ED, Sales Team Lead, Product Sales - Cash & Trade, Global Transaction Services (GTS), Institutional Banking Group

DBS Bank

  • Singapore
  • Permanent
  • Full-time
  • 1 month ago
Business FunctionGlobal 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 PurposeThe GTS Sales Team Leader is responsible for driving new to product client acquisition and GTS product revenues from existing clients and new to bank prospects in the Food and Agriculture segment.GTS uses a consultative selling model to engage clients and prospects effectively, within which the GTS Sales Team Leader focuses on client needs analysis and recommendation to provide appropriate cash management, open account trade, and trade finance solutions.As a Sales Team Leader, you will lead and manage a team of GTS Sales Managers in delivering innovative and client-centric cash management, trade finance, and liquidity solutions.The role requires strong leadership traits, product knowledge, and relationship management capabilities to drive business growth, deepen client relationships, and ensure effective execution of strategic initiatives.Key Accountabilities
  • Lead and manage a team of sales managers as a Sales Team Leader
  • Grow Income: Grow GTS Client Revenues by deepening client wallet share through new and recurring product sales efforts. Ensure Cash and Trade mandates are implemented and expected revenues are realized
  • Win New to Bank Business: Secure Cash and Trade mandates from assigned clients and new to bank prospects
  • Develop Sales Pipeline: Continuously build a comprehensive pipeline of Cash and Trade opportunities for assigned clients and new to bank prospects in the Food & Agriculture and Commodities segment
  • Client Planning: Ideate, plan and execute detailed GTS Client Plans for Priority Clients.
  • Digital Advisory: Leverage digital channels to engage and acquire clients. Advise assigned clients and new to bank prospects with their digital transformation of traditional financial services processes
Job Duties and Responsibilities
  • Achieve revenue targets & key performance indicators (“KPIs”) by developing and driving sales pipeline
Drive cash and trade business for assigned clients and new to bank prospects to deliver assigned revenue targets and KPIs in support of the overall GTS revenue plan and business objectives.Identify new prospects, create sales proposals and lead sales pitches to win new business. Actively manage the sales pipeline to reflect current business opportunities of GTS solution components, time to mandate & implement and opportunity value. Translate product and segment strategies into tactical action plans.
  • Work independently and in teams to deliver KPIs
Collaboratively interact with business partners and stakeholders including Relationship Management, and other GTS functions including Client Management & Implementation, Product Management and COO teams to design and implement GTS solutions to increase/ defend the GTS wallet share for the assigned portfolio
  • Actively engage trade finance clients on trade utilisation and drive trade to cash revenue
Continuously engage clients on their utilisation of DBS trade limits and revenue realisation to sustain the Bank’s trade franchise as well as driving incremental cash revenue with effective cross sell
  • Apply a consultative sales approach to all client engagements
Continuously engage clients to keep abreast of their evolving business priorities, as well as their working capital and treasury management practices to proactively position existing and emerging GTS capabilities to address clients’ changing situations
  • Collaborate with peers across the GTS network to secure new for clients
Collaborate with regional sales managers and other business partners and stakeholders across the GTS franchise offshore to provide in-country engagement to support regional account acquisition
  • Lead, coach, and mentor
Be a leader to a team of sales managers, setting clear KPIs and performance goals that aligned with business objectives by promoting a high-performance culture focused on collaboration, accountability, and continuous improvement. Manage the team’s pipeline and portfolio performance, ensuring healthy revenue growth and risk control
  • Digital advisory
Lead / participate in Client journeys and drive digital engagement across the GTS franchise to support clients’ digital agendas
  • Provide client and market feedback and insight into GTS’ innovation agenda
Identify emerging market requirements and material client opportunities and work with relevant GTS stakeholders to determine appetite to pursue. Provide input into business requirements
  • Risk management, governance & operational excellence
Ensure adherence to internal policies, compliance requirements, and regulatory guidelines and collaborate with stakeholders to resolve complex transactions.
  • Be inquisitive
Stay up to date on assigned clients’ and new to bank prospects’ business strategies, and the industries in which they operate. Keep abreast of traditional and new competitors’ selling to your clients, as well as the evolving regulatory landscape. Monitor market trends and competitor offerings to refine client propositions.Job Requirements
  • At least 15 years of relevant experience
  • Education/ Preferred Qualifications - University level Bachelors Degree, preferably having majored in either Business Management/ Economics/ Finance or Computer Science or related disciplines
  • Knowledge and Skills:
o Strong GTS product knowledge in GTS product businesses (cash management, open account trade and trade finance) with a strong track record of sales and business development experience
o Experience managing accounts within the Food and Agriculture commodities segment will be highly preferred
o Demonstrated ability to perform within a matrix organization and regional multi-country franchise
o Established track record of delivering strong revenue growth derived from local & cross border working capital solutions
o Credit experience/ knowledge is preferred
  • Other requirements:
o Proven track record of sales leadership experience
o Ability to lead, mentor and drive business outcomes
o Ability to influence and impact outcomes
o Strong team player with excellent communication skills, both written and verbal, and interpersonal skills
o Ability to handle multi-tasking environment, meet deadlines and work with a wide range of sensitive and confidential agenda
o Ability to take initiative, work independently and accomplish a task with little supervision
o Strong strategic mindset with proven analytical skills-en

DBS Bank