AVP – Financial Institutions Sales & Solutioning - Global Transaction Services, Institutional Banking Group

Business Function

Global Transaction Services (GTS) is a product division within DBS’ Institutional Banking Group (IBG). GTS is focused on the development and deployment of Cash Management (including collections, payments, liquidity management and transactional FX solutions), Documentary and Open Account Trade Finance, and Securities & Fiduciary products to the Bank’s IBG client base. GTS aspires to be recognized by clients and competitors as one of the top providers in DBS’ key markets, gaining market share through an ongoing process of efficiently matching clients’ changing business requirements with established and emerging product capabilities, and seamlessly onboarding clients onto these services. In GTS Securities & Fiduciary Services, Client Management & Implementation, you will be part of a team that provides sales and services to financial institutions and government linked corporations.

Leveraging on DBS’ established presence across Asia, this role involves identifying new opportunities, developing tailored solutions for insurance segments, and managing key relationships to expand DBS's market share in Global Transaction Services. The successful candidate will leverage their deep understanding and relationships of these segments, transaction banking, regulatory requirements, and digital solutions to deliver exceptional value to our insurance clients and contribute to the bank’s strategic objectives, with a focus on digital, sustainability, and Asia connectivity.

This role is a sales manager selling to insurance and public sector institutions with a full range of banking products and services, including cash management services, documentary trade (BG / SBLC) and cross-sell into custody services (both traditional & digital assets). Through our continued commitment, DBS has cultivated long-standing relationships with its customers in the region that are based on account relationship management, service differentiation, product development, and rigorous risk and control standards. This position is within the Global Transaction Service, Financial Institutions Sales & Solutioning (FISS) team, covering a portfolio of institutional investors and public sector institutions across DBS’ core markets.

Responsibilities:

• The successful candidate will own and cultivate select relationships with clients in the Financial Institutions Group (FIG) and Government Linked Corporation (GLC) segment, with a focus in insurance and ministries of agencies of government clients.   
• In addition to owning accounts, the successful candidate is required to provide back-up support to senior FISS sales managers.
• Drive cash and trade business, and where appropriate, cross sell securities services to deliver revenue targets and related KPIs in support of the overall GTS revenue plan and business objectives.
• Together with senior FISS sales managers, , assist in coordinating account plans and RFP regionally. The successful candidate is also expected to be independent, using the available resources to analyse statistics to help grow regional strategies within Insurance portfolio.
• Manage transactions through the entire sales life-cycle including developing pitch materials, presenting to clients, executing mandate documentation, deal implementation, customer success, further wallet penetration and network selling and defend of client liabilities.
• Track, drive and develop deal pipelines – work with IBG Sector/Segment coverage to continuously build a comprehensive pipeline of client mandates.
• Develop a comprehensive understanding of clients’ needs and good knowledge of our Bank’s products by working closely with internal stakeholders, such as the coverage team, product, operations, technology, and compliance teams in providing suitable banking solutions to our clients.

• Take ownership to drive system integration and deal implementation for bank led / client led initiatives..
• Keep abreast of tenders published in GeBiz, industry developments and announcements related to the public sectors.
• Comply consistently with Group and Business Unit risk and control standards.

Requirements:

• Minimum of 5 to 8 years of experience in transaction banking and / or corporate banking coverage, with a focus on institutional investors, preferably insurance segment.
• Recognised Degree qualification in Economics/Business/Finance/Engineering, or relevant discipline.
• Relevant financial certifications (e.g., CMFAS in Singapore, or equivalent local certifications for advisory and sales of investment/insurance products) are preferred.
• Resourceful individual who can demonstrate a strategic mindset to help with market analysis.
• Understanding of cash management (e.g. liquidity management, payments, receivables), trade finance (e.g., LCs, guarantees) products and services, as well as securities services, and transactional foreign exchange.
• Strong team player with excellent interpersonal skills.
• Strong knowledge of MS Excel, PowerPoint, and ability to develop effective marketing materials for client meetings/RFPs/pitches/etc.
• 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 a task with little supervision.

Location:

DBS Asia Central

Job:

Product Sales

Schedule:

Regular

Employee Status:

Full time