GTS Client Management

4 weeks ago

Chennai, India DBS Bank Full time
GTS Client Management - Cash and Trade-(WD56289)

Job Title -  AVP, GTS, Product Sales - Cash & Trade

Job Duties & Responsibilities

Achieve Revenue targets & Key Performance Indicators (“KPIs”) - Drive cash and trade business for assigned clients and new-to-bank prospects to deliver revenue targets and related KPIs in support of the overall GTS revenue plan and business objectives. Work independently and in teams to deliver KPIs - Collaboratively interact with business partners and stakeholders including Relationship Management, other GTS functions including Client Management & Implementation, Product Management and COO teams, and IBG Technology to design and implement GTS solutions to increase (or defend) GTS wallets. Apply a Consultative Sales approach to all client engagements – Using the GTS Sales Process, continuously engage clients to keep abreast of their evolving business priorities, as well as their working capital and treasury management practices to proactively position existing and emerging GTS capabilities to address clients’ changing situations. Develop and drive sales pipeline - Identify new prospects, create sales proposals, and lead required 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. Actively engage trade finance clients - Continuously engage clients on their utilization of DBS trade limits and revenue realization to sustain the Bank’s trade franchise. Collaborate with peers across the GTS network to secure new regional clients - Collaborate with sales managers and other business partners and stakeholders across the GTS franchise offshore to provide in-country engagement to acquire regional mandates. Digital Advisory - Lead / participate in Client journeys and drive digital engagement across the GTS franchise to support clients’ digital agendas. 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. Control Risk - Comply consistently with Group and Business Unit risk and control standards.

Minimum Requirements

Ethical banking – Proven track record of i) ethical way of doing business, ii) client centricity, iii) interpersonal skills. Education / Preferred Qualifications – University-level bachelor’s degree, preferably having majored in either Business Management/Economics/Finance. Subject though should not be a constraint. Certifications – Basic banking certifications involving cash management and trade finance

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.

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