities lending, to a number of client sectors including banks, investors, intermediaries, sovereigns, fund managers, hedge funds, insurance companies and corporates.
As the Regional Head of FSS, GCNA, the job holder is responsible for delivering business performance and client priorities within the region against agreed metrics, in collaboration with functions and stakeholders across FSS and broader CIB business units. The business has delivered strong revenue growth and impressive sales in recent years, with strong prospects looking ahead. The job holder is responsible for the development of the business in the region, maximising its long-term viability whilst also achieving shorter term targets. In summary, the role:
• Has overall responsibility for regional business performance, including the regional financial management (revenue, costs, profitability, Return on Tangible Equity) to achieve defined targets.
• Contributes to development of global FSS strategy and policies and oversees their implementation in region.
• Drives revenue growth while retaining existing business through in-country client teams as well as the Global Sales teams.
• Oversees consistent, top levels of client experience across regional locations, in collaboration with the FSS Client Solutions function.
• Drives a collaborative, co-ordinated approach to issues requiring multi-disciplinary / cross-functional input.
• Represents the business at senior regional management levels within SC, as well as externally at conferences and on industry groups.
• Plays key role in managing relationships with securities regulators and market entities.
Key Responsibilities
Strategy
• Contributes to development of the global FSS strategy and revenue plan to provide long term viability of the business, in line with broad SC and CIB strategies, taking account of multiple factors to fine-tune the strategy and formulate policies accordingly.
• Develops and executes regional business strategy in support of the overall global FSS strategy, in collaboration with the FSS Global Sales and the FSS Products functions.
• Reviews commercial viabilities and scalability of business case for new products / new services / enhancements, applies appropriate prioritisation, effectively represents these factors to influence the prioritisation of investment spends and development efforts, and tracks benefits realisation against business case in governance forums.
• Reviews and leads corporate development / strategic partnership / inorganic growth agenda within the region, and in consideration of the impact to global FSS business.
• Identifies regional opportunities and threats to the business, including the monitoring of competitors’ performance and developments in the region, as well as changing regulatory, economic, and operating environments regionally and in-country. Initiates appropriate action in consideration of the above factors.
• Effectively and proactively leads the regional GCNA FSS team across both direct and virtual teams: sets sales and business strategy for other to follow and implement; fosters a growth mindset for his/her teams; champions the bank’s ethics, principles and values; and mentors, coaches, guides and supports the entire FSS team in GCNA across sales, relationship management, product, operations, clients service and technology.
Business
• Maintains awareness and understanding of the wider business, economic, competition, regulatory and market environments in which SC and the FSS business operates..
• Provides the business and people leadership to achieve regional business performance with defined performance targets, across all relevant direct and virtual teams in region including FSS Operations and FSS Client Solutions.
• Drives the engagement and alignment with Markets Sales and FI Coverage to ensure their active engagement to drive the FSS agenda, agree common priority clients and prospects, formulate cross-sell strategies, and client engagement initiatives.
• Oversees execution of FSS marketing strategy and market advocacy efforts in-region, in collaboration with relevant business partners.
• Represents the business at SC senior regional management forums within the region, as well as at external conferences, regional industry groups, and in managing regulatory relationships. Acts as a spokesperson for the business in respect of media coverage when required.
• Participates in regulatory panels, committees, and working groups to ensure that the SC perspective is heard, and SC is seen as an influential thought leader in the global industry.
Processes
• Ensures sales discipline and performance through execution of the sales strategy, sales management process, and by ensuring optimal client relationship performance. Reviews pipeline as a directional tool to ensure the right balance of business (in consideration of sales gestation cycle, and the mid- and long-term business aspirations) and enforces the right sales discipline.
• Manages resources within the GCNA region, including performance reviews and objective setting, ensuring consistency and alignment across countries and client segments as applicable.
• Acts as the senior client sponsor for key named clients and strategic client pitches where applicable and as agreed. Demonstrates industry leadership personally within the client agenda, develops and deepens key strategic client relationships.
People & Talent
• Coaches, mentors and develops the regional team members, leveraging direct personal industry knowledge and expertise. Creates an environment that fosters learning, embeds a coaching culture to drive a high-performance sales team, and builds strong connections.
• Leads through example in building appropriate culture and values. Sets appropriate tone and expectations by working in collaboration with risk and control partners.
• Maintains an active resourcing plan as required, with regularly reviews and aligns headcounts and corporate grade, along with talent development and succession planning initiatives, and uphold a diverse sales team in line with the Diversity & Inclusion principles of SC.
• Employs, engages and retains high quality people, with succession planning for critical roles.
• Demonstrates leadership and acts as team player, mentor, coach and expert.
Risk Management
• Takes responsibility for identifying, assessing, monitoring, controlling and mitigating risks to the Group. Also maintains an awareness and understanding of the main risks facing the Group and the role the individual and the team play in managing them.
• Ensures all regulatory and compliance initiatives surrounding the product are identified, socialised and closed out in a timely and efficient fashion.
• Maintains oversight and responsibility for the GCNA regional and country sales teams, and their adherence to risk management.
• Ensures an understanding of risk management issues among the FSS team.
• Oversees consistent treatment and management of risks throughout the region
Governance
• Assesses the effectiveness of the Group’s arrangements to deliver effective governance, oversight and controls in the business and, if necessary, recommend changes in these areas.
• Maintains awareness and understanding of the regulatory framework in which the Group operates, and the regulatory requirements and expectations relevant to the role.
• Delivers ‘effective governance’; capability to challenge fellow executives effectively; and willingness to work with any local regulators in an open and cooperative manner.
• Ensures the sales process, commercials, and necessary governance are in place to govern the roll-out of the product.
• Works closely with the FSS Product and COO teams to ensure the relationship with strategic partners are well-managed, and the sales process factors in the Bank’s broader governance process.
Skills and Experience
• Planning: Tactical, Strategic
• Strategic Sales Planning
• Sales Closing and Agreements
• Industry Knowledge
• Knowledge of Product Line
• Client Relationship Management
Qualifications
Education
• At least a Bachelor’s degree. Master’s degree in business administration would be an advantage
Work Experience
• A minimum of 15 to 25 extensive years’ experience in different aspects of the Financial Markets / Securities Services industry in a senior leadership role and a proven track record of successful sales and client management experience
Certifications
• Recognised industry qualifications would be an advantage
Languages
• English
What we offer
In line with our Fair Pay Charter, we offer a competitive salary and benefits to support your mental, physical, financial and social wellbeing.
- Core bank funding for retirement savings, medical and life insurance, with flexible and voluntary benefits available in some locations.
- Time-off including annual leave, parental/maternity (20 weeks), sabbatical (12 months maximum) and volunteering leave (3 days), along with minimum global standards for annual and public holiday, which is combined to 30 days minimum.
- Flexible working options based around home and office locations, with flexible working patterns.
- Proactive wellbeing support through Unmind, a market-leading digital wellbeing platform, development courses for resilience and other human skills, global Employee Assistance Programme, sick leave, mental health first-aiders and all sorts of self-help toolkits
- A continuous learning culture to support your growth, with opportunities to reskill and upskill and access to physical, virtual and digital learning.
- Being part of an inclusive and values driven organisation, one that embraces and celebrates our unique diversity, across our teams, business functions and geographies - everyone feels respected and can realise their full potential.
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