Key Responsibilities:
Strategy and Planning
- Develop product strategy to drive revenue growth - encompasses regular review with product team, other functional groups incl. Treasury/Funding (they decide our transfer pricing, internal debit & credit interest rates) and Asset Liability Management team.
- Implement KPIs jointly owned by business and these functional groups.
- To establish best practices in sales and implementation processes that are effective, sustainable and practical.
- Undertake special projects as and when requested by Management.
- Drive regular deal reviews with implementation & service with the aim of fast-tracking revenue realization and minimizing deals on hold.
- Drive intra-Asia cross-sell through execution of strategic initiatives at client and/or product level.
- Assist in all Cash Management product commercialization activities.
- Conduct Cash Management market research and analysis.
- To develop marketing collateral in the form of presentations/proposals on both the local and regional front.
- To participate in cash management awards/polls to further brand name and visibility of franchise.
Business Performance and Management
- To manage, develop and grow an assigned/targeted portfolio of Cash and Trade Clients as well as to lead a team of Sales and Implementation managers.
- To front Cash Management regional sales team for deals originating from Singapore.
- To plan, co-ordinate, monitor, and track growth of sales for all transaction banking products.
- To manage a team of Implementation managers - plan, coordinate, & track the implementation deals to ensure deal realisation within agreed timeline.
- Create KPIs and accompanying performance measurement tools (e.g. pipeline & sales dashboards) for Sales and Implementation managers.
- To implement cash management sales plans to ensure that revenue targets are achieved/exceeded as per plans with Coverage Teams;
- To provide feedback and assistance to all areas within transaction banking to ensure that stakeholders are informed of customer needs, trends and market intelligence.
- Demonstrate a strong corporate sales acumen;
- This is done through the demonstration of a robust sales thought process via the following components;
- Situation Assessment;
- Decisiveness;
- Ability to plan, organize and strategize;
- Diligent and thoroughness
People Management
- Create KPIs and accompanying performance measurement tools (e.g. weekly pipeline & monthly sales dashboards) for sales managers. Sales managers are held accountable for monetization of revenues, not just booked / estimated revenue.
- Develop KPI & performance measurement for Implementation team, especially on deal realisation & client experience.
- To participate in various client or Business Unit functions, conduct client surveys and focus groups (if necessary) with the Product Team to ensure product and market intelligence is solicited, and used in a way that enhances the Bank’s competitive position;
- Participate in hiring process of sales and solution manager(s).
Regulatory Compliance
- Develop approval matrix for Operations, implementation & service - for exception handling and other business approvals including but not limited to back-valuation, refunds, pricing approvals, etc.
- Participate in regular reviews especially with Operations to identify and manage/reduce operational risks.
- Participate in audits and ensuring that processes are adhered to by the team.
Requirements:
- Degree holder, preferably in Economics, Finance and Business Administration
- Association of Corporate Treasurers - Certificate in International Cash Management
- At least 12 years of working experience in Cash Management. Experience in product sales and leading a sales/implementation team will be extremely advantageous.
- In-depth knowledge of the market and competition.
