DBS Bank - GTS Sales Manager - Trade

Position Title : GTS Sales Manager

Department : GTS Sales, India

Reports To : Regional Head of Sales (West) GTS

Location : Mumbai

Experience : 8 + years into Sale of Liability Product (Trade Forex, Supply Chain, CMS)

Job Purpose

To drive and deliver exceptional business performance aligned to grow the transaction banking (Cash Management, Supply Chain & Trade Finance) business of the Bank in West India through new client acquisitions and wallet sizing of existing portfolio. This is to be achieved through rigorous client-level account planning, execution of new to bank business development strategies, innovation-led-DNA and forward looking Sales acumen.

Key Accountabilities

- To drive Cash Management, Supply Chain & Trade Finance Sales in the West India market by acquisition of new-to-bank customers (NTB) in the prescribed Corporate-segment

- To run with specific and measured targets against new to bank Sales and revenue growth, further ensuring realisation of revenue for the acquired customers.

- To manage client relationships extremely passionately thereby ensuring deepening of wallet share, quick implementation of mandates and faster revenue realisation; while ascertaining that financial and non-financial risk mitigation procedures are in place.

- To bring new ideas and solutions to the clients in consultation with respective Product and Implementation teams and presenting the same through highly professional proposals and presentations within the customer deadlines

- To support Sales Team Leaders & functional leadership(s) in implementing GTS strategy, linked to focus-segments, requirement analysis (through client white-boarding), product/solution positioning (Digital Cash Management & Paperless Trade Finance) and commercialisation initiatives.

- To work in close alignment with key stakeholders including but not limited to Business Relationship Managers (Local RMs/ Regional RMs/ Global RMs), Operations, Product, Legal, Compliance and Implementation; in identifying opportunities, expediting new client conversions, limit activations and deepening client relationships.

Experience

- 8+ years of Transaction Banking sales experience, preferably handling Multinational and Large Local Corporate clients.

- Comprehensive knowledge of traditional and new-age Cash Management, Supply Chain and Trade Finance practises.

- Deep Market knowledge and experience of selling structured transaction banking solutions through CXO engagement

Education / Preferred Qualifications

(List the minimum and preferred qualifications required to perform all essential functions, including field of study)

- Post Graduate or equivalent degree (preferably management graduates)

- Computer proficiency (Good acquaintance with MS Office)

- Qualifications bearing relevance to Corporate treasury sales functions as added advantage

Core Competencies

- Thorough understanding of complex sales process coupled with excellent interpersonal, presentation & communication (written/verbal) skills

- Strong in-practise & technical knowledge of Cash Management, Supply Chain & Trade Finance functions

- Ownership of Client prerogatives and strong customer and relationship management skills, with an acumen to identify product gap, extract revenue opportunity and plan client account strategy.

- Demonstrated ability to keep clients at the centre of decision-making while ensuring that the inherent processes and deliverables remain compliant to the laid out regulatory and bank framework.

- Ability to conceptualise and implement new ideas on the ground with an excellent adaptability to the changing dynamics in Sales process engagement.

- High level Teamwork spirit to be able to work across functions, horizontally and vertically.

- Experience & connect with North India Corporates

Technical Competencies

- Understanding of aforementioned Transaction Banking Products, associated technology platforms and governing procedures.

- Understanding of regulatory guidelines on banking issued RBI (local regulations in India) & MAS and local laws and regulations that impact businesses in general.

- Understanding of KYC requirements

- Awareness of financial markets and products to assist in meaningful dialogue with CXOs and senior client stakeholders.

Work Relationship

- To possess capability to develop a high degree of working relationship with key stakeholders including but not limited to Business Relationship Managers (Local RMs/ Regional RMs/ Global RMs), Operations, Product, Legal, Compliance and Implementation.

- Establish excellent rapport with external client leadership and seniors.

- Establish strong thought leadership connects with industry participants including but not limited to Senior Influencers, Fintechs, Vendors, Peers, Associations et al