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

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:

- 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 catering to the Large Corporate & MNC Segments.

Key Accountabilities & responsibilities:

- Effectively manage & grow existing portfolio of customers

- Grow the Bank’s market share by origination of and acquisition of new business

- Work closely with key internal stakeholders viz. Coverage RM’s, 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 Bank’s 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.

Job Duties & Responsibilities:

- Effectively manage & grow existing portfolio of customers

- Grow the Bank’s market share by origination of and acquisition of new business

- Work closely with key internal stakeholders viz. Coverage RM’s, 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 Bank’s 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

Required Experience:

- Total work experience of 8-15 years post qualification, most of which should have been with a bank handling operations, risk or business control function.

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 RM’s 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 North India covering Delhi NCR and other Tier 2 cities

- 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 RM’s, T&O and other support units such as Credit, Legal & Compliance, Finance.

DBS India - Culture & Behaviors

- 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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