Senior Associate, Relationship Manager, Institutional Liabilities, Institutional Banking Group

Business Function

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.

Job Purpose

To originate NTB’s, manage & grow NTB/ETB Liability relationships for Institutional Liabilities Business -IBG 3 (Mid to Large sized Companies)

Key Accountabilities & Responsibilities

• Drive Liabilities Sales through NTB (New to Bank) acquisition of Liability clients for operating accounts, term deposits and other transaction banking products in line with the targets set out which would be 2-3accounts per month with an AQB of INR 2 cr per acc
• Driver Origination of clients in Cash rich segments of companies, especially MNC’s, GCC, IT/ITES, , KPO/BPO Cost+ Centres’, Education, Shipping & Logistics, Data Centres, Pharma (R&D), Reinsurance Brokers, EXIM Companies & companies in the Ecommerce and Digital space, including mature Start-ups, Fin Tech’s (PACB, PA PG’s,)
• Originating NTB’s through Custody offerings, AIF’s Category: I/II/III, FPI, FVCI & FDIDEMAT accounts etc.
• Leverage relationships with Intermediaries in Market, like Law Firms, CA/CS firms, Consultancy firms, to source deals in the M&A and PE/VC space, both annuity as well as Episodic in nature.
• Leveraging relationships with DBS Regional teams to improve & increase flow of cross Referrals leads to capitalize on the International Corridors network of DBS.
• Sourcing Episodic Deals via Intermediaries Channel through various FEMA & Escrow Solutioning.
• Support Regional Sales Heads in implementing liabilities strategy and meeting revenue budgets from Origination.
• Support Regional Sales Heads in identifying and focusing on appropriate market segments. This includes analysis of key requirements for different identified market segments (through client discussions) and positioning DBS Bank offering to meet client requirements. To support commercialisation of various product rollouts which cater to the needs of the identified client segment.

Requirements

• Good understanding of the Sales process through preferably prior sales experience of 5-6 years Prior experience in managing and acquiring Liabilities for Mid-Large Companies, Cash Management, New age payment and collections methods and transaction banking selling experience is desirable, along with experience in FX and Risk management solutions like Hedging.
• Market knowledge and experience in the Mid-market/ MNC relationship, with reference to appropriate Target Market for the Liability Segment would be preferable.
• Strong network with Intermediaries in Market, like Law Firms, CA/CS firms, Consultancy firms, to source deals in the M&A and PE/VC space
• Prior Experience in managing Capital account transactions Education / Preferred Qualifications
• Preferably Postgraduate. (Desirable CA and/or MBA -Marketing Finance).
• Core Competencies
• Good understanding of the sales process. Ability to open conversations with CXO’s/CFO’s/CEO’s
• Sound knowledge of Cash management, FX and Trade, which are the key revenue drivers.
• Good technical knowledge of transaction banking business. Abreast of regulatory environment especially for FDI, ODI, Funds, FPI, AIF’s etc
• Good team worker and ability to work with internal product partners like GTS, T&M.
• Good customer and relationship management skills.
• Good interpersonal and communications skills.
• Good problem solving, planning & organising skills. Planning, scheduling and monitoring deliverables, within a stipulated time frame using effective methods,

Technical Competencies

• Basic understanding of transaction banking products and associated technology platforms and operational procedures Understanding of regulatory guidelines on banking issued by MAS and by RBI (local regulations in India) and local laws and regulations that impact businesses in general.
• Understanding of KYC requirements are critical.
• Knowledge of financial markets and products to assist in meaningful dialogue with clients.
• Work Relationship
• Acquisition of Commercial liabilities Business
• Managing commercial Liabilities Portfolio

DBS India - Culture & Behaviors

• DBS is committed to building a culture where all employees are valued, respected and their opinions count. We take pride in providing a workplace that fosters continuous professional
• development, flexible working and opportunities to grow within an inclusive and diverse environment. Expected value driven behaviors are:
• Demonstrate Business Performance through PRIDE 2.0 Value Based Propositions Ensure Customer Focus by Delighting Customers & Reduce Complaints
• Build Pride and Passion to Protect, Maintain and Enhance DBS’ Reputation
• Enhance Self Knowledge, Skills and develop Competencies aimed at continuous improvement
• Maintain the Highest Standards of Honesty and Integrity

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