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 Country Head (Vietnam) is responsible for the total P&L of the GTS business in Vietnam. This senior individual is responsible to drive the Sales, Business Development, Product Solutioning/Capabilities, Client Management and Client Implementation functions for the Cash Management, Trade Finance (Doc Trade & OAT), and possibly Securities Services (in future) targeting at large, mid-sized and multi-national Corp clients
.Given the current initial start-up phase, the need to drive new-to-product client acquisition and GTS product revenues from existing clients and new-to-bank prospects would be an important consideration. The other key aspect of the job would be the ability to develop clear go-forward strategies supported by an execution plan with alignment from all key stakeholders.
Key Accountabilities
- Grow Income - Grow GTS Client Revenues by deepening client wallet share through new and recurring product sales efforts. Ensure GTS mandates are implemented and expected revenues are realized.
- Achieve Balanced Scorecard Indicators - Achieve Financial goals namely, plan revenues, expenses, headcounts, efficiency ratios, return on solvency, unit cost, HT metrics, etc.
- Ensure Product Relevance - Develop and deliver competitive products/solutions that meet the requirements of our customer base. Market and sell our product capabilities to both local and regional customers.
- Establish Go-Forward Strategy Collaborate with key stakeholders to establish clear go-forward client and product strategies to transform the business and bring the strategy into an execution plan.
- Develop People Coach team members to up-skill to manage more complex business and up-tier team members to be the future successors of the business.
Job Duties & Responsibilities
- Achieve revenue targets and key performance indicators to deliver the overall GTS plan and business objectives.
- Collaborate widely and work independently and in teams with key stakeholder to deliver the GTS Strategies and Key Account Plans. Partner with Transaction Services Operations Head to ensure optimal and appropriate processing and servicing capability.
- Stay abreast with competition and the evolving regulatory landscape to ensure we stay relevant and ahead of the peer banks.
- Control Risk and ensure full compliance of the relevant Group and Business Unit risk and control standards.
- Responsible for all aspects of GTS sales; This includes building a highly effective global sales team capable of closing regional deals, (recruitment, retention, and development): Alignment and capacity planning with IBG heads to insure adequate client coverage: capturing customer voice for new product development, 5) Innovation leader thru industry insight 6) Establishing DBS as a leading GTS bank through visibility in the industry.
- Recruit, coach and motivate staff to achieve high degree of management effectiveness, processing and marketing abilities and management continuity.
Minimum Requirements
- At least 10-15 years of relevant experience in a proven track record and leadership in managing the various aspects of the GTS Business.
- Education / Preferred Qualifications University-level bachelor's degree, preferably having majored in either Business Management/Economics/Finance or Computer Science or related Digital 4.0 discipline.
- Good managerial skills and able to manage a mid-sized team of professionals in a Corporate / Institutional setup
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).
Other requirements:
- Ability to influence and impact outcomes
- Strong team player with good communication and interpersonal skills.
- Strong communication skills, both written and verbal
- Ability to operate in a multi-tasking environment, meet deadlines, and work with a wide range of sensitive and confidential issues
- Ability to take initiative, work independently and to accomplish tasks with little supervision
- Strong strategic mindset with proven analytical skills.
