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Vice President - Financial Institution Sales, Global Transaction Services
DBS Bank Limited
January 5, 2020
Business Function Global Transaction Services (GTS) comprises of Cash & Trade, Securities Services and Fiduciary Services. In an increasingly borderless world marked by burgeoning trade flow, expertise in trade finance services is an invaluable asset. With cash the lifeblood of every company, so too, is a good understanding of how to manage these cashflows. Trade Finance, together with Cash Management, is the mainstay of GTS, and is extended to SME and corporate clients for their local and cross-border financial transaction needs.
FI Sales is responsible for the execution of GTS sales strategy in Hong Kong (primarily) and regionally for both existing and prospective clients
Engages clients across a range of sectors from Banks & Non-Bank Financial Institutions (Broker Dealers, Insurance, Funds and Payment Intermediaries)
Prospect and acquire new clients plus achieve portfolio goals
Assist in developing and executing sales strategies of cash management and trade finance products across both existing and prospective clients
Achieve agreed revenue by proactively generating new deals, conducting needs analysis, developing customer-focused sales presentations, delivering differentiated solutions and conducting sales reviews
Manage post-sales implementation and service delivery, and handle related customer issues to enhance customer experience
Understand and drive the FI segment with internal and external stakeholders
Lead complex RFP responses and client pitches, recommending innovative digital cash management solutions
Assess all deal values accurately, balancing the need to generate positive economic profit against the deliverables
Meet sales goals tied to pipeline management, deal reviews and implementation project kick-offs
Collaborate across all areas of the bank including coverage, product, treasury & markets, technology & operations and risk to increase wallet share
Bachelor degree with at least 7 to 10 years of relevant experience in covering large financial institution clients with a proven record of accomplishments, regional experience a plus
Strong product knowledge in two or more of the following categories a plus: (i) Clearing (ii) Trade Finance (iii) Liquidity Management (iv) Payments & Collections (v) FX and (vi) Securities & Fiduciary Services
Understanding of GTS business and how to apply those principals to the FI Segment
Familiar with Hong Kong markets with a proven ability to build quality relationships with stakeholders to create business opportunities
Self-starter with a tenacity to succeed, and a flair for selling
Excellent communication and presentation skills
Strong influencing and negotiation skills, able to drive cross-functional collaboration
Exceptional candidates who do not meet the criteria may be considered for the role provided they have the necessary skills and experience
Excellent command of written and spoken English, Cantonese & Mandarin
We offer a competitive salary and benefits package and the professional advantages of a dynamic environment that supports your development and recognises your achievements.
We regret only shortlisted candidates will be notified.