Senior Associate Assistant Vice President Financial Institutions Cash And Trade Sales And Client Management Global Transaction Banking

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.

In Cash & Trade, you will be part of the product management team that provides seamless and cost-effective solutions to customers. Whether it is through conducting market research, or by enhancing a product or system's features to meet customers' needs, you will have every opportunity to shape the business. You will also be exposed to a myriad of Trade and Cash Management products through various marketing campaigns and joint visits with our relationship managers.

Job Purpose:

DBS is seeking a highly motivated and experienced professional for a Financial Institutions Sales and Client Management role. The successful candidate will be responsible for originating new sales opportunities and managing existing client relationships within the Financial Institutions Group (FIG) segment, with a particular focus on brokers, exchanges, and clearing corporations. This role requires a deep understanding of the financial market ecosystem, strong sales acumen, and the ability to provide strategic advisory to institutional clients. The role will report directly to the India Head – Securities & Fiduciary Services and Financial Institutions –Sales and Client Management.

Job Responsibilities:

Client Relationship Management:

Cultivate and maintain strong relationships with a portfolio of financial institutions, including broker-dealers, securities exchanges, and clearing corporations.

Act as a trusted partner, providing proactive transaction advisory and support to key clients.

Defend and grow existing wallet share by identifying and capitalizing on upsell and cross-sell opportunities within the client portfolio.

Work closely with IBG coverage teams and other Product Sales specialists to understand client needs and deliver tailored solutions.

Manage and strengthen strategic client relationships, ensuring high levels of client satisfaction

Roles and Responsibilities:

Drive origination and closure of Cash Management and Trade services sales opportunities.

Assess and qualify new business opportunities by conducting discovery processes to identify customer requirements.

Present comprehensive structured solutions, negotiate effectively to achieve successful outcome.

Focus on new-to-bank and new-to-product opportunities while also expanding offerings to existing clients where strategic importance or growth potential exists.

Contribute to the Group's balanced scorecard, with a strong emphasis on revenue generation and key financial drivers.

Market and Product Expertise:

Demonstrate a thorough understanding of the broker segment, including various types of brokers (e.g., equity, commodity, foreign exchange, money market, futures, options) and their operational needs.

Possess in-depth knowledge of exchanges (e.g., NSE, BSE, MCX), and clearing corporations (eg. NCL, ICCL, MCXCCL) and their marketplace for listing, trading, and clearing activities.

Understand the operations of clearing corporations and their role in clearing and settlement processes, including exchange-cleared futures and options.

Stay abreast of industry trends, regulatory changes, and competitive landscape within the financial markets to identify new business opportunities and risks.

Be familiar with various financial products, including equities, bonds, futures, options, foreign exchange, money market instruments, and derivatives across different asset classes.

Familiarity with wholesale clearing & settlement solutions and emerging regulatory changes and change in customer behaviour is a plus.

Collaboration and Internal stakeholder management:

Collaborate effectively with GTS Client Management and GTS Implementation teams to ensure seamless transition and delivery of transaction services to clients.

Liaise with various internal departments (e.g., product development, risk, legal, compliance) to ensure comprehensive and compliant client solutions.

Work within the established sales practice management framework, aligning with IBG segment strategies (e.g., Large Corporates, FIG).

Experience:

Minimum 5 years in Financial Institutional Sales & Client Management across Cash and Trade business

Education / Preferred Qualifications

An MBA or CA with 10-12 years of experience in banking sector.

Work Relationship

IBG / relationship, Product, Operations Team, Marketing, Finance & Controls, Systems and other branch sections

DBS India - Culture & Behaviors

• Drive Performance Through Value Based Propositions
• Ensure Customer Focus by Delighting Customers & Reduce Complaints
• Build Pride and Passion to Protect, Maintain and Enhance DBS’ Reputation
• Enhance Knowledge Base, Build Skill Sets & Develop Competencies
• Invest in Team Bu
• ilding & Motivation through Ideation & Innovation
• Execute at Speed While Maintaining Error Free Operations
• Develop a Passion for Performance to Grow Talent Pool
• Maintain the Highest Standards of Honesty and Integrity