Executive Director - Alternate Solutions Group

We’re building a relationship-oriented bank for the modern world. We need talented, passionate professionals who are dedicated to doing what’s right for our clients.

At CIBC, we embrace your strengths and your ambitions, so you are empowered at work. Our team members have what they need to make a meaningful impact and are truly valued for who they are and what they contribute.

To learn more about CIBC, please visit CIBC.com

Job Description

CIBC (TSX, NYSE: CM), is a leading global financial institution with a reputation as a strong, reliable banking partner focused on delivering customized products and services built on innovative thinking and leading technology.

The Capital Markets arm of CIBC provides integrated capital markets products, investment banking advisory services, corporate lending and top-ranked research to corporate, government, institutional and retail clients around the world. Our goal is to be the leading Capital Markets franchise and relationship bank for key clients globally. CIBC Capital Markets consists of three lines of business; Global Markets, Global Investment Banking and Corporate Banking.

Within CIBC Global Markets, the Alternate Solutions Group (ASG) was launched in 2013 with a mandate to develop innovative and creative technology-driven capital markets solutions. This group is an unconventional capital markets organization that combines the innovative spirit and agility of a FinTech startup with the financial strength and strong governance protocol of a major financial institution. ASG has been recognized as a global leader in providing disruptive technological capital markets solutions in several product areas including Cross Border Payments, Dynamic Currency Conversion, Multi-currency pre-paid cards, Foreign Cash & Precious Metals Online and white labeling thereof. ASG’s client base stretches from some of the largest banks in the world, to corporates to CIBC’s retail clients.

We are hiring a senior sales leader for our cross-border transaction business, which includes value-added services like  Dynamic Currency Conversion (DCC) – a  product offering within the ASG team.  DCC is a service that enables foreign cardholders to pay for their purchases in their home currency. This optional service provides foreign cardholders with the transparency of knowing exactly how much they will be debited. Since its inception, the DCC product team has built partnerships with 40+ financial institutions to enable this white label solution across ATMs, Point of Sale (POS) devices and eCommerce channels across the world.

The successful candidate will be responsible for Sales & Distribution in the APAC region, with a strong focus on Southeast Asia (Singapore, Philippines, Thailand, Vietnam, Malaysia, Indonesia, etc.) and a deep understanding of the product, cross-border payments and will be accountable for new client acquisition and deepening existing partnerships though cross-selling. Strong technical ability and a deep understanding of the cross-border payments ecosystem, including credit and debit card transactions is a must.

You’ll hold revenue responsibility, engage with product partners, manage internal stakeholders, and oversee client relationship management and client acquisition.

At CIBC we enable the work environment most optimal for you to thrive in your role. To successfully perform the work, you’ll be on-site full-time. 

How You’ll Succeed

We are looking for high-energy individuals with an entrepreneurial and self-starter spirit, who will help us build our DCC business. You will operate in a fast-paced environment as part of a dynamic, hardworking, execution-focused product team. Your key mandates will be new client acquisition, client relationship management, and building & managing high performing teams, defining an efficient and resilient operating model while managing risk. Travel and time away from the office will be required based on business needs.

Client Growth/Client Acquisition & Strategic Relationship Development

• Develop a consultative selling approach by deepening client relationships, anticipating their business needs and delivering for them as a trusted advisor; resulting in new client acquisition
• Additionally, you will manage existing client relationships and collaborate closely with strategic internal and external partners to generate leads and identify cross-sell opportunities, leveraging your proven track record of developing and executing targeted client strategies that drive significant revenue growth.

Advancing Sales Pipeline

• Further our mandate of new client acquisition by engaging prospects, pitching our product, originating deals, leading implementation projects, and managing production
• Work closely with the sales team to support sales cycle through the completion of client-facing presentations, analysis, and ad-hoc product expertise

Collaborating within Cross-Functional Teams

• Build effective internal and external relationships with stakeholders including sales, delivery, technology, compliance, card networks (e.g. Visa & Mastercard), etc. to successfully execute on initiatives and bring new clients, capabilities and initiatives to market

Client Contracting & On-Boarding

• You’ll be responsible for contracting and on-boarding new ASG clients within our global footprint, requiring a strong partnership with internal infrastructure groups. Additionally, you will manage all client-facing conversations and materials, including complex RFP documents, pitchbooks, presentation decks, brochures, and digital media to support new client acquisition.

