Director, Tb Sales Enablement

**JOB SUMMARY**
- The Group Sales Enablement role will be responsible for driving and executing Sales strategy & initiatives and enhance Sales performance for TB Corporates & Financial Institutions Sales by working closely with other Sales Performance Management (SPM) functions: Regional Sales Enablement, Sales Content, Training, Marketing and Sales Processes Risk Management.
- This role will oversee the TB Transaction Review Forum as it’s secretariat, to maintain and improve the Forum Term of Reference (ToR), provide coaching to Sales Managers (SM) to ensure quality submission, track transaction approvals to ensure conditional approval requirements are closed out. Perform detailed Win & Loss analysis and provide trend analysis to TB stakeholders to close out any potential product and/or process gaps to improve future win rate.
- This role will work closely with Regional Sales Heads & their Sales teams, Global functional Sales Heads (CTF, SSD, Trade Utilization and Global Content & Proposal Management) and partner Cash & Trade Product Managers, TB Finance, and TB COO teams as well as CIB Business Development team.

**RESPONSIBILITIES**

**Sales Strategy & Initiatives**
- Collaborate within SPM team to develop Sales strategy, which are aligned with Transaction Banking, Cash, Trade and TBFX objectives and business goals to deliver TB Corporate Plan.
- Support strategic sales initiatives and put in place systems and processes to measure the success factors of initiatives across TB Sales teams.
- Drive and execution of other strategic reviews.

**Transaction Review Forum Secretariat**
- Deliver a standardized TB Transaction Approval process, where evaluated deals are rigorously vetted and aligned with the TB objectives and to shorten TB decision making cycle.
- Continuous review of Transaction Review Forum processes, drive improvements and maintaining the Forum’s ToR.
- Instill submission discipline by provide coaching to Sales Managers (SM) to improve quality and timely submission.
- Closely track the status of each TB transaction approval and ensure conditional approval requirements are closed out by SM prior to implementation.

**Transaction Win & Loss Analysis**
- Conduct TB Transactions Win & Loss Analysis to identify key internal and/or external factors and to provide feedback loop to relevant stakeholders like Product Management and LBSM/CPM to prioritise product investment roadmap and FTP/Cost of Funds to enable competitive market pricing.
- Monitor and track group level revenue realization to ensure accurate forecasting & outlook with TB Finance and TB Implementation.
- Execute Client Financial Planning in conjunction with CIB Business Development team and organise client team review on TB opportunities identified.

**Project Management**
- Lead cross-functional teams to execute strategic and tactical projects

**Sales Risk Management**
- Working closely with Sales Business Risk Manager (BRM) to ensure Cash and Trade Sales processes risk factors are mitigated via systems and processes re-design and simplification.
- 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 Head of TB Corporate & FI Sales
- Regional Heads of TB Corporate & FI Sales
- Global functional Sales Heads (CTF, SSD, Trade Momentum and Global Content & Proposal Management)
- Cash and Trade Product teams
- TB Sales & Product Business Planning Managers (BPM)
- TB Finance, Cash & Trade CFO
- CIB Business Development team
- CIB Product partners

**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
- 8 years of relevant work experience in a sales / origination, strategy, or analytical role, preferably in financial services sector
- 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 of working with senior stakeholders. Ability to influence senior staff and offshore shared services teams and drive change agenda
- Assertive, tenacious, and willing to challenge when required
- Knowledge of the Global regulatory environment and the ongoing developments
- Interpersonal skills in networking, influencing and decision taking

**Contributes to**:

- Effective governance