Spclst, Tb Sme

Working Hour
- Regular Hours
Monday - Friday- Business Area- Location
- Malaysia - Kuala Lumpur- Description

**Primary Objective**:

- Enhance usage and promote cross-selling of TB products & services by existing customers
- Responsible to grow market share and transaction banking business of assigned portfolio (existing and new).
- To drive GTB agenda on utilization of trade and cash management with the assigned portfolio through close collaboration with stakeholders i.e RMs, Operations, Branches etc
- To manage and maintain good and cordial relationship with assigned portfolio.
- To create relevant client value proposition through product related ideas for meeting customer needs.
- To ensure Pricing Variation and or Operational Empowerment (OE) requests are requested in accordance with standard / pre-approved criteria and business strategy.

To assist Unit Head Portfolio Management to execute specific assignments, campaigns, plans and strategies to assigned portfolio.

**Primary Objective:

- **
- Acquire new SME/Commercial Banking (business development) for TB products & services.
- Accountable to drive and grow new GTB revenues, product (Cash & Trade) penetration and market share with assigned customers (existing and new).
- Responsible to up-tier and strengthen relationships with assigned customers through value creation proposition and positioning ourselves as value add and consultative partner.
- To optimize cross selling opportunities to enhance overall customers profitability of assigned customers.
- To assist Circle Lead/ Team Lead to execute specific assignments, campaigns, plans and strategies to assigned customers.
- Lead & collaborate with SME/Commercial Banking for new customer origination and on boarding, obligated to achieve set target.

**Key Responsibilities**:
**Strategy & Planning**
- Build deep understanding of customer’s business needs and decision making process of assigned portfolio.
- Responsible to manage and optimize GTB opportunities with assigned portfolio to achieve the targeted growth and KPIs.
- To attain complete ownership of trade and cash utilization of assigned portfolio.
- Plan and execute customer engagements to remain the point of contact for customers/RMs

**Sales & Marketing**
- Track bill maturity, plan customer calling activity, analyze and forecast drawdown of portfolio customers
- Manage and maintain close relationship and rapport with key contacts/decision makers of assigned portfolio.
- Proactive customer calling for utilization and implement steps / measures to revive and grow trade and cash utilization.
- Promote and capture export business i.e LC Nego/Discounting from the assigned portfolio.
- To reactivate, convert and onboard assigned portfolio on Reflex Premium and TS Lite
- Proactively promote cash management services and operating account to assigned portfolio.

**People & Stakeholder Management**
- Maintain strong engagement with key stakeholders especially GBB RMs, Product Squads, Service Partner/Operations and Branches to drive TB utilization with assigned portfolio.
- Provide feedback regarding market development, competitor capabilities & gaps to internal stakeholders i.e Product Squads and Service Partner/Operations for improvement.
- Organize and conduct regular account planning sessions and reviews with GBB RMs and CBBCs.

**Governance**
- Guided by and comply strictly with the relevant Bank’s product guidelines, policies, procedures and processes as issued/reviewed/documented by the respective Product and Policy owners.
- Understand and comply strictly with BNM guidelines and Bank’s guidelines and policies in all mandatory e-Learning including but limited to Management of Customer Information & Permitted Disclosure, Personal Data Protection, Responsible Financing, Fair Treatment of Financial Customers, Imposition of Fees and Charges on Financial Products and Services

Always achieve good audit rating.

**Key Responsibilities**:
**Strategy & Planning**
- Build deep understanding of customer’s business needs, footprint and decision making process.
- Take the lead in identifying client working capital needs, engaging key decision makers, developing solutions and leading pitches with target customers.
- Responsible to plan and execute customer engagements to remain the point of contact for customers/RMs

**Sales & Marketing**
- Engage new customers and design customized solutions involving TF and CM products & services according to their needs.
- Hold discussion with customer to identify working capital needs and business requirements.
- Develop solutions and new ideation to meet customers' working capital needs; prepare client proposal and presentation material.
- Execute client value propositions, proposals, solutions & product bundling for target customers.
- Work closelt with other Business Circles, Product Squads and Service Partner / Operations to ensure customized solutions are delivered.
- Create and maintain up-to-date pipeline r