Head of GTS Sales

Head of GTS Sales – DBS London

The primary objective is to maximise the Bank’s franchise and earnings through the sale of International Cash Management and Trade Finance related products and services. As such, the focus of the role is on gaining “new to DBS” business resulting in incremental income/profit. The role-holder will need to proactively develop to build and ensure sustainable new income streams. He/she will also support the establishment of strong, long term relationships in conjunction with the Relationship Managers based either in London or/and in the regional network. Sales will often be of large, unusual or complex nature involving new or developing products. Additionally the individual will be expected to identify, promote and support business development opportunities cross-border, with an emphasis on DBS’ growth markets. The individual will work closely with other areas of the group to develop joint business development initiatives in order to maximise cross-selling opportunities.

Job Responsibilities:

• To make joint marketing calls to existing and new clients, to grow existing cash and trade relationships and to ramp up utilization of new facilities granted. Work in close alignment with BU RMs in identifying opportunities, expediting new client conversions, limit activations and deepening commodity client relationships and commodity customer experience. Wallet size/ account plan for strategic clients with a view to identifying opportunities. Agree KPIs and budget, and map performance against same.
• To identify prospects for the Cash business, particularly those with potential to place fungible currency deposits with DBS. To grow this business in line with targets and Group priorities.
• Structuring of trade deals, understand and communicate the implications and risk associated with these transactions to the Bank and client, and provide solutions to the complex commercial and business decision which the Relationship Managers will be proposing for approval. Specific attention to be paid to all associated risks including operational, regulatory, legal, fraud, KYC, AML etc.
• Active marketing and calling program and on-going servicing of client’s day to day trade requirements especially in the area of trade advisory regarding International Cross Border issuance of Bankers Guarantees and Export Letters of Credit Confirmation and Negotiation.
• Maintain Sales Pipeline Monthly to report deals in the pipeline in various stages of closure, Report Personal Sales Tracker for update of the top ten deals on a fort nightly basis, and write Call Reports to document each client contact.
• Work closely with GTS and Trade Operations in ensuring seamless transaction execution to the satisfaction of the customer.
• Work in partnership with all product teams for effective cross-selling.
• Keep abreast of competitive environment and maintain frequent liaison with the Product team to ensure the Bank is competitively placed.
• Help establish industry best practices in sales/credit monitoring/operations and client servicing.
• Review/introduce policy/procedure guidelines related to products and practices as necessary.

Skills & Requirements:

• Strong interpersonal skills and ability to work well across functions in a banking environment.
• Experience in Transaction banking with the ability to structure deals in both cash and trade.
• In depth knowledge of International Commodity Trade business and ability to structure commodity trade deals is needed as is strong knowledge of International Trade operations and UCP.
• In depth knowledge of Cash management products and the knowledge of the responsibilities of a corporate Treasurer and functions of the CFO's/Treasurer office is needed.
• A strong track in client calling, account management, and excellent sales skills.

What we offer:

• A competitive salary, depending on experience
• 25 days annual leave (increasing to 27 days after 2 years continuous service) + bank holidays
• An additional paid day off for your Birthday
• Generous pension scheme
• Private Medical Insurance
• Life Assurance
• Season Ticket Loan
• iFlex – which can be used on fitness and wellbeing, travel and hotels, technology