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Commercial Leader, Digital Financial Solutions
3 weeks ago
SMBC is embarking a journey to transform the business model by providing Value Added Digital solutions to customers to help them Digitize their operations to improve financial efficiency, primarily focusing on APAC market with the ambition of expanding the business model globally.
Asia Innovation Center is taking the lead on the Digital Initiatives and establishing a strong Digital team to drive the business model transformation of SMBC with rigor.
The newly created role is to lead the customer facing activities on co-create Digital Solutions with customers to help customers grow their business and to improve efficiency.
**Responsibilities**:
Reporting to the Head of Global Trade Finance Business of APAC and to GM of Asia Innovation Centre, this role will lead the commercial activities of Digital Financial solution delivery to customers. This includes the ownership for new revenue generation by establishing the framework of sales planning, sales promotion, and new product development, and to lead a cross-functional team to execute the customer engaging activities. This lead role will define and manage the end-to-end solution lifecycle and specifically work with Cash and Trade business to achieve stated business outcomes. The lead will be working with the management team and Business leaders and other related disciplines and functions to deliver the program goals.
- Own a revenue target with clearly defined KPIs of Digital Financial solutions related to Cash and Trade.
- Own the end-to-end deal lifecycle of a holistic solution by collaborating with cross-functional team of Product Management, Customer Success, Credit, Risk, Compliance, and other relevant functions.
- Establish a framework for consulting sales of Digital Financial solutions.
- Build a strategic account plan based on exiting customer base and approach to engage with new customers.
- Establish and lead a consulting sales team to engage with customers to help achieving their business outcomes leveraging Digital capabilities.
- Establish and execute the sales enablement framework to develop Go-to-market plan, run pipeline development initiatives along with key business leaders.
- Be the owner of business requirements for new product development and customer success.
- Contribute to developing the strategic priorities and focus areas for new Digital Transformation Initiatives.
- Providing advisory to the business leaders and management team in support of defining business outcomes and KPIs.
- Define the Target Operating Model (TOM) integrating components of people, process, and ecosystem partners to sell Digital Financial solutions. Includes definition of location strategy, workforce strategy and vendor partner strategy in support of delivering defined Digital initiatives.
- Strategic Change Management to identify capability changes and blockers to be addressed during implementation to ensure that the full benefits are realised.
**Requirements**:
- Strong experience in selling Trade and Cash management products, knowledge of such products (20+ industry experience)
- Strong relationship management skills
- Strong understanding of the Supply Chain Finance, Cash and Treasury management, and potential Digital solutions
- Clear command of competitors' products, strategies, and value propositions
- Proficiency in identifying and executing on supplemental sales opportunities
- Demonstrated ability to position and close new business
- Ability to assist in the design, sales, and delivery of value-added services
- Competence in assessing new opportunities/prospecting, contacting key decision makers
- Strong account planning and demonstrated execution
- Demonstrated leader with the ability to motivate others and provide a strategic vision
- Excellent verbal and written communication skills
- Strong ability to influence and strong negotiation skills
- Min Bachelors Degree
