Sales Coverage, Associate

Position Overview

Job title : Sales Coverage, Associate

Location : Mumbai, India

Role Description

The Trust & Agency Services (TAS) business is responsible for a broad portfolio of Depositary Receipts (DR), conventional debt and securitization transactions and service teams are required to engage directly with transaction parties supporting the administration of structured and non-structured debt issuances in accordance with the contractual terms.

This role is exciting and broad ranging: the successful candidate will be responsible for specific functional duties supporting the TAS business globally and will have interaction across the initial transaction value chain.

The successful candidate will be required to work during European working hours supporting the APAC, EMEA business and cross over to the Americas.

Corporate title will depend on the relative experience of candidate.

Trust and Agency Service (TAS):

With offices in New York, California, London, Frankfurt, Milan, Lisbon, Dublin, Hong Kong, Singapore and Tokyo, the Trust and Agency Services team at Deutsche Bank has long been recognized as a leader in the provision of administrative and fiduciary services to the global debt and equities markets.

It supports structures from the simplest to the most complex, covering Asset Backed Securities, CLOs and Managed accounts, Corporate Debt, Escrows, Project Finance, Loan Agency, and Depositary Receipts.

What we will offer you

As part of our flexible scheme, here are just some of the benefits that you will enjoy

• Best in class leave policy
• Gender neutral parental leaves
• 100% reimbursement under child care assistance benefit (gender neutral)
• Flexible working arrangements
• Sponsorship for Industry relevant certifications and education
• Employee Assistance Program for you and your family members
• Comprehensive Hospitalization Insurance for you and your dependents
• Accident and Term life Insurance
• Complementary Health screening for 35 yrs. and above

Your Key Responsibilities

Pre-sales

• Sales support by preparation of sales strategy, market assessment, industry scan, opportunity maps, wallet sizing, target client list, cross-sell, etc.
• Track developments in the Securities Services industry, provide market intelligence, identify new-age opportunities, generate Ideas, and appraise the Sales/Business heads to support business growth
• Facilitate internal workshops to support lead generation, idea generation
• Liaising with other divisions within the bank to identify sales related best practices

Sales Support (Live deals)

• Create presentations, sales material, pitch books, respond to Request for Proposals/Request for Information (RFP/RFI), under the guidance of the Sales/Business Heads – within tight deadlines
• Analyze client and market information, draw customized solutions, define DB’s value proposition, highlight DB’s competitive advantage and showcase new initiatives withing the sales material/presentations
• Coordinate with subject matter experts within the bank (Audit, Financial Crime, ESG, Risk, legal and compliance, Forex, KYC etc.) to collect and present key information required for the sales pitch
• Provide logistics support (ensure set-up of communication tools, prepare due diligence checklists, suggest ideas to improve customer experience) to sales team during client’s due diligence visit. 

Post sales

• Follow-up/track action items resulting from the sales meetings, client pitches 
• Coordinate responses preparation to client clarifications
• Facilitate post-sales-deep-dive session to understand client feedback, lessons learnt, outline actionable initiatives, assign responsibilities & timelines, track progress
• Prepare Sales related MIS support in terms of win/loss analysis, target vs actual performance, sales pipeline, cross-sell, etc.

Knowledge management

• Prepare a repository of sales material (presentation slides, content, past submissions, cover letter formats etc.) to achieve efficiency in sales efforts
• Maintenance of Sales Material i.e. validate accuracy and quality of information, presentably, adherence to internal marketing guidelines.
• Prepare talking points, white paper drafts, briefing memos for Global Head of Sales, as and when required.
• Prepare white papers and research articles, market shares on the areas of business. Perform management reporting on sales revenues and forecasts. Interact with marketing and branding teams to publish monthly, quarterly, yearly reports on specific products, industry, country wise, regional and global outlook.

Your skills and experience

• Involved in liaising and support the client in account related activities through their strong understanding of the roles, responsibilities and processes that are pertinent to the client’s interaction with the Bank.
• In addition, Sales Coverage personnel to ensure adherence to applicable internal policies and external legal/regulatory frameworks.
• Ongoing relationships with Sales Coverage team and business heads. Working relationships with origination, trading, client services, operations staff – if applicable & to the degree that is commensurate with the business area - to both gather information and direct client, prospect enquiries the most appropriate point to effectively support sales generation.
• Administration support- Adding individuals to Deal logs when PSI is cleansed or NDA is expired; Tracking deal logs created by CSG or TMG related to existing business; Bulk updates to deal logs when new joiners/team members get access to PSI requiring all logs to be updated (e.g. Sales, KYC)
• Content updates of online channels of business products and reviews.
• Work in Salesforce, deal management, pipeline process and validate status; PSI field checks in DB systems.
• Quarterly report from Salesforce showing the number of logs vs. number of deals not logged (also shared with BCU for QA checks.
• Work Hours: Work in APAC/UK hours, which will cover either overlap with APAC, UK OR UK and US till noon time.

How we’ll support you

• Training and development to help you excel in your career
• Flexible working to assist you balance your personal priorities
• Coaching and support from experts in your team
• A culture of continuous learning to aid progression

About us and our teams

Please visit our company website for further information:

Our values define the working environment we strive to create – diverse, supportive and welcoming of different views. We embrace a culture reflecting a variety of perspectives, insights and backgrounds to drive innovation. We build talented and diverse teams to drive business results and encourage our people to develop to their full potential. Talk to us about flexible work arrangements and other initiatives we offer.
We promote good working relationships and encourage high standards of conduct and work performance. We welcome applications from talented people from all cultures, countries, races, genders, sexual orientations, disabilities, beliefs and generations and are committed to providing a working environment free from harassment, discrimination and retaliation. Visit Inside Deutsche Bank to discover more about the culture of Deutsche Bank including Diversity, Equity & Inclusion, Leadership, Learning, Future of Work and more besides.