AVP/ Senior Associate, Institutional Investor Sales, GTS Sales, Institutional Banking Group
4 weeks ago
Global Transaction Services (GTS) is a product division within DBS' Institutional Banking Group. GTS is focused on the development and deployment of Cash Management (including collections, payments, liquidity management and transactional FX solutions), Documentary and Open Account Trade Finance, and Securities & Fiduciary products to the Bank's IBG client base.
GTS aspires to be recognized by clients and competitors as one of the top providers in DBS' key markets, gaining market share through an ongoing process of efficiently matching clients' changing business requirements with established and emerging product capabilities.
The GTS Sales business is organized around client segments given the increasingly specialized buying behavior and product needs of our clients. This role focusses on non-bank financial institutions and more specifically, institutional investor clients such as funds, broker-dealers, official institutions, and sovereign wealth funds.
You will be part of the Financial Institutions (FI) Sales (Cash & Trade) team that provides seamless, customized and cost-effective solutions to clients. You will assist and support NBFI Sales Managers in their day-to-day activities, gaining exposure to a myriad of Cash/Digital and Trade solutions the Bank has to offer.
Over time, you will take on lead coverage of key accounts within the institutional investor subsegments.
Job Purpose
The GTS Sales Manager is responsible for driving new-to-product client acquisition and GTS product revenues from existing clients and new-to-bank prospects. GTS uses a consultative selling model, within which the GTS Sales Manager completes client needs analyses and recommendations to effectively engage clients and prospects and thereby provide appropriate cash management, open account trade, and trade finance solutions.
Key Accountabilities
- Own and cultivate deep client relationships with non-bank financial institution clients across DBS' client franchise, with a focus on the insurance segment.
- Increase Income - Grow GTS Client Revenues in line with the budget by deepening client wallet share through new and recurring product sales efforts. Ensure Cash and Trade mandates are implemented and expected revenues are realized.
- Win New Business - Secure Cash and Trade mandates, working with Relationship Managers, GTS Product, GTS Implementation, T&O and relevant stakeholders to deliver the agreed solutions.
- Track, drive and develop deal Pipeline - Work with IBG Sector/Segment coverage to continuously build a comprehensive pipeline of client mandates.
- Manage transactions through the entire sales life-cycle including developing pitch materials, presenting to clients, executing mandate documentation, deal implementation, customer success, further wallet penetration and network selling and defense of client liabilities.
- Leverage DBS' digital channels and working capital solutions to acquire and engage clients, providing advice which helps in the transformation of traditional financial services processes and improvements in working capital positions.
- Establish forward-looking group-wide GTS client account plans based on clients' own strategies and needs, leveraging DBS network and GTS capabilities, both for Outbound and Inbound opportunities.
- Drive cash and trade business to deliver revenue targets and related KPIs in support of the overall GTS revenue plan and business objectives
- Lead/execute client events to improve the profile of the bank, showcasing a consultative sales approach
- Develop a healthy GTS pipeline of inbound and outbound opportunities, by identifying new prospects, creating sales proposals, and providing senior leadership into sales pitches to win new business. Actively manage the sales pipeline to reflect current best estimates of product solution components, time to mandate & implement, and opportunity values.
- Actively engage clients on their needs to identify opportunities to position DBS' cash, trade and transactional fx capabilities, and gain insights on client utilization profiles to identify actions needed to maintain and grow DBS' wallet share
- Participate in the development of responses to RFIs and RFPs
- Assist with pitchbooks, presentations, case studies and any other marketing materials
- Actively manage deal pipeline and assist with call reports
- Collaborate with sales managers and other business partners and stakeholders across the GTS franchise offshore to provide in-country engagement to acquire regional mandates.
- Provide client and market feedback and insight into GTS' innovation agenda. Identify emerging market requirements and material client opportunities and work with relevant GTS stakeholders to determine appetite to pursue.
- Stay up to date on assigned clients' and new to bank prospects' business strategies, and the industries in which they operate. Keep abreast of traditional and new competitors' selling into assigned clients, as well as the evolving regulatory landscape.
- Work with various business partners including IBG, Branch heads, T&O, T&M etc. to drive organizational goals in unison. Ensure adherence to Group and Business Unit risk and control standards.
- At least 3-5 years of relevant experience (transaction banking, financial markets, and/or non-bank financial institution experience)
- Education / Preferred Qualifications - University-level bachelor's degree, preferably having majored in either Business Management/Economics/Finance or Computer Science or related Digital 4.0 discipline
- Some knowledge of GTS products (cash, open account trade, and trade finance) with a track record of client engagement/sales and business development experience
- Demonstrated ability to perform within a matrix organization and regional multi-country franchise
- Established track record of delivering strong revenue growth derived from local & cross border cash & trade solutions
- Credit experience/knowledge (preferred).
- Ability to influence and impact outcomes
- Strong team player with good communication and interpersonal skills
- Strong communication skills, both written and verbal (MS Office Word, Powerpoint, Excel knowledge a must)
- Ability to operate in a multi-tasking environment, meet deadlines, and work with a wide range of sensitive and confidential issues
- Ability to take initiative, work independently and to accomplish tasks with little supervision
- Strong strategic mindset with proven analytical skills
We offer a competitive salary and benefits package and the professional advantages of a dynamic environment that supports your development and recognises your achievements.
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