SVP/VP, Head of GTS Client Contract Management Team, Global Transaction Banking, Institutional Banking Group
6 months ago
Business Function
DBS is a leading financial services group in Asia with a presence in 18 markets. Headquartered and listed in Singapore, DBS is in the three key Asian axes of growth: Greater China, Southeast Asia and South Asia.
Global Transaction Services (GTS) is a product group in the Institutional Banking Group that is tasked with the management and sales of Cash Management, Documentary Trade, Supply Chain Finance and Securities and Fiduciary services and products to our institutional clients. We aspire to be recognised by our clients and competitors as one of the top GTS providers in Asia and beyond.
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.
About the role
As the head of GTS Client Contract Management Team, you will lead the Regional Contracts Management Team covering:
Client Contract Negotiation activities and Product Management of GTS Client Contract Management activities across 9-10 markets of DBS franchise where GTS services are commercialised. Responsible for defining and maintaining the Contract Lifecycle Management tool to ensure a smooth end-to-end contracting process. Serve as a liaison between customers and DBS stakeholders (Relationship Managers, Sales, Product Management, Legal & Compliance, Operations, etc). Must also possess skills in legal, compliance, negotiation, and customer relationship.Responsibilities
Contribute contract thought leadership to support customer contracting activities leading to customer acceptance of contract. Drive the contract negotiation process both internally and with the customer’s negotiation team to a speedy resolution. Lead, engage, and manage client negotiation activities end-to-end (T&C/BR/LOI) and trigger an escalation to client facing teams (RM/Sales/CM) if business decision is required. Review the negotiation turnaround (TAT) and work with relevant stakeholders to improve TAT over time. Define, implement, and manage end-to-end contracting governance processes, procedures and tools to ensure consistency of the contracting/negotiation process. Client Contract Management Framework. Client Contract Negotiation Framework. Administer & maintain playbook, clause library and pre-approved clauses. Accountable for ensuring the negotiated contracts are signed (including e-signed) and stored. Work with DBS internal teams in the roll out of new contracts to the new to bank and existing to bank customers across 9 markets. Be able to communicate with internal stakeholders and customers the reasons persuasively and professionally for the positions we take. Continually strive to make the contracting process more efficient, effective, and customer centric. Function as a subject matter expert with oversight from in-house and/or external legal counsels, on matters related to the application of the contracting provisions and policy. Raise contract awareness and commercial acumen within the client engagement team, including creation of guidance, templates, and other reference materials on best practices. Work with engagement leadership, sales /delivery team, other internal SMEs, and the client to identify risks to any challenges, disagreements and escalations that arise. Mentor and develop subordinates/team members and think strategically about the contracting function.Requirements
At least 10-15 years of product management or related work experience in financial services / ecommerce / management consulting; or technology background with 5+ years of product management experience. Deep practical experience of Transaction Banking and/or Institutional Banking business is an added advantage. Excellent communication, coordination and relationship building skills, with experience working in cross functional and cross location roles. Familiarity and comfort with complex contract language. Understanding the business implications of various contract terms. Ability to be persuasive to both internal and external stakeholders. Able to generate creative options to overcome objections during negotiations. Able to withstand pressure from customers and internal stakeholders when following a course of action based on broader principles rather than immediate commercial need. Excellent communication skills, language proficiency at an advanced level. Demonstrated ability to work within tight schedules and under pressure, work independently and as part of a team. Highly adaptable, self-starter, ability to deal with ambiguity, thrives in fast-moving and high-growth environments, bias towards action. Good judgment in balancing business and commercial needs and potential risks/exposures with customer requirements. Demonstrated proficiency with the latest MS Office products, including Outlook, Word, Excel, and related electronic tools for editing, documenting, tracking, and communicating.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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