AVP, Sales Manager, Global Transaction Services, Institutional Banking Group
3 weeks ago
Corporate and Investment Banking provides corporate customers with a full range of commercial banking products and services, including cash management services, current accounts, time deposits, trade finance, working capital finance, term loans and foreign exchange. Through our continued commitment, DBS has cultivated long-standing relationships with its customers in the region that are based on account relationship management, service differentiation, product development and rigorous credit standards.
GTS is a product group focused on the management and sale of Cash Management, Trade Finance, and Securities & Fiduciary products and services to corporate and institutional clients.
DBS aspires to be recognized by clients and competitors as one of the top GTS providers in its key markets. This is achieved through an ongoing process of efficiently matching clients' changing business requirements with current and emerging product capabilities.
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
- Grow Income - Grow GTS Client Revenues by deepening client wallet share through new and recurring product sales efforts. Ensure Cash and Trade mandates are implemented and expected revenues are realized.
- Provide Digital Advisory - Leverage digital channels to engage and acquire clients. Advise assigned clients and new to bank prospects with their digital transformation of traditional financial services processes.
- Develop Open Pipeline - Continuously build a comprehensive pipeline of Cash and Trade opportunities for assigned clients and new to bank prospects.
- Win New to Bank Business - Secure Cash and Trade mandates from assigned clients and new to bank prospects. Plan Client Strategies - Develop forward-looking group-wide GTS Client Plans for Priority Clients.
- Achieve Revenue targets & Key Performance Indicators ("KPIs") - Drive cash and trade business for assigned clients and new-to-bank prospects to deliver revenue targets and related KPIs in support of the overall GTS revenue plan and business objectives.
- Work independently and in teams to deliver KPIs - Collaboratively interact with business partners and stakeholders including Relationship Management, other GTS functions including Client Management & Implementation, Product Management and COO teams, and IBG Technology to design and implement GTS solutions to increase (or defend) GTS wallets.
- Apply a Consultative Sales approach to all client engagements - Using the GTS Sales Process, continuously engage clients to keep abreast of their evolving business priorities, as well as their working capital and treasury management practices to proactively position existing and emerging GTS capabilities to address clients' changing situations.
- Develop and drive sales pipeline - Identify new prospects, create sales proposals, and lead required 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 trade finance clients - Continuously engage clients on their utilization of DBS trade limits and revenue realization to sustain the Bank's trade franchise.
- Collaborate with peers across the GTS network to secure new regional clients - Collaborate with sales managers and other business partners and stakeholders across the GTS franchise offshore to provide in-country engagement to acquire regional mandates.
- Digital Advisory - Lead / participate in Client journeys and drive digital engagement across the GTS franchise to support clients' digital agendas.
- 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. Provide input into business requirements.
- Be inquisitive - 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.
- Control Risk - Comply consistently with Group and Business Unit risk and control standards.
- At least 10 years of relevant 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
- Certifications - Cert ICM or ACT (preferred); FCI certification for International Factoring (preferred) Knowledge and Skills:
- Strong GTS product knowledge in one or more of the GTS product businesses (cash, open account trade, and trade finance) with a strong track record of 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
- 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 recognizes your achievements.
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