VP, Key Accounts Manager (Large Corporations), 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, corporations, and SME customers.

Job Purpose: This client service manager is to serve as a focal point of contact for the Bank’s top-tier IBG clients on transaction banking matters. This role would require to actively engage clients to defend and cross-sell to strengthen the banking relationship at various levels.

Key Accountabilities:

• Client Engagement and Deepen Relationships

• Manage a portfolio of large revenue-generating and highly sophisticated GTS Cash clients to deepen the wallet share through advisory and cross-sell.

• Maintain close rapport and establish a sticky relationship with clients through continual engagement, including periodic business reviews.

• Enhance client satisfaction through timely and satisfactory resolution of issues and queries raised by clients. This may involve intensive co-ordination and extensive collaboration with relevant parties across multiple departments locally and regionally.

• Identify new opportunities and execute cross sells/referrals of DBS products and services.

• Establish forward-looking client account plans, based on clients’ strategies and needs, leveraging DBS network and GTS capabilities, both for Outbound and Inbound opportunities.

• Stay up to date on assigned clients’ business strategies, and the industries in which they operate. Keep abreast of traditional and new competitors’ selling into assigned clients, as well as the evolving regulatory landscape.

• Solutioning and Collaboration

• Secure mandates, working with IBG Relationship Managers, GTS Product, GTS Implementation, Group Technology and Group Operations and relevant stakeholders to deliver the agreed solutions, and expected revenues are implemented and realised.

• Provide client and market feedback and insight into GTS’ innovation agenda. Identify emerging market requirements and material client opportunities and work with relevant GTS stakeholders to determine appetite to pursue. Provide input into business requirements.

• Collaborate with business partners and stakeholders across the GTS franchise to provide in-country engagement to acquire regional mandates.

• Leverage working capital solutions to provide advisory in digital capabilities and improve working capital positions.

• Comply consistently with Group and Business Unit risk and control standards

Candidate Requirements:

Qualifications and Experience

• At least 8 years of experience in Transaction Banking, with a focus on sales, relationship management or client solutions for large corporate clients.

• Demonstrated success in managing and growing a portfolio of high-value clients.

• Experience in cash management solutions is highly desirable.

• Familiarity with the regulatory landscape affecting transaction banking.

Key Competencies

• Client Engagement: Ability to build and deepen relationships with top-tier corporate clients, proactively identifying opportunities and resolving issues.

• Sales & Solutioning: Proven ability to drive revenue, cross-sell, and provide advisory on working capital and digital solutions.

• Strategic & Analytical: Capable of developing client account plans, understanding market trends, and analyzing client business strategies.

• Collaboration: Strong coordination skills to work with internal stakeholders across departments and regions.

• Risk & Compliance: Consistent adherence to risk and control standards.

Location: DBS Asia Central

Job: Client Management

Schedule: Regular

Employee Status: Full time