Cash Sales Head

United Overseas Bank · Ho Chi Minh City

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About UOB

United Overseas Bank Limited (UOB) is a leading bank in Asia with a global network of more than 500 branches and offices in 19 countries and territories in Asia Pacific, Europe and North America. In Asia, we operate through our head office in Singapore and banking subsidiaries in China, Indonesia, Malaysia and Thailand, as well as branches and offices. Our history spans more than 80 years. Over this time, we have been guided by our values – Honorable, Enterprising, United and Committed. This means we always strive to do what is right, build for the future, work as one team and pursue long-term success. It is how we work, consistently, be it towards the company, our colleagues or our customers.

Job Description

About the Department

The Wholesale Banking function operates a dynamic business model that provides financial services and solutions to help our clients achieve their strategic business objectives. Our mission is to become the premier-provider of banking services and solutions for Asia-based commercial banking companies (small medium enterprises), large corporations, financial institutions as well as multinational corporations. Our coverage teams work in full alignment with specialised teams across Transaction Banking, Investment Banking, Global Markets and Group Retail to deliver seamless solutions to our clients.

Overview of the Role

• The Cash Management Sales role focuses on executing & delivering cash management sales strategies
• Performing the role of a Sales Originator as well as leading Cash Sale Team

Job Responsibilities

The Cash Management Sales role focuses on executing & delivering cash management sales strategies.

Performing the role of a Sales Originator, you will take a lead role to:

• Identify potential and targeted Customers (working with RMs, SSG and Regional Cash Management Sales covering the Customer Corporate HQs). 
• Provide advisory/solutions to Potential Corporate Customers on how UOB can support and be their cash management bank provider in the regional countries according to their regional requirements.  Potential regional solutions could include:

1. Providing in-country cash management solutions to meet Corporate’s operating requirements in country, and/or

2. Overlaying with regional propositions (e.g. providing regional visibility and/or control to HQ, enhancing efficiencies and controls with Shared Services Centres, regional/global liquidity management solution, etc.).

• Formulate cash management solutions according to UOB’s strength and capabilities (working closely with cash management product managers, and/or regional cash management sales managers at the group level in UOB HQ).
• Clearly articulate UOB’s solutions and strengths to senior management & decision makers of the Potential Corporate Customers.
• Provide sales leadership and plan to close/win opportunities/pipelines.
• Meet/exceed revenue targets and key performance indicators assigned to you (comprising of: open & mandated pipelines, portfolio growth, incremental balances and transaction volumes from new deals, Customer calling, initiatives).

You will need to have and apply up-to-date industry/market knowledge of ‘best-in-class’ liquidity, treasury and finance operations techniques that will support our corporate customers as they grow geographically outside of their home-country. 

You will maintain close relationship with existing and target customers and develop a deep understanding of the customers’ business and banking requirements. You will collaborate with Relationship Managers/Sector Solution/Cash Management Sales with respect to sales related activities such as joint sales call, account planning/wallet sizing and sales planning

As leading team, you will drive the Cash Management Sales agenda with respect to delivering solutions to our target including:

• To formulate and execute Cash Management strategies, with guidance from Country Head TB and Group Head of Cash Management & Regional Sales. Also manage Cash Sales team members’ performance to achieve the team target, including Cash Sales of CBK/ CMB/ FIG and Cash Implementation.
• Identify potential and targeted Customers (working with RMs and Regional Cash Management Sales). 
• To formulate and articulate cash management solutions to Potential Corporate Customers.
• To own the end-to-end cash management sales process from opportunity identification, designing and positioning the solutions to clients, winning the sales mandate, documentation and implementation of the deal.
• To take the lead in responding to all Requests for Information (RFIs) / Requests for Proposals (RFPs) for Cash Management services.  In this respect you will coordinate with all key internal stakeholders in formulating responses / designing solutions that are both critical and/or pertinent to the RFIs and RFPs.
• To lead deal origination and collaborate with Relationship Managers/Cash Management Product Managers by providing product advisory, designing of solutions and winning cash management mandates/deals
• To achieve or exceed revenue, operating contribution targets and key performance indicator targets.
• To participate actively in pipeline reviews with the objective of tracking sales activities, provide deals status updates, escalating issues, sharing successes (with objective of replication of success) and lessons learnt.
• To collaborate closely with Relationship Managers on joint sales call, account planning/ wallet sizing, sales strategy/plan.
• To actively participate and support marketing & branding activities such as product forums, client events and Media Publication Awards especially with respect to winning awards.
• To ensure that you adhere to compliance and regulatory policies / guidelines and Our Bank’s Organizational and Human Resources Policies / guidelines.
• To professionally complete ad-hoc assignments and tasks assigned by your immediate superior and/or by the GTB Management Team. 

Job Requirements

• Holder of a University Degree from a recognized University
• 15+ years of transaction banking experience in sales and/or product management position focusing on Cash Management.  Experience in regional cash management solutions is preferred. 5++ years’ experience as a team lead role.
• Conversant in cash management and liquidity management solutions, both at the domestic and regional level.
• Good working knowledge of cash management practices in the region, and ability to articulate value propositions from a working capital perspective.
• Possess working knowledge of electronic banking delivery, Host-to-Host solutions, ERP, Treasury Management Systems and SWIFT. 
• Good understanding of BASEL III regulations and implications on liquidity and transaction banking solutions.
• Good interpersonal and communication skills, with strong negotiation and problem solving skills
• Excellent command of written and spoken English and possession of good presentation skills.
• Must be highly motivated and possess good initiative.  Must be a good team player with strong collaborative skills.
• Regional travelling is expected.

Additional Requirements

Be a Part of the UOB Family

UOB is an equal opportunity employer. UOB does not discriminate on the basis of a candidate's age, race, gender, color, religion, sexual orientation, physical or mental disability, or other non-merit factors. All employment decisions at UOB are based on business needs, job requirements and qualifications. If you require any assistance or accommodations to be made for the recruitment process, please inform us when you submit your online application.

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