Associate, Product Sales - Cash & Trade, Global Transaction Services, Institutional Banking Gro[...]

Associate, Product Sales - Cash & Trade, Global Transaction Services, Institutional Banking Group

Business Function
Global Transaction Services is a product group within DBS' Institutional Banking Group focused on the management and sale of Cash Management (including transactional FX payments), Documentary and Open Account Trade Finance, and Securities & Fiduciary products and services to corporates, financial institutions, and SMEs.

GTS aspires to be recognized by clients and competitors as one of the top providers in DBS' key markets, gaining market share through an ongoing process of efficiently matching clients' changing business requirements with established and emerging product capabilities.

Job Purpose
The GTS Sales 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 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, T&O 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.
• Sales support - ensuring the growth of GTS Client Revenue by executing originated Cash and Trade Finance mandates and expected revenues are realized, e.g. Trade Loans, Bankers' Acceptance Financing drawdowns. This includes liaising with product and operations to ensure smooth execution and completion of deals, negotiation of legal language, applying of EPM, applying of subsidies in LP share point.
• Win recurring business - quoting of deals for active markets in South-East Asia from assigned clients and new to bank prospects. This also includes the guarantees business - to negotiate between Operations and Clients, and ensuring the appropriate risk is acceptable to the bank.
• Assist to achieve Revenue targets and Key Performance Indicators ("KPI”) through attachment with Senior Sales mentors.
• Develop and drive a portfolio of clients in Asia.
• Quoting recurring BAF/UPAS deals and running ROE hurdles. E.g. Vietnam deals.
• Seek approval from Trade Product and apply EPM for TSOFR subsidy deals; provide EPM to Operations.
• Seek approval from Trade Product and apply LP subsidies; input into share point; provide EPM To Operations.
• Sales interaction with clients could include liaising with clients and operations for the screening and review of asset list, MT799 draft, and inform clients of completed deals and relevant details, including rate, reset dates, etc.
• Administration: Input 3G/IDW call reports and updating of pipeline deals.
• Events planning for Banks and Non-Banks (ad-hoc).
• Assist Sales for investigation of transactional enquiries and volume analysis.
• Local Bank Guarantee issuance, e.g. wordings to be reviewed by Ops and clients.
• Assist Sales team in service reviews.
• Assist with RFP submission and due diligence exercise.
• Quote indicative FD rates to selected clients.
• Coordinate pricing setup.
• Arrange weekly pipeline meeting and monthly FI regional sales meeting.
• Support the FI team for any ad-hoc requests.

Requirements

• At least 1-3 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.
• 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).
• Other requirements:
• 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.

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.