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Senior Sales Manager, Technology, Media & Telecomms (TMT) - Global Transaction Services (GTS)

Job LocationSingapore
EducationNot Mentioned
SalaryNot Disclosed
IndustryBanking / Financial Services
Functional AreaNot Mentioned
EmploymentTypeFull-time

Job Description

Business FunctionGlobal 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 PurposeThe GTS Senior Sales Manager, TMT Sector is responsible for driving new-to-product client acquisition and GTS product revenues from existing clients and new-to-bank prospects. GTS uses a consultative selling model, within which the GTS Sales Manager completes client needs analyses and recommendations to effectively engage clients and prospects and thereby provide appropriate cash management, open account trade, and trade finance solutions.Key Accountabilities: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 realizedProvide 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 processesDevelop Open Pipeline - Continuously build a comprehensive pipeline of Cash and Trade opportunities for assigned clients and new to bank prospectsWin New to Bank Business - Secure Cash and Trade mandates from assigned clients and new to bank prospects. Plan Client Strategies – Develop forward-looking group-wide GTS Client Plans for Priority ClientsResponsibilities:Achieve Revenue targets & Key Performance Indicators (“KPIs”) - Drive cash and trade business for assigned clients and new-to-bank prospects to deliver revenue targets and related KPIs in support of the overall GTS revenue plan and business objectivesWork independently and in teams to deliver KPIs - Collaboratively interact with business partners and stakeholders including Relationship Management, other GTS functions including Client Management & Implementation, Product Management and COO teams, and IBG Technology to design and implement GTS solutions to increase (or defend) GTS walletsApply a Consultative Sales approach to all client engagements – Using the GTS Sales Process, 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 situationsDevelop and drive sales pipeline - Identify new prospects, create sales proposals, and lead required sales pitches to win new business. Actively manage the sales pipeline to reflect current best estimates of product solution components, time to mandate & implement, and opportunity valuesActively engage trade finance clients - Continuously engage clients on their utilization of DBS trade limits and revenue realization to sustain the Bank’s trade franchiseCollaborate with peers across the GTS network to secure new regional clients - Collaborate with sales managers and other business partners and stakeholders across the GTS franchise offshore to provide in-country engagement to acquire regional mandatesDigital Advisory - Lead / participate in Client journeys and drive digital engagement across the GTS franchise to support clients’ digital agendasProvide 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 requirementsBe 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 into assigned clients, as well as the evolving regulatory landscapeControl Risk - Comply consistently with Group and Business Unit risk and control standardsRequirements:At least 10 years of relevant experience, with demonstrable success of providing solutions to Asian, European and US headquartered TMT clientsEducation / Preferred Qualifications – University-level bachelor’s degree, preferably having majored in either Business Management/Economics/Finance or Computer Science or related Digital 4.0 disciplineCertifications - Cert ICM or ACT (preferred); FCI certification for International Factoring (preferred) Knowledge and SkillsStrong 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 in the TMT SectorDemonstrated ability to perform within a matrix organization and regional multi-country franchiseEstablished track record of delivering strong revenue growth derived from local & cross border cash & trade solutions Credit experience/knowledge (preferred)Ability to influence and impact outcomesStrong team player with good communication and interpersonal skills Strong communication skills, both written and verbalAbility 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 supervisionStrong strategic mindset with proven analytical skillsApply NowWe offer a competitive salary and benefits package and the professional advantages of a dynamic environment that supports your development and recognises your achievements.

About Company

DBS is a leading financial services group in Asia, with over 280 branches across 18 markets. Headquartered and listed in Singapore, DBS has a growing presence in the three key Asian axes of growth: Greater China, Southeast Asia and South Asia. The banks AA- and Aa1 credit ratings are among the highest in the world.
DBS is at the forefront of leveraging digital technology to shape the future of banking, and has been named “World’s Best Digital Bank” by Euromoney in 2016 and 2018. The bank has also been recognised for its leadership in the region, having been named “Asia’s Best Bank” by several publications including The Banker, Global Finance, IFR Asia and Euromoney since 2012. In addition, the bank has been named “Safest Bank in Asia” by Global Finance for nine consecutive years from 2009 to 2017.
DBS provides a full range of services in consumer, SME and corporate banking. As a bank born and bred in Asia, DBS understands the intricacies of doing business in the region’s most dynamic markets. DBS is committed to building lasting relationships with customers, and positively impacting communities through supporting social enterprises, as it banks the Asian way. It has also established a SGD 50 million foundation to strengthen its corporate social responsibility efforts in Singapore and across Asia.
With its extensive network of operations in Asia and emphasis on engaging and empowering its staff, DBS presents exciting career opportunities. The bank acknowledges the passion, commitment and can-do spirit in all of its 26,000 staff, representing over 40 nationalities.

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