Assistant Vice President, Specialist, Product Sales - Cash & Trade, Global Transaction Banking

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.

In GTS Securities & Fiduciary Services, Client Management & Implementation, you will be part of a team that provides sales and services to financial institutions, corporations, and SME customers.

Job Purpose

• To lead origination of new to bank clients, x-sell and grow existing portfolio for Transaction Banking Solutions covering Trade Finance (Documentary Trade, Open Account Trade including Buyer & Supplier Finance) and Cash Management with focus on digital solutions.

Key Accountabilities & responsibilities

• Effectively manage & grow existing portfolio of customers
• Grow the Banks market share by origination of and acquisition of new business
• Work closely with key internal stakeholders viz. Coverage RMs, GTS Product Teams, Implementation Team, Service, Operations, Legal & Compliance, etc.
• Also network with colleagues across the DBS overseas branches including HO to work on deepening existing regional clients along with identifying new such customers.
• Have a sound risk / credit mindset to proactively manage triggers in existing portfolio and be prudent in new client selection and also provide guidance on policies / procedures, regulatory compliance, and operations/system-related issues to strengthen risk management.
• Be cognizant of the Banks internal compliance & risk guidelines and imbibe the same in day to day work life
• Have a solution-oriented mindset to build long lasting relationships with clients with sharp focus on new-age digital solutions
• Disciplined pipeline management and have entrepreneurial aptitude to take full ownership of portfolio
• Analyze, Maintain and Disseminate suitable MIS to drive the business metrics
• Engage with operations and sales to build and maintain an effective customer service model that differentiates DBS
• Identify system and process gaps and partner trade operations in closing these
• Post implementation review of new roll-outs, and initiate action where necessary

Education / Preferred Qualifications

• Preferably should be a CA or MBA.

Core Competencies

• High level of thinking and execution capabilities ability to conceptualize and implement new ideas on the ground
• Strong communication and persuasive skills - communicate effectively (verbally and in writing/presentation) and influence stakeholders at all levels within the organization
• Teamwork high level of ability to work well with RMs and other internal teams and Group functions and business and support units to achieve full co-operation and synergies.
• Commercial orientation ability to identify business/revenue opportunity, plan and focus on achieving budgeted Trade targets in an organized and structured manner.

Technical/Market knowledge

• Product knowledge and full understanding of GTS Solutions covering Trade Finance & Cash Management, capabilities, legal compliance and tax issues.
• Good understanding of front and back office processes and how these interface with clients needs.
• Knowledge of needs of customers, requirements and expectations and trends/drivers in the market place especially for client segments in South India.
• Well versed with the RBI regulations governing banks as regards Trade / Cash products and the general regulatory environment in India including but not limited to FEMA, UCP, URDG, etc.

Technical Competencies

• As above. Additionally should possess sound knowledge of Local and international trade regulations, guidelines, best practices governing Trade Finance business

Work Relationship

• Will need to work closely with Business unit RMs, T&O and other support units such as Credit, Legal & Compliance, Finance

DBS India - Culture & Behaviours

• Drive Performance Through Value Based Propositions
• Ensure Customer Focus by Delighting Customers & Reduce Complaints
• Build Pride and Passion to Protect, Maintain and Enhance DBS’ Reputation
• Enhance Knowledge Base, Build Skill Sets & Develop Competencies
• Invest in Team Building & Motivation through Ideation & Innovation
• Execute at Speed While Maintaining Error Free Operations
• Develop a Passion for Performance to Grow Talent Pool
• Maintain the Highest Standards of Honesty and Integrity.

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