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Payments & Cash Management
Societe Generale
New York, NY, United States
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Environment
Societe Generale Global Transaction Banking (GTB) includes payment and cash management, cash clearing services, trade services, factoring and foreign exchange services associated to these activities.
GTB integrates all the expertise and services required to facilitate the daily transactional activities of major economic and financial actors both in a domestic and international scope.
As a major player in banking flows, we rely on our strong presence in both Europe and mature and emerging markets worldwide.
With over 6,000 specialists in over 50 countries, Payments and Cash Management (PCM) is a strategic activity for Societe Generale. We can offer the expertise of a large international banking group and experience spanning over twenty years. As a real local Bank in all the countries where we operate, our global system ensures optimal coordination. We can intervene in cash management in Europe, Africa, Asia, Americas, Overseas, and in the Middle East
The responsiveness and dynamism of our teams, their accurate knowledge of market trends and regulations, the strength of our networks and our diverse range of products allow us to optimize the daily management of the cash flow, the commercial and financial transactions for our corporate clients.
The candidate will have strong and proven experience in PCM and Client Relationship Management from an International Bank. The track record would include major cash management deals with namely US headquartered clients.
The main responsibility will be to sell the PCM services to large US corporate companies (domestic and abroad), Fortune 500 and traded on NYSE or other stock exchange. The candidate will be requested as first tenure to develop a portfolio of new PCM clients (but existing clients of AMER among others) that will bring significant business in terms of NBI, fund flows and deposits in USD. The candidate will also be requested to provide side business to other SGCIB business line in NY and work along perfectly well with CORI and GLFI Bankers and Business Liners. The candidate will ideally have a proven international background being able to deal also with MNCs from around the world not only American ones.
Mission
Day to day responsibilities include but not limited to:
• Strong sales experience of International PCM services and products and also cross selling of our PCM network in over 50 countries
• Set up client meetings independently and marketing of our offer during meeting /conference call.
• Build a strong sales pipeline across various verticals in partnership with CORI and GLFI bankers
• Preparing and carrying out client meetings, including creating presentations and brochures
• Follow up on all meetings including call reports, client objectives and alerting other branches of any sales actions
• Detect opportunities to modify our service agreements (from client or from regulatory standpoint), to liaise with legal department for agreement modification and keep in mind ways to protect the firm against operational risks
• Market client tools to send electronic payments to continue to decrease manual payments volume
• Manage existing and keep a file of prospective/new clients and market PCM offer
• Complete PCM contracts for products and services when a new account is opened or a new service is implemented
• Manage and understand the departments liquidity risk and P&L management
• Respond to RFP requests with specific PCM services offered (domestic or international)
• Update PCM databases with information about clients when new products and services are
• Ensure follow up is timely for all client requests
• Back up of our product specialist: review questions by clients on their specific cash management services, especially the local web PCM tool
• Support Head of GTB and Head of PCM AMER for internal and transversal projects of GTB/NY
The candidate must be truly a sales manager with an excellent track record but must keep in mind the legal and the compliance local constraints. The candidate will travel to meet clients and prospects (20-30%) and must be independent to market the available offer. The feedback to the team is very important so the candidate must have a constant communication with writing meeting reports and be a team player and must be keen to be cooperative and open minded with other member of the PCM team. The candidate must be as good as efficient to promote the business line to other business lines locally.
Profile
COMPETENCIES
Required:
• Strong sales capabilities (Deal hunter) with specific experience with Multinational Corporations, Media/Telecom, Technology, Chemicals, and Healthcare companies.
• Very good understanding of US and International Cash management with proven track record of marquee or elephant cash management deals
• Management experience is a plus but not required
• Understanding of Standby Letter of Credit (SBLC) / Working Capital arrangements
• Pro-active team player
• Assessing and managing risk and from a product, liquidity/ commercial perspective
• Proficient with Microsoft (Excel, PowerPoint, Word)
• Assist clients (phone and in-person) on specific cash management systems
• Key sponsor to client Domestic and /or International PCM proposals
• Excellent communication, presentation and writing skills for pitching (English as first language), other languages could be useful for this position.
• Strong analytical and organizational skills
• Ability to manage change and innovation
• Ability to manage multitask requirements
• Ability to work with multiple stakeholders
• Comfortable and confident to speak / present to senior management
• Good cooperation with GTB NY staff included the middle office and operations
• Ability to travel more than 30%
TECHNICAL SKILLS
Required:
International Cash Management:
◦ Liquidity Management
• Notional Pool structures and Cash concentration arrangements
◦ SEPA
◦ SWIFT
◦ Payment Factory, In-House Bank and Shared Service Center concepts
• Good knowledge about payment and collections systems in the US along with the various connectivity/ channels in the marketplace:
◦ Wires
◦ ACH
◦ Wholesale Lock box
◦ Remote Check Deposit
◦ Internet banking system
PRIOR WORK EXPERIENCE
Required:
• 15+ years in Cash Management for corporate clients
EDUCATION
Required:
• Bachelors Degree in Finance, Accounting, Economics or equivalent.
Desired:
• MBA
• CTP / International CCM
• Certified SWIFT for Corporates
• Speaking French and /or Spanish is a plus but not a requirement