DBS Bank
Website:
dbs.com
Job details:
Lead acquisition, activation, value build-up and retention of high-quality current-account relationships across an assigned cluster. The role owns the cluster’s current-account growth agenda across business segments—including traders, wholesalers, manufacturers, service professionals, institutions and emerging enterprises—while building fee income and cross-sell penetration.
The Cluster Sales Head will lead a team of current-account sales team and relationship managers, work closely with branches and product partners, and ensure the cluster delivers profitable, compliant, transaction-active current-account growth.
Reporting Structure
Job Title
Cluster Sales Head – Current Accounts
Function
Business Banking / Branch Banking / CASA
Reports To
Cluster Head
Coverage
Defined cluster of branches, catchments and business hubs
Key Partners
Branch Managers, Product, Cash Management, POS/QR, Operations, Compliance and Service teams
Key Responsibilities
- Cluster Business Ownership
- Deliver new-to-bank current-account acquisition, account activation, average quarterly balance growth, transaction throughput and fee-income targets for the cluster.
- Build and execute a catchment-led acquisition strategy for high-potential business segments such as wholesalers, distributors, manufacturers, traders, schools, hospitals, clinics, professional firms and service establishments.
- Translate cluster targets into branch-, team- and individual-level productivity plans.
- Own the current-account business plan, sales funnel, conversion pipeline and weekly performance rhythm.
- Improve portfolio quality by prioritising transaction-active, balance-building and cross-sell-ready relationships over dormant or low-value acquisition.
- Sales Leadership and Channel Execution
- Lead, coach and motivate a field-sales organisation to consistently deliver acquisition and value-build targets.
- Establish a disciplined sales cadence covering joint calls, market visits, lead reviews, branch huddles, pipeline reviews and conversion tracking.
- Ensure each relationship manager follows a profile-based sales approach rather than a generic product pitch.
- Develop market intelligence on competitor propositions, local business clusters, referral sources and emerging commercial hubs.
- Build productive referral ecosystems with Chartered Accountants, trade associations, market intermediaries, merchant networks, developers, institutional administrators and existing clients.
- Current-Account Activation and Value Build-Up
- Ensure newly acquired accounts become transaction-active within defined activation timelines.
- Drive operating balances, inward credits, collections, payment activity and digital banking adoption.
- Track early-warning indicators including low funding, non-activation, declining balances, low transaction velocity and potential attrition.
- Build strategies to migrate primary transaction flows—collections, vendor payments, payroll, taxes and operating cash—to the bank.
- Improve account quality by monitoring average balance, debit transactions, credit transactions and account profitability.
- Solution-Led Cross-Sell
- Use the current account as the primary operating hub for business clients and identify the appropriate product solution based on the customer’s business model.
- Drive adoption of corporate internet banking and mobile approvals; cash management and bulk payment solutions; POS, Android POS, QR and Soundbox; sweep-in / sweep-out or FFD structures; debit cards; collections and transaction banking solutions; and promoter, family, wealth and premium savings propositions.
- Partner with product teams to convert business pain points into integrated propositions—for example, POS for collections, Internet Banking for payment controls, FFD for temporary balances and Aspire/premium banking for promoter wallet deepening.
- Customer Relationship and Service Governance
- Build senior-level relationships with anchor clients and participate in strategic joint calls for high-value prospects.
- Ensure timely resolution of onboarding, account-opening, transaction, service and digital-banking issues.
- Work with branches and operations teams to reduce turnaround time, improve onboarding quality and strengthen client experience.
- Review top customers and at-risk accounts regularly to protect balances, transactions and wallet share.
- Drive customer retention through proactive engagement, problem solving and relevant product deepening.
- Risk, Compliance and Portfolio Quality
- Ensure all sourcing, onboarding and account activation follows internal policies and applicable KYC, AML, fraud-risk and regulatory requirements.
- Maintain high standards of customer due diligence, documentation quality, source-of-funds understanding and business-profile validation.
- Monitor exceptions, unusual transaction behaviour, documentation gaps and operational risks; escalate promptly where needed.
- Build a culture of right-first-time acquisition, with no compromise on compliance for target achievement.
- People Leadership
- Recruit, develop, retain and performance-manage a high-quality current-account sales team.
- Set clear scorecards covering acquisition, activation, AQB/AMB, transaction activity, fee income, cross-sell, productivity, service quality and compliance.
- Conduct structured coaching through joint market visits, call observations, weekly reviews and capability-building sessions.
- Identify skill gaps and develop targeted interventions around sales planning, segment understanding, solution selling, digital banking and compliance.
- Maintain a strong talent pipeline and manage attrition proactively.
Key Performance Indicators
Dimension
Illustrative KPIs
Acquisition
New-to-bank current accounts, high-value accounts, segment-wise acquisition
Balance Growth
AQB/AMB growth, activated accounts, value build-up and balance retention
Transaction Primacy
Inward credits, transaction-active accounts and payment/collection volumes
Revenue
Fee income, POS/QR revenue, cash-management revenue and cross-sell revenue
Product Penetration
Internet banking, POS, debit