Team Head, GTS, Product Sales

About the CompanyDBS Bank is a leading financial services group headquartered in Singapore, widely regarded as one of the world's best digital banks. Founded in 1968, it operates across 19 markets with a strong presence in Asia -- particularly Singapore, Hong Kong, China, India, Taiwan and Indonesia. DBS has earned a reputation for digital innovation, having transformed itself from a traditional bank into a technology-driven institution, DBS has repeatedly been recognized by outlets like Global Finance and Euromoney as the World's Best Bank and World's Best Digital Bank. About the RoleThe primary objective is to maximize the Bank’s franchise and earnings through the sale of International Cash Management and Trade Finance related products and services. As such, the focus of the role is on gaining “new to DBS” business resulting in incremental income/profit. The role-holder will need to proactively develop to build and ensure sustainable new income streams. He/she will also support the establishment of strong, long-term relationships in conjunction with the Relationship Managers based either in LA or/and in the regional network. Sales will often be of large, unusual or complex nature involving new or developing products. Additionally, the individual will be expected to identify, promote and support business development opportunities cross-border, with an emphasis on DBS’ growth markets. The individual will work closely with other areas of the group to develop joint business development initiatives to maximize cross-selling opportunities.ResponsibilitiesDeliver revenue goals established for Trade, Cash, and Custody.Partner with the respective GRMs to create overall GTS account plans for all targeted clients, which include the defining of specific growth customer segment targets and wallet sizing.Capture low-cost USD deposits.Key GTS linkage to Asia for all operational, technical, product, and client related business needs. Including NPA’s, governance, training, marketing, and compliance requirements.Manage relationships for the GTS Trade sales desk, enabling the rapid sell down of trade assets.Proactively research and create target customer lists for new business in conjunction with relationship teams both locally and regionally.Sell both complex and vanilla Trade and Cash products. Within this identify priority target clients.Work with the sales teams to understand & segment customer needs and create customized product & service propositions.Develop cross selling opportunities.Attend seminars and client events to promote trade and cash solutions to customers and obtain leads from non-customers.Co-ordinate T&O and global GTS support/involvement in sales where required.Help elevate DBS franchise profile in the domain of GTS.Achieve desired targets with respect to Revenues and new customer acquisition.Drive the use of account planning.Maintain optimum utilization of sanctioned facilities for the customer portfolio, and growth of liabilities business.QualificationsB.A./B.S. in Business or a related field. 10 years of experience with the ability to articulate transactional and other risks related to the products and markets and work with Business/Support teams and Risk Management Group across various offices/jurisdictions to mitigate risks and increase sales opportunities.Required SkillsVisibility and awareness of complicated and frequently changing local foreign exchange regulations which are in force particularly in India, China, and Indonesia and which constantly influence cross border trade transactions.Full understanding of GTS matters as regards operations and process.Preferred SkillsEstablish, maintain, and develop communication channels with all teams in Singapore and regionally supporting GTS activities.Provide input to assist in product development and design of marketing and sales materials founded on an understanding of customer needs.Assist with process of monitoring and strengthen risk management and controls across the region through continual refinement of same based on best practices established in other parts of the Bank.Include liaison with regional teams on products and providing support.Ensure suitable capacity planning mechanisms are in place & monitored.Job Duties & Responsibilities (List the principal duties. Use concise statements that provide a clear understanding of the level of responsibility, complexity, creativity and analysis performed in this position.)To make joint marketing calls to existing and new clients, to grow existing cash, custody, and trade (open account) relationship and to ramp up utilization of new facilities granted.Work in close alignment with BU RMs in identifying opportunities, expediting new client conversions, limit activations and deepening client relationships and customer experience.Wallet size/ account plan for strategic clients with a view to identifying opportunities.Agree KPIs and budget, and map performance against same.To identify prospects for the Cash business, particularly those with potential to place fungible currency deposits with DBS.To grow this business in line with targets and Group priorities.Structuring trade and deals, understand and communicate the implications and risk associated with these transactions to the Bank and client and provide solutions to the complex commercial and business decision which the Relationship Managers will be proposing to Management for approval.Specific attention to be paid to all associated risks including operational, regulatory, legal, fraud, KYC, AML etc.Active marketing and calling program and on-going servicing of client’s day-to-day trade requirements especially in the area of trade advisory regarding International Cross Border issuance of Bankers Guarantees and Export Letters of Credit Confirmation and Negotiation.Coordinate with product management, GTS country sales and other stakeholders for responses to regional RFPs.Maintain Sales Pipeline Monthly to report deals in the pipeline in various stages of closure, Report Personal Sales Tracker for update of the top ten deals on a fortnightly basis, and write Call Reports to documents each client contact.Work closely with GTS and Trade Operations in ensuring seamless transaction execution to the satisfaction of the customer.Work in partnership with all product teams for effective cross-selling.Keep abreast of competitive environment and maintain frequent liaison with the Product team to ensure the Bank is competitively placed.Help establish industry best practices in sales/credit monitoring/operations and client servicing.Review/introduce policy/procedure guidelines related to products and practices as necessary.