RM, Institutional Liabilities

Business Function

Small and medium-sized enterprises (SMEs) play a critical role in the economic growth and employment creation of any economy. As an Asia banking specialist with a strong SME banking franchise, our Institutional Banking Group - Enterprise Banking (EB) is committed to supporting SMEs in their growth domestically and in their regional expansion. Backed by a team of product specialists, we are well-positioned to deliver a whole suite of enterprising solutions to support local enterprises at each stage of their business life cycle. Our financial products and services range from cash management services to loan facilities, trade financing, business risk protection instruments and capital market instruments.

Job Purpose

To drive and deliver exceptional business performance to grow the liabilities portfolio (operating accounts, term deposits and structured transaction banking sales including electronic banking sales), through the provision of efficient business management and achievement of operational rigour excellence in all DBS branches with multiple customer categories. To identify & implement effective strategies for achieving the IBG4 budget

Key Accountabilities

• Accountable for achieving monthly & annual sales targets, as agreed. Ensure proper implementation & execution of relationship management strategies. Ensure proper sales spread between products. Aim to balance NTB (New to Bank customers) with increase penetration of existing customers to deepen the wallet share.

• Monitoring of progress towards achieving targets is done on a weekly basis. Agree targets and take accountability for the overall achievement of Cash Management, Trade and Foreign Exchange services.

• Objectives for the branch in terms of
o Customer Experience, Sales Growth & Income Contribution.
o Costs performance, Employee Satisfaction, Risk and rigour management.

• Provide clear direction on business objectives, translating and prioritizing into business performance measures. Ensure balance between NTB (New To Bank) customer acquisition & penetration of existing customers. Grow liabilities portfolio to deliver float balances, term deposit balances, income on trade and forex services. Focus on identifying cross-sell opportunities for other products from within the liabilities portfolio.

• Drive and deliver a radical improvement in customer service in the local market through dynamic service leadership and the implementation of customer service strategy. Define progressively higher service standards for each branch aligning to DBS standards. Ensure reduction of complaints & error rates.



Job Duties & Responsibilities


• Working with the Branch Heads to achieve sales & service through in-branch business development activities, and providing feedback to the team.
• Working with the team to achieve sales & service through in-branch business development activities.
• Ensure that branch staff own and manage customer queries and complaints by taking ownership and resolving in a timely manner. Act as the escalation point for their unresolved queries and complaints.
• Brief staff on promotional and product launches; provide regular feedback on sales performance to the central team.
• Establish relationships with key clients or business influencers in the local area, including doing some client entertainment within overall annual budget limits.
• Support product specialists and the direct sales team in marketing of group schemes and other corporate products to local businesses.
• Ensure compliance with operations risk and rigour requirements e.g. Health & Safety standards, security of premises, KYC and anti-money laundering measures.
• Establish DBS Bank as a cash management provider in India. Undertake frequent competitor analysis so that DBS product suite is in line with (or ahead of) competing banks. These updates to be shared with the Head SME and Product teams at regular intervals. Also identify local promotional activities which will help reinforce the DBS brand.
• Keep attuned to the current economic and financial markets so as to be current and proficient in attending to customers’ queries.
• Work hand in hand with other business units to ensure that objectives of the team are met and there is team harmony and unity.


Required Experience

• Overall 5-7 years of experience in sales
• 3 - 4 years of sales experience in business banking and/or cash management.
• Proven sales track record in Liabilities or Cash Management
• Knowledge of competitors and market place
• Market knowledge and experience in the Mid market / SME segment, with reference to customer preferences and requirement would be preferable.



Education / Preferred Qualifications

An MBA or CA with relevant number of years of experience in banking and specifically in cash management is preferable.

Core Competencies

• Good written and verbal communication skills
• Excellent listening skills, with an inquisitive mind
• Strong ability to influence
• Self-drive and highly ambitious
• Good problem solving, planning & organizing skills.
• Results-orientated & the ability to handle pressure
• Relationship building & management skills
• Understanding of competitive positioning
• Strong customer orientation & Focused on the brand
• Creative with Attention to detail & Tenacious
• Stakeholder management skills
• Comfortable with tight deadlines

Technical Competencies

• Sound understanding of cash management products and associated technology platforms and operational procedures
• Understanding of regulatory guidelines on banking policies issued by MAS and RBI (local regulations in India) and local laws and regulations that impact businesses in general. Understanding of KYC requirements & Anti-money Laundering Policies are critical.
• Knowledge of financial markets, products & competitor offerings to assist in meaningful dialogue with clients

Work Relationship

• Visiting clients & customers along with team for support.
• Close interaction with Branch managers to ensure consistent delivery of sales targets. Escalation to HR for poor performers & rewards to high performers.
• Close interaction with product teams to ensure suitable product development & training
• Establish strong relationship with partners & other third party providers
• Possess good working relationship service partners in the bank such as Product Mgt, Operations, Finance, Legal etc, so as to ensure seamless delivery of products to clients

Primary Location

: India-Uttar Pradesh-Noida

Job

: Relationship Management

Schedule

: Regular

Employee Status

:

Full-time

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