Institutional Cash & Trade Senior Client Sales Manager - Director

Details of the Division and Team

Institutional Cash & Trade (ICT) is a global business with dedicated regional teams responsible for originating and facilitating cash management and trade finance transactions for financial institution clients. We are looking for an experienced ICT Senior Client Sales Manager (CSM) to join the Hong Kong team.

The CSM will manage a portfolio of institutional clients, including banks and non-bank financial institutions, and will act as the Accountable Client Owner (ACO) for the assigned relationships. Working closely with the Sales Lead, Product Management, Customer Service and other internal partners, the CSM will be responsible for strengthening senior client relationships, identifying new business opportunities and delivering sustainable revenue growth across the full range of ICT products.

The role also includes responsibility for originating and facilitating letters of credit, trade-related guarantees and other trade finance transactions across Deutsche Bank's global network. The CSM will ensure that all client relationships are managed in line with Deutsche Bank's Know-Your-Customer requirements and applicable financial and non-financial risk standards.

What we will offer you:

A healthy, engaged and well-supported workforce is better equipped to do their best work and, more importantly, enjoy their lives inside and outside the workplace. That’s why we are committed to providing an environment with your development and wellbeing at its center.

You can expect:

• Competitive Salary and non-contributory pension                                       

• 25 days annual leave plus generous number of public holidays

• Life Assurance and Private Healthcare for you and your family                  

• A range of flexible benefits including retail discounts, gym benefits, wellbeing incentives                                                                          

• The opportunity to support a wide ranging CSR program plus take volunteering leave days

Your key responsibilities

• Take responsibility for selling the full range of Cash Management and Trade Finance products to financial institutions in Hong Kong. The product range includes payments, liquidity management, transactional FX and electronic banking solutions, as well as letters of credit, guarantees, standby letters of credit, collections, FI financing, FI loans, trade reimbursement services and structured short-term trade finance

• Deliver the agreed sales and revenue objectives for the assigned client portfolio and maintain high standards of client coverage and service

• Act as Accountable Client Owner for the assigned relationships and build strong, senior-level relationships with key client stakeholders

• Work with the Sales Lead to execute the market and client strategy, acquire new clients and develop new business opportunities

• Analyse payment and trade flows, client activity and internal management information to identify opportunities and convert them into a sustainable sales pipeline and revenues

• Lead the preparation and delivery of relevant client proposals, responses to RFPs and RFIs, and other important client communications

• Take accountability for the KYC reviews of assigned clients and the onboarding of new clients, working closely with the relevant internal functions

• Work with Product Management to develop appropriate and innovative client solutions

• Obtain approval from the Regional or Country Head and Market Management for pricing or product conditions outside standard parameters, based on a clear business rationale

• Maintain an effective dialogue with Credit Risk Management on credit lines for financial institutions, Deutsche Bank's credit appetite and applicable country limits

• Ensure that all sales activities comply with applicable legal and regulatory requirements, Deutsche Bank policies and relevant financial and non-financial risk standards

• Fulfil all applicable supervisory responsibilities under Deutsche Bank Group, US, EU and local supervision policies and Written Supervisory Procedures

• Drive collaboration and cross-selling across Deutsche Bank, including with TFAS, CCM, FIC, Corporate Coverage and other relevant internal stakeholders

• Represent ICT at relevant client events, product presentations, roadshows and industry seminars

• Lead and manage assigned team members, including setting clear objectives, providing regular feedback and supporting their professional development

• Provide direction and guidance to the team and ensure effective delivery against business, client and control priorities

• Promote strong collaboration within the Hong Kong team and across regional and global ICT teams

• Act as a senior representative of ICT when engaging with internal and external stakeholders

• Maintain an inclusive, high-performing team culture based on accountability, collaboration and effective communication

Your skills and experience

• More than ten years of relevant experience in correspondent banking, cash management or trade finance, preferably including experience at a major European, US or international financial institution

• Strong product knowledge across cash management services, including USD, EUR, GBP and multicurrency clearing, payment services, liquidity management and transactional FX

• Strong understanding of trade finance products, including letters of credit, guarantees, standby letters of credit, collections, FI financing, forfaiting, FI loans, trade reimbursement services and structured short-term trade finance

• Proven track record in a client-facing sales role covering cash management and trade finance solutions for financial institutions

• Demonstrated ability to manage and develop senior client relationships and identify new revenue opportunities

• Strong commercial judgement, negotiation skills and ability to convert client needs into appropriate solutions

• Solid understanding of the relevant compliance, financial, non-financial and business risks in the region

• Ability to communicate Deutsche Bank's and ICT's business strategy, risk appetite and relevant policies

• Experience in leading and developing team members

• Willingness and ability to travel regularly to meet clients

• Native-level Cantonese and Mandarin, with fluency in written and spoken English

• Relevant experience in Transaction Banking, particularly Cash Management and Trade Finance

• University degree or equivalent qualification

• Strong presentation and communication skills, both written and verbal

• Motivated team player with strong interpersonal skills and a good understanding of different cultures

• Ability to communicate effectively with stakeholders at different levels of seniority, both internally and externally

• Commercial, creative and solution-oriented working style

• Strong client focus, combined with integrity and discipline in managing financial, non-financial and reputational risks

• Good working knowledge of Microsoft Office, particularly Excel, Word and PowerPoint

• Proven ability to leverage AI tools to enhance productivity, optimize workflows to solve business problems, while applying critical judgment to ensure responsible and ethical use of data and AI outputs

How we’ll support you:        

• Flexible working to assist you balance your personal priorities

• Coaching and support from experts in your team

• A culture of continuous learning to aid progression

• A range of flexible benefits that you can tailor to suit your needs

• Training and development to help you excel in your career

About us and our teams

Deutsche Bank is the leading German bank with strong European roots and a global network. click here to see what we do.

We strive for a culture in which we are empowered to excel together every day. This includes acting responsibly, thinking commercially, taking initiative and working collaboratively.

Together we share and celebrate the successes of our people. Together we are Deutsche Bank Group.

We welcome applications from all people and promote a positive, fair and inclusive work environment.