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Business Function Global Transaction Services (GTS) is a product group focused on the management and sale of Cash Management, Trade Finance, and Securities & Fiduciary products and services to institutional clients. DBS aspires to be recognized by clients and competitors as one of the top GTS providers in its key markets. This is achieved through an ongoing process of efficiently matching clients' changing business requirements with product capabilities. Job Purpose The GTS Sales Manager is responsible for driving new to product client acquisition and GTS product revenues from existing clients and new to bank prospects. GTS uses a consultative selling model to engage clients and prospects effectively, within which the GTS Sales Manager completes a client needs analysis and recommendation to provide appropriate cash management, open account trade, and trade finance solutions. Key Accountabilities
Grow Income - Grow GTS Client Revenues by deepening client wallet share through new and recurring product sales efforts. Ensure Cash and Trade mandates are implemented and expected revenues are realized.
Win New to Bank Business - Secure Cash and Trade mandates from assigned clients and new to bank prospects.
Develop Open Pipeline - Continuously build a comprehensive pipeline of Cash and Trade opportunities for assigned clients and new to bank prospects.
Client Planning - Plan and execute detailed GTS Client Plans for Priority Clients.
Digital Advisory - Leverage digital channels to engage and acquire clients. Advise assigned clients and new to bank prospects with their digital transformation of traditional financial services processes.
Job Duties and Responsibilities
Achieve Revenue targets & Key Performance Indicators ("KPIs") - Drive business development for cash management and trade finance for assigned clients and new to bank prospects to deliver assigned revenue targets and 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, and other GTS functions including Client Management & Implementation, Product Management and COO teams to design and implement GTS solutions to increase / defend the GTS product wallet share for assigned clients and new to bank prospects.
Apply a Consultative Sales approach to all client engagements - Continuously engage clients to keep abreast of their evolving business priorities, as well as their working capital and treasury management objectives and 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, opportunity value, success probability, competitor(s) profile, time to mandate, and time to revenue activation.
Actively sustain client relationships - Develop and maintain a comprehensive understanding of volume forecasts and utilisation levels for assigned clients to sustain average liabilities and trade finance assets to sustain revenue momentum.
Collaborate with peers across the GTS franchise - Develop multi-country client mandates, both outbound and inbound, working in tandem with other sales managers, business partners, and stakeholders from account planning through lead qualification and sales opportunity execution.
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.
Risk and Control - Comply consistently with Group and Business Unit risk and control standards.
At least 6+ years of relevant experience;
Education / Preferred Qualifications - University level Bachelors Degree, preferably having majored in either Business Management/Economics/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)
Knowledge in commodities and experience in structuring trade financing arrangements.
Ability to influence and impact outcomes;
Strong team player with good communication and interpersonal skills;
Strong communication skills, both written and verbal, and interpersonal skills;
Ability to handle multi-tasking environment, meet deadlines, and work with a wide range of sensitive and confidential issues;
Ability to take initiative, work independently and accomplish a task with little supervision;
Strong strategic mindset with proven analytical skills.