AVP/VP, Sales Manager, Global Transaction Banking , Institutional Banking Group, DBS Vietnam HCMC

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.

Job purpose

Responsible for the distribution and sale of GTS products (Cash Management & Trade solutions to both existing and new clients and with the primary objective of increasing share of wallet from these targeted clients.

Key Accountabilities

• Meet sales revenues and other sales targets (eg transaction volumes, # of new acquisition, deals in pipeline, deals won etc) that have been set.
• Wallet Size and develop account plan and strategy covering Cash products, products for key and priority clients.
• Implement sales tool to track sales pipeline, call programs and sales statistics.Work on Request for Proposals (RFP), sales presentation, manage implementation and as well as post implementation sales review.
• Identify new prospects, work on sales proposals and make the required sales pitch to win the deals.

Responsibilities

• Market and sell to targeted customers.
• Work on RFP (Request for Proposal), customer presentation until the mandate is awarded.
• Make periodic calls on customers to build rapport/relationship, ask for more business, feedback on our service levels and performance, feedback on what competition is doing in the market
• Work with Operations to ensure that Service standards agreed with customers are being met and that the service levels provided are competitive in the market.
• Provide competitive information obtained from customers with regard to product functionalities, capabilities, features of competitors products and services. This should be channelled to Product Management to facilitate product development.
• Handle customer service issues relating to products and work with Operations to ensure that these service issues are properly being attended to and to take the necessary corrective actions.
• Ensure that revenues, transaction volumes (count and throughput) are on target vis a vis the planned numbers.
• Develop appropriate customer and product metrics like the number of transactions from customers, revenues and throughput from clients etc such that they will enable us to drive our sales effort.

Requirements

• Minimum 5 years of relevant working experience.
• Good Product Sales skills and able to market/sell product capabilities/solutions to corporate/institutional client base.
• Good managerial skills and able to manage a team of Product Sales force.
• Good Product Knowledge and strong understanding of what is required by clients and what is being offered by our competitors.
• Proficiency in both written and verbal communication in Chinese as this role manages North Region portolio/customer