Job Objective
Work with Relationship Managers to drive new-to-product client acquisition from existing commodity clients and new-to-bank prospects to achieve sales targets, and to defend & grow GTS revenue of key commodity customers via cross-selling/upselling endeavors and best-in-class customer services. GTS uses a consultative selling model, within which GTS Sales and Solutioning manager completes client need analyses and recommendations to effectively engage commodity clients and prospects and thereby provide appropriate cash management and trade finance solutions.
Principal Responsibilities
- Responsible to drive the cash management and trade finance portfolio to deliver the revenue targets and KPIs to meet the overall GTS business objectives.
- Align with respective RMs on the overall account plan and customer segment targets.
- Work with the Relationship Managers, GTS Product, GTS Implementation, T&O and relevant stakeholders to deliver the agreed solutions.
- Work with the relevant stakeholders and product management team to identify market requirements and opportunities and translate opportunities into business requirements.
- For existing key clients, proactively increase DBS’ share of wallet by:
- Identifying cross-sell opportunities
- Driving cash balance growth and trade facility utilization
- Providing advisory support on product updates and market trends
- Serving as single point of contact to manage GTS related query and service escalations
Job Dimensions
- Develop a sufficient strong pipeline to meet revenue targets, with a wide range of deals covering every stage of the sales cycle.
- Accelerate closure of pipeline deals through effective sales techniques to capture revenue quickly.
- Gain the respect and trust of community and network as a professional sales manager to generate referrals and new leads.
- Conduct presentations to internal and external customers.
- Work with other BUs to structure cash or trade solution for customers to achieve greater share of customers’ wallet size. Actively sell GTS products and services to corporate customers in China.
- Help establish and maintain communication channels to Relationship Managers for new product launch, product update, promotions, quick tips and success story sharing. These channels include regular product briefing / training sessions, participate in various strategy and review meetings held by various customer segments and regular updates on share points.
- For existing key clients, make periodic client calls to deepen engagement, maintain existing trade and cash businesses, source new business opportunities and perform service reviews.
Education and Relevant Experience
- Degree holder or equivalent
- Excellent command of English (spoken and written)
- Minimum 7 years’ relevant banking experience in China
- 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 derived from local, cross-border and outbound solutions
- Demonstrated ability to perform within a matrix organization and regional multi-country franchise
- Credit experience/knowledge will be a plus
Functional / Technical Competencies
- Ability to influence and impact outcomes
- Strong team player with good communication and interpersonal skills
- 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
- Ability to build strong relationships with clients both internal and external
Location:
PRC - Shanghai
Job:
Product Sales
Schedule:
Regular
Employee Status:
Full time
