VP, Cash & Trade Product Sales, Global Transaction Services

Company : Dbs Bank Limited

Job Type : Full Time

Singapore

Number of Applicants

000+

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Job Description - VP, Cash & Trade Product Sales, Global Transaction Services

Job Purpose

The GTS Corporate Sales & Solutioning Manager is responsible for driving new-to-product client acquisition and GTS product revenues from existing clients and new-to-bank prospects. GTS uses a consultative selling model, within which the GTS Corporate Sales Manager completes client needs analyses and recommendations to effectively engage clients and prospects and thereby provide appropriate cash management, open account trade, and trade finance solutions.

Key Accountabilities:

Increase Income - Grow GTS Client Revenues in line with the budget by deepening client wallet share through new and recurring product sales efforts. Ensure Cash and Trade mandates are implemented and expected revenues are realized.
Provide Digital and Working Capital Advisory - Leverage DBS' digital channels and working capital solutions to acquire and engage clients, providing advice which helps in the transformation of traditional financial services processes and improvements in working capital positions.
Develop New Pipeline - Work with IBG Sector/Segment coverage to continuously build a comprehensive pipeline of Cash Management and Trade Finance opportunities.
Win New Business - Secure Cash and Trade mandates, working with Relationship Managers, GTS Product, GTS Implementation, Group Technology, Group Operations and relevant stakeholders to deliver the agreed solutions.
Develop and Deepen GTS Client Relationships - Establish forward-looking group-wide GTS client account plans based on clients' own strategies and needs, leveraging DBS network and GTS capabilities, both for Outbound and Inbound opportunities.

Job Duties & Responsibilities:

Drive cash and trade business to deliver revenue targets and related KPIs in support of the overall GTS revenue plan and business objectives
Develop a healthy GTS pipeline of inbound and outbound opportunities, by identifying new prospects, creating sales proposals, and providing senior leadership into sales pitches to win new business. Actively manage the sales pipeline to reflect current best estimates of product solution components, time to mandate & implement, and opportunity values. Monitor to ensure future expected revenues remain strong.
Work with various business partners including IBG, Branch heads, T&O, T&M etc. to drive organizational goals in unison
Lead/execute client events to improve the profile of the bank, showcasing a consultative sales approach
Actively engage clients on their needs to identify opportunities to position DBS' cash, trade and transactional fx capabilities, and gain insights on client utilization profiles to identify actions needed to maintain and grow DBS' wallet share
Collaborate with sales managers and other business partners and stakeholders across the GTS franchise offshore to provide in-country engagement to acquire regional mandates.
Provide client and market feedback and insight into GTS' innovation agenda. Identify emerging market requirements and material client opportunities and work with relevant GTS stakeholders to determine appetite to pursue. Provide input into business requirements.
Be inquisitive - Stay up to date on assigned clients' and new to bank prospects' business strategies, and the industries in which they operate. Keep abreast of traditional and new competitors' selling into assigned clients, as well as the evolving regulatory landscape.
Comply consistently with Group and Business Unit risk and control standards.

Requirements:

At least 10 years of relevant experience
Education / Preferred Qualifications - University-level bachelor's degree, preferably having majored in either Business Management/Economics/Finance or Computer Science or related Digital 4.0 discipline
Certifications - Cert ICM or ACT (preferred); FCI certification for International Factoring (preferred)
Knowledge and Skills:
- Strong GTS product knowledge in one or more of the GTS product businesses (cash, open account trade, and trade finance) with a strong track record of sales and business development experience
- Demonstrated ability to perform within a matrix organization and regional multi-country franchise
- Established track record of delivering strong revenue growth derived from local & cross border cash & trade solutions
- Credit experience/knowledge (preferred).
Ability to influence and impact outcomes
Strong team player with good communication and interpersonal skills
Strong communication skills, both written and verbal
Ability to operate in a multi-tasking environment, meet deadlines, and work with a wide range of sensitive and confidential issues
Ability to take initiative, work independently and to accomplish tasks with little supervision
Strong strategic mindset with proven analytical skills.

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VP, Cash & Trade Product Sales, Global Transaction Services

Job Description - VP, Cash & Trade Product Sales, Global Transaction Services

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