AVP/VP, Relationship Manager, TMT/DEG/NBFI, Midcap, Institutional Banking Group

Business Function

DBS Institutional Banking Group 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.

About the Role

We are seeking a talented and motivated AVP / VP to join our team. This role offers an exciting opportunity to be part of a dynamic team that partners MidCap non-bank financial institutions (NBFIs) and technology, media & telecom (TMT) companies as well as the most innovative Fintech and new economy companies across Asia in spearheading their next phase of growth.

You will work closely with senior team members to on-board, conduct in-depth analysis, perform due diligence, and structure transactions that meet our clients' needs.

Core Functions / Responsibilities

• Formulate, identify and initiate account strategies in expanding existing and developing new portfolios to build industry franchise within assigned industry segment.
• Solicit and develop new client relationships, warm lead referrals from existing clients and / or Relationship Managers' contacts.
• Complete and execute account plans on clients along identified target markets by driving business development and collaborating with internal partners across various geographies.
• Increase product penetration and cross selling of Institutional Banking Group's (IBG) services including capital markets, transaction banking services and treasury, demonstrating an understanding of the client's business needs as well as an ability to generate solutions and procure support from product groups.
• Support clients in their cash management requirements, including account opening and transaction banking, plus actively cross sell other products such as treasury services.
• Prepare financial models with P&L, B/S & cash-flow projections based on sound business and market assumptions.
• Analyse potential debt opportunities, equity advisory, cash management and transaction banking solutions with a focus on their business models, market positioning, and financial performance.
• Assist in preparing termsheets, structuring and negotiating transaction terms, and executing transactions (including legal documentation).
• Stay current on NBFI, TMT and new economy industry trends, market conditions, competitive, compliance and regulatory landscape, particularly associated with Fintech and Money Services Businesses.
• Proactive management, supervision and monitoring of portfolio to achieve optimum utilisation rate and profitability, as well as to spot new business opportunities and proper evaluation of credit risks to achieve a balance stance for the customer and bank.
• Assist in industry related research and strategy exercises such as development of new growth areas, country strategies and industry benchmarking.

Requirements

• Bachelor's degree with minimum 7 years of relevant experience in corporate lending and relationship management of Mid-Cap clients.
• Prior working experience with new economy start-ups, private equity or venture capital funds, credit funds / institutions, corporate finance, and/or accounting firm, with exposure to SEA, China or India is preferred.
• Demonstration of strong credit risk assessment skills, business and financial analytical skills, problem-solving and decision-making skills with the ability to adapt to changes.
• High level of interpersonal, communication, writing, presentation, technical and financial modelling skills (including proficiency in Excel and Powerpoint).
• Able to work well in fast-paced environment, and deal with multiple stakeholders.
• Self-starter with a proven ability to manage multiple priorities and to work independently.

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