Head of Sales – Indian sub-continent

6 months ago

Mumbai, India 0784 Deutsche Bank Aktiengesellschaft, Filiale Mumbai Full time

Description

:

Job Title: Head of Sales – Indian sub-continent

Location : India - Mumbai

Institutional Cash & Trade(ICT) is a global business which is regionally organized with dedicated staff for originating and facilitating cash management and trade finance transactions with financial institutional clients located in India, Bangladesh, Sri Lanka and Maldives. We are looking for a Head of Sales for ICT India team.

The Head of Sales is responsible for the following:

Lead the ICT Sales team (currently 2 VPs and an Analyst) and build up and excute an ambitious growth strategy across Cash and Trade for financial institutional clients in collaboration with the ICT APAC Head, Act as an ACO (‘Accountable Client Owner’) who will cover a portfolio of institutional (bank) clients across the Indian sub-continent together with the Sales Lead and coworking closely with Customer Service Team and KYC Team. The PSO will originate, arrange and facilitate transactions of letters of credit and trade-related guarantees from the banks we cover, destined into Deutsche Bank’s global network of trade finance locations. Reversely, we help our branches to issue instructions, on behalf of Deutsche Bank’s corporate clients, to the banks we cover. To ensure that Deutsche Bank’s Know-Your-Customer (KYC) requirements on these clients and for our particular business are fulfilled and documented.

What we’ll offer you

As part of our flexible scheme, here are just some of the benefits that you’ll 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

Role Responsibilities and Tasks:

Promotion & Sales coverage of Equities products into the bank's domestic and foreign institutions client base; the role would also entail day to day client coverage of key accounts. Collaborating with colleagues locally / overseas to leverage the firm's existing relationships & develop a strategy to increase promotion / revenue from such client base. Trade idea origination / promotion; collaborating across the equity floor / research in promoting the use of Equities products for such trade origination Taking responsibility for selling the entire range of Cash Management (ICM) and Trade Finance (TF) products to Financial Institutions (FIs) located across the Indian sub-continent . The product range consists of cash management products (ie. money transfer, liquidity, FX products) and traditional trade flow products (ie. LCs, guarantees, and collections), FI Financing, trade reimbursement services, structured short-term trade finance (e.g. Structured LCs) and electronic banking products. To deliver on the agreed Sales objectives for the client portfolio and to uphold best in class client management and service levels to the existing client base. Work with the ICT APAC Head and sales team to execute the strategy to acquire new clients/ business. Lead, support and manage the Indian sub-continent sales team in all aspects of their responsibilities and closely engage with the Customer Service and KYC teams Being in charge of Know-Your-Customer (KYC) reviews and on-boarding of new customers as well as taking accountability for FI client relationships (as “Accountable Client Owner”). Analyzing payments, trade flows and internal MIS data to identify business opportunities Assume responsibility for the content and presentation quality of relevant client proposals, responses to RFPs and RFIs, and client communications.

People Management:

Being a Senior member of the team and the Indian sub-continent sales head, good communication skills with all internal and external Stakeholders to deliver services to Financial Institutional clients.

Experience/ Exposure:

Product knowledge of Synthetic swaps (Single, Index & Basket), ETFs, Funding & Stock Loan; however would consider an individual from a Cash, Derivative background who has an understanding of these products & is keen to learn & able to take time to understand these products. 9 years+ relevant industry experience The successful candidate should have several years of correspondent banking industry experience, including to consider employment in a major European or US financial institution, and will have been educated to degree level. Sound product knowledge of cash management services (USD, EUR, GBP and Multicurrency clearing and payment services, liquidity management, transactional FX) and trade finance products (traditional trade products (such as LCs, guarantees, and collections), FI Financing, trade reimbursement services, structured short-term trade finance (e.g. Structured LCs) and electronic banking products) for financial institutions. Solid awareness of compliance, non-financial and business risks in the applicable region. Ability to communicate bank’s strategy, as well as the ICT global business strategy incl. specifically the ICT risk appetite and respective policies. Ability to build and develop contacts at the appropriate level in target clients to support business attraction. Strong negotiation skills essential. Strong track record in client facing role for cash management and trade finance to financial institutions Willing and able to travel frequently to meet clients Experience of managing a team

Education/ Qualifications:

Educated to University degree level Fluency in written and spoken in English is must. Relevant work experience in FI industry, GTB business, esp. Cash Management and Trade Finance Solid presentation and communication skills, written and oral Motivated team player with strong interpersonal skills and multi-cultural understanding Ability to communicate effectively at varying levels of seniority (internally and externally) Creative (e.g. when preparing marketing material, such as business proposals) and innovative (e.g. when structuring trade finance deals) working style Client-centric attitude, while living the values of Integrity and Discipline in assuring the bank does not incur undesired financial, non-financial, or reputational risk Easiness with the Microsoft Office Suite (especially Excel, Word, PowerPoint)

How we’ll support you

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