Strategic Innovation and Collaboration

• You will conduct comprehensive research and create executive-level presentations to identify and analyze business trends and opportunities that support ASG’s long-term growth strategy. Additionally, you will work closely with infrastructure groups, including global product teams, legal, marketing, technology, risk, and compliance, to expand product growth and capabilities.

Deep Understanding of Payments

• The successful candidate will be knowledgeable in cross-border payments with an emphasis on credit and debit card transactions, including foreign exchange, acquiring, settlement, etc.

Business planning and management

• Meet performance/revenue targets in support of the overall ASG plan

• Support in the development of ASG’s short and long-term business strategies and plans to enable ASG to deliver on its mandate, goals and objectives

• Regularly monitor business performance and market trends to provide value-add information to clients

• Ensure all regulatory, business and financial reporting completed on time and with accuracy

Who You Are

• ·         You have an Undergraduate University degree in Business, Commerce, Finance, Computer Science, Engineering, Math, or a related field.

• You can demonstrate 7-10 years of experience in sales within the financial services industry (specifically in payments), with a proven track record of identifying solutions for business clients and successfully growing new businesses through new client acquisition, resulting in measurable revenue attribution.

• You are goal-driven, motivated by the desire to build a thriving new business, in a fast-paced and competitive environment, with aggressive targets

• You can demonstrate experience or strong knowledge of foreign exchange and payments. An understanding of the FinTech industry and disruptive technologies with a focus on foreign exchange and payments is a requirement. Deep understanding of credit and debit card processing is a strong asset.

• You can demonstrate knowledge of Capital Markets and Financial Technology (FinTech) sector acquired through University degree and industry experience. Post graduate degree is considered an asset.  

• You act like an owner. You thrive working as part of a results-oriented team and motivated by exceeding revenue goals and striving to make a positive impact across the business. You push the status quo and brings actionable ideas to grow the business.

• You know that details matter. You know how to  multi-task in a fluid environment while maintaining focus. Ability to work and resolve issues independently (both from a client and internal perspective).

• You’re motivated by collective success. You showcase strong interpersonal and selling skills as a collaborative team player. You have the ability to rapidly acquire knowledge, demonstrating competence and adding value to transactions and client relationships. Approachable and regarded as a trusted partner, you are eager to assist in all facets of the business.

• You give meaning to data. You possess strong analytical and intellectual capabilities, enabling you to derive meaningful insights from data and effectively solve complex issues. You have a proven ability to draft comprehensive proposals utilizing advanced functions in PowerPoint, Excel, and Word.

• You’re an effective communicator. You possess exceptional communication and presentation skills, enabling you to excel in large client presentations, one-on-one meetings, and cold calls. You are adept at influencing decisions through effective communication with internal stakeholders. Comfortable presenting analyses and recommendations to senior, you also excel at creating professional client-facing materials, including RFPs, pitchbooks, and presentation decks using Microsoft PowerPoint.

• You’re goal orientated. You demonstrate exceptional time management skills with the ability to quickly prioritize tasks and focus on strategically important objectives. Your strong organizational skills enable you to effectively manage multiple responsibilities while maintaining a clear vision of your goals. Additionally, you possess a proactive mindset, resilience in the face of challenges, and a commitment to continuous improvement, ensuring that you consistently meet and exceed targets.

• You’re fluent in English and one of the following (Indonesian, Malay, Thai, Vietnamese) is considered an asset

• Values matter to you. You bring your real self to work and you live our values - trust, teamwork, and accountability.

• Work From Office: this role requires 5 days work from the office

• Travel: Please note that this role requires extensive travel in region (35%-50%)

What you need to know

• CIBC is committed to creating an inclusive environment where all team members and clients feel like they belong. We seek applicants with a wide range of abilities and we provide an accessible candidate experience. If you need accommodation, please contact [email protected]
• You need to be legally eligible to work at the location(s) specified above and, where applicable, must have a valid work or study permit

Job Location

One Raffles Place Twr 2 #12-61

Employment Type

Regular

Weekly Hours

40

Skills

Analytical Thinking, Consultative Selling, Customer Engagement, Financial Modeling, Global Market, Investments, Leadership, Market Trading, Process Improvements, Relationship Building, Relationship Management, Researching, Solution Strategies