VP/ AVP, Client Manager

2 months ago

Singapore DBS Bank Limited Full time
Business Function

Global Transaction Services (GTS) is a product group focused on the management and sale of Cash Management, Trade Finance, and Securities & Fiduciary products and services to institutional clients. In GTS Securities & Fiduciary Services, Client Management & Implementation, you will be part of a team that provides sales and services to financial institutions, corporations, and SME customers.

Job Purpose

This is a customer facing, product specialist role for Trade including Doc Trade and Open Account Trade.

Primary purpose: sales of trade finance products to top-tier clients in assigned IBG portfolio to grow trade revenues, drive utilization, increase wallet share and strengthen relationships.
Secondary: to provide indirect trade advisory support to designated RMs for non-top-tier clients in assigned IBG portfolio.

Key Accountabilities
  • Achieve sales financial targets wrt trade finance product revenues & key drivers (e.g. assets, contingent liabilities, customer count, transaction volumes) for assigned portfolio or segment of corporate clients;
  • Drive utilization and increase wallet share of existing portfolio of clients;
  • Defend assigned portfolio of existing clients against attrition;
  • Originate, acquire & on board new-to-trade clients;
  • Cross-sell trade & other bank products.
Responsibilities

This is a customer facing role. The candidate will carry out product sales to existing, new-to-bank & new-to-trade corporate clients; as well as client management functions relating to Trade Finance Products, including (but not limited to) the following areas:

Sales & Origination
  • Collaborate closely with internal partners and/or stakeholders (including RMs, Credit, Legal, Product Management, Operations) to identify, scope, structure & implement solutions which meet clients' trade financing requirements;
  • Actively support RMs in new-to-bank and new-to-trade acquisitions in order to grow portfolio of top-tier clients;
Client Management
  • Maximize the Bank's earnings by deepening existing client relationships and wallet through the sales of trade finance products and services;
  • Defend existing businesses against external competition or other attrition factors;
  • Cross-sell other banking products and services (trade & non-trade) to existing clients and grow transaction volumes submitted to DBS;
  • Conduct regular trade business reviews with top-tier clients;
  • Proactively build and maintain close relationships with clients through regular face-to-face and/or client calling activities;
  • Drive trade utilization levels of assigned portfolio of existing top-tier clients, ensuring that key trade drivers (assets, contingent liabilities, volumes, etc.) maintain a positive growth trend;
  • Provide trade advisory to both external clients and internal stakeholders on products, features, processes and capabilities;
  • Adopt a balanced approach towards supporting the trade finance business, including promoting prudent risk management and other best practices;
  • Actively engage credit risk managers (jointly with RMs) to identify end-to-end structured trade solutions to mitigate the bank's lending risk exposures while satisfying clients' commercial requirements;
  • Work closely with team leads to refresh and maintain CM's tiered client coverage model (i.e. PGS).
  • Keep abreast of the external landscape and engage product teams to ensure the Bank is competitively placed in relation to trade financing
  • Help elevate DBS franchise profile in the domain of trade finance
  • Help establish industry best practices in trade sales and client management
Requirements

Technical Experience
  • In-depth Documentary Trade product knowledge (e.g. LCs, Collections, BGs etc.), Open Account Trade product knowledge (e.g. ARP) & practical experience in a sales or product role will be an advantage but not a pre-requisite.
  • Prior experience in a trade services operational role and understanding of operational processes will be an advantage but not a pre-requisite.
  • Familiarity with client credit risks and trade transactional risks related to trade financing preferred. Ability to work closely with RM and Risk Management teams to identify solutions to mitigate lending risks while increasing sales highly preferred.
Non-technical Experience
  • Sales oriented, client focused, articulate, ability to build positive relationships externally & internally.
  • Proactive, takes pride in quality of work, responsible.
  • A good team player who respects and accommodates diversity.
  • Innovative thinker, resourceful & problem solver. Able to deal with frequent change.
  • Good organization & time management skills. Task orientated. Ability to organize, prioritize, multi-task, work independently and under pressure.
  • Analytical, good eye for detail
Apply now

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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