Corporate and Investment Banking provides corporate customers with a full range of Commercial banking products and services including cash management services, current accounts time deposits, trade finance, working capital finance, term loans and foreign exchange, Through our continued commitment, DBS has cultivated long standing relationships with its customers in the region that are based on account relationship management, service differentiation product development and rigorous credit standards.
Job Purpose
To drive and deliver exceptional business performance to grow the liabilities portfolio (operating accounts, term deposits and structured cash management sales including electronic banking sales), through the provision of efficient business management, powerful leadership, and achievement of operational rigour excellence in all DBS branches with multiple customer categories. To ensure high levels of productivity and quality sourcing of NTB’S. To conduct events and to ensure there is a continuous flow of lead generation. To identify & implement effective strategies for achieving the IBG4 budget.
Key Accountabilities
Accountable for achieving monthly & annual sales targets for the AM team, as agreed. Ensure proper implementation & execution of Acquisition strategies. Ensure proper sales spread between products. Aim to bring in Quality NTB (New to Bank customers) through the efforts of Team and Self Goals.
Monitoring of progress towards achieving targets is done on a weekly basis. Agree targets and take accountability for the overall achievement of NTB acquisitions.
objectives for the branch in terms of
Customer Experience, Sales Growth & Income Contribution.
Costs performance, Employee Satisfaction, Risk, and rigour management.
Provide clear direction on business objectives, translating and prioritizing into business performance measures. Ensure balance between NTB (New to Bank) customer acquisition & penetration of existing customers. Grow liabilities portfolio to deliver float balances, term deposit balances, income on trade and forex services. Focus on identifying cross-sell opportunities for other products from within the liability’s portfolio.
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Working with the City Head to achieve sales & service through in-branch business development activities and providing feedback to the team.
Ensure that Acquisition team own and manage customer queries and complaints by taking ownership and resolving in a timely manner. Act as the escalation point for their unresolved queries and complaints.
Brief staff on promotional and product launches; provide regular feedback on sales performance to the central team.
Establish relationships with key clients or business influencers in the local area, including doing some client entertainment within overall annual budget limits.
Support product specialists and the direct sales team in marketing of group schemes and other corporate products to local businesses.
Ensure compliance with operations risk and rigour requirements e.g. Health & Safety standards, security of premises, KYC and anti-money laundering measures.
Establish DBS Bank as a cash management provider in India. Undertake frequent competitor analysis so that DBS product suite is in line with (or ahead of) competing banks. These updates to be shared with the Head SME and Product teams at regular intervals. Also identify local promotional activities which will help reinforce the DBS brand.
Keep attuned to the current economic and financial markets so as to be current and proficient in attending to customers’ queries.
Work hand in hand with other business units to ensure that objectives of the team are met and there is team harmony and unity.
Requirements
Overall, 8-10 years of experience in sales
6-8 years of sales experience in business banking and/or cash management/ transaction banking.
Proven sales track record in Liabilities or Cash Management
Knowledge of competitors and marketplace
Market knowledge and experience in the Mid market / SME segment, with reference to customer preferences and requirement would be preferable.
Education / Preferred Qualifications
A post-graduation or min graduation
Core Competencies
Customer-centric & product-centric
Good technical knowledge of cash management/ transaction banking business
Good team leader
Good problem solving, planning & organizing skills. Planning, scheduling, and monitoring deliverables, within a stipulated time frame using effective methods
Well versed in AML risk
Good banking product / process/ System knowledge
Technical Competencies
Knowledge and experience in the Mid-market (Respective Region) / SME segment, with reference to customer preferences and requirement would be preferable
Understanding of regulatory guidelines on banking issued by MAS and by RBI (local regulations in India) and local laws and regulations that impact businesses in general. Understanding of KYC requirements are critical.
Knowledge of financial markets and products to assist in meaningful dialogue with clients
Work Relationship
Possess good working relationship and a high degree of team spirit and cooperation with relationship group as well as service partners in the bank such as Product Mgt, Operations, Finance, Legal etc., to ensure seamless delivery of products to clients
Establish rapport with our clients to win their business, confidence, and trust
DBS India - Culture & Behaviors
DBS is committed to building a culture where all employees are valued, respected and their opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow within an inclusive and diverse environment. Expected value driven behaviors are:
Demonstrate Business Performance through PRIDE 2.0 Value Based Propositions
Ensure Customer Focus by Delighting Customers & Reduce Complaints
Build Pride and Passion to Protect, Maintain and Enhance DBS’ Reputation
Enhance Self Knowledge, Skills and develop Competencies aimed at continuous improvement
Maintain the Highest Standards of Honesty and Integrity
Location:
New Delhi
Job:
Relationship Management
Schedule:
Regular
Employee Status:
Full time
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