dbs asia hub 2
To manage and sustain and grow a portfolio of Non-Financial Corporate customers both local and MNCs, building long term relationships founded on efficient and reliable support for their business. This is to be achieved particularly through quick risk decisions and managing consistency and quality of operational service. To drive and deliver exceptional business performance where primary objective is to maximize the risk-adjusted portfolio contribution from both new & existing customers while increasing wallet share.
To manage and grow a portfolio of non financial corporates. Manage relationships through constant interaction & account mapping at varied levels in client organizations,
while ensuring a risk-adjusted portfolio contribution.
Determine the products that are most effective in meeting customers needs and be able to sell these at short notice both reactively and proactively. Customize, adapt & develop new products to increase profitability, reduce costs & ease operational bottlenecks.
Implement & execute IBG1/2 business strategy to increase market share & to achieve targets consistent with revenue, ROE & Cost / Income ratio targets. Cross sell other products of the bank including cash, treasury, trade & others. In addition manage the personal accounts of their key individuals.
Ensure the highest customer retention & increase in wallet share by constantly monitoring customer satisfaction levels through detailed MIS & tracking of operations & complaints. Ensure all regulatory reporting & compliances are enforced. Work with the legal team to ensure recoveries & minimize bad debts & NPAs. Also ensure assistance to external & internal audits
Develop the DBS brand in the region. Research different identified & appropriate market segments including analysis of key requirements for each segment. Build and develop a high performing team through embedding performance development and coaching. Create an empowering environment for the team, encouraging individual ownership and initiative. Ensure coaching and feedback in order to achieve their maximum potential. Make reward decisions within set guidelines.
Job Duties & Responsibilities:
Advises and debates how business finances could be structured in the short-term and medium/long term.
Grow the portfolio profitability by identifying new and existing customer potential including sales opportunities and new product promotion initiatives.
Control and quality of the portfolio, using available triggers and adherence to Risk management guidelines and policies.
Formulate business development strategies and objectives to meet changing market needs.
Develop prioritized target list & structured client calling plans in place and formulate client action plans.
Monitor conformance of team using new relationship development procedures.
Monitor results of customer surveys against target service quality standards.
Monitor levels of complaints and quality of handling.
Proactively researches competitive threats/opportunities within the teams market and geographical area.
Ensure that quality proposals are submitted to the credit chain
Communicates all key messages to customers including agreed service standards, negotiated pricing, relationship team contact points (including introductions to new personnel) and new product changes.
Keep customers advised on the expected delivery date for product/credit applications.
Monitors and ensures adherence to risk service standards
Develops and maintains a detailed knowledge of industry sectors within the customer portfolio.
Control and manage the risk profile for the overall Team portfolio.
Manages performance of the team against key financial (risk-adjusted contribution) sales, service and operational targets.
Manage segmentation of the portfolio
Develop Customer Relationship Plans for customers in portfolio.
Overall 7-8 years of experience in corporate banking
Proven track record in the corporate & commercial banking
Sound Understanding of credit proposals
Knowledge of competitors and market place
Education/ Preferred Qualifications:
An MBA or CA with relevant number of years of experience in banking and specifically in corporate banking is preferable.
Strong selling and negotiation skills
Excellent diagnostic skills and rigorous approach to problem solving
Excellent communication skills at all levels
Excellent comprehension skills to understand and interpret industry data and economic trends
Sound financial counseling skills
Strong credit risk analysis skills
Strong formal presentation skills to gain acceptance to solutions, both internally and externally
Team creation and co-ordination skills to mobilize and manage product specialists
Proven leadership experience in leading & managing sales.
Ability to think creatively and identify innovative solutions
Sound understanding corporate & commercial banking, products, credit proposals & approval processes, internal guidelines & policies
Understanding of regulatory guidelines on banking policies issued by 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 and products to assist in meaningful dialogue with clients
Financial Analysis and research capabilities. Evaluation of credit risks involved in credit proposals
Working relationship with RMs / Sales in CBG / CMS/ GTS to maximize opportunities and cross sell of products.
Important and constant relationship with credit both in developing new products for IBG1 customers and maintaining the quality of the accounts portfolio
Close working relationship with internal support/ product functions such as Operations, Product Owners (eg T&M;, Custody, GTS); Credit Risk & CCU for approval of credit lines, legal & compliance for regulatory & compliance issues etc
Working relationship with operations to ensure smooth delivery to the customer
DBS India- Culture & Behaviors:
Drive Performance Through Value Based Propositions
Ensure Customer Focus by Delighting Customers & Reduce Complaints
Build Pride and Passion to Protect, Maintain and Enhance DBS Reputation
Enhance Knowledge Base, Build Skill Sets & Develop Competencies
Invest in Team Building & Motivation through Ideation & Innovation
Execute at Speed While Maintaining Error Free Operations
Develop a Passion for Performance to Grow Talent Pool
Maintain the Highest Standards of Honesty and Integrity
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