VP/SVP, Financial Institution Sales & Solutioning Manager (Institutional Investors), Global Transactions Services, Institutional Banking Group

DBS · Singapore

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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.  

Role Overview

This role will provide institutional investor customers with a full range of banking products and services, including cash management solutions, deposits, liquidity solutions, transactional foreign exchange, and Custody & Securities Services offerings. Through our continued commitment, DBS has cultivated long-standing relationships with its customers in the region that are based on relationship management, service differentiation, product development, and rigorous risk and control standards.

This position is within the Global Transaction Services, Financial Institutions Sales & Solutioning team, covering a portfolio of Institutional Investors in Singapore, , including broker dealers, private equities, public mutual funds and alternative funds.

Responsibilities

• The successful candidate will be assigned a portfolio of Institutional Investor clients and will be responsible for growing this segment.
• Deepen wallet share of the existing client portfolio and develop new client relationships based on target market criteria and a selective due diligence process.
• Responsible for achieving revenue targets for the assigned portfolio. Drive regional sales through close collaboration with in-country FISS.
• Perform client visits and calls regularly with the aim of closing deals offered by GTS (Cash & Custody), transaction FX, and other banking solutions in accordance with clients' needs.
• Take ownership of end-to-end delivery to meet client requirements.
• Develop a comprehensive understanding of clients' operating models, treasury, investment, and servicing needs, and maintain good knowledge of the Bank's products by working closely with internal stakeholders, including Coverage, Product, Operations, Technology, and Compliance teams.
• Responsible for minimizing operational, legal, and compliance risks within the assigned portfolio.
• Participate in ideation and execution of strategic initiatives to bring new solutions and capabilities to better serve Institutional Investor clients.
• Collaboratively interact with business partners and stakeholders including FI Relationship Management, Global Financial Markets, Product Management, Operations, Technology, and Delivery teams to design and implement solutions that increase wallet share for assigned clients and new-to-bank prospects.
• Continuously engage clients to keep abreast of their evolving business priorities, treasury management practices, and servicing requirements, and proactively position existing and emerging capabilities to address clients' changing needs.
• Maintain a strong understanding of the regulatory and compliance landscape affecting Institutional Investors and the capabilities that can be supported.

Requirements

• At least 10 years' relevant experience in Financial Institutions Sales, Transaction Banking, Securities Services, Custody, or Institutional Client Coverage.
• Good knowledge of the Institutional Investor ecosystem, including broker dealers, private equities, public mutual funds and alternative funds.
• Strong understanding of transaction banking products, including cash management, liquidity solutions, deposits, transactional FX, custody, and securities services.
• Strong sense of ownership.
• Results-oriented.
• Open-minded but anchored with professional integrity.
• Outgoing with excellent communication and interpersonal skills.
• Strong driver and collaborator.
• Resourceful individual with the ability to partner across teams to deliver solutions for Institutional Investor clients.
• Up-to-date with industry developments, market trends, and regulatory changes impacting the Institutional Investor segment.
• Demonstrated ability to perform within a matrix organization and regional multi-country franchise.
• Strong knowledge of MS Excel, PowerPoint, and ability to develop effective marketing materials for client meetings, RFPs, and pitches.
• Ability to influence and impact outcomes.
• Strong team player with excellent interpersonal skills.
• Strong communication skills, both written and verbal.
• Ability to handle a multi-tasking environment, meet deadlines, and work with a wide range of sensitive and confidential issues.
• Ability to take initiative, work independently, and accomplish tasks with minimal supervision.
• Strong strategic mindset with proven analytical skills.

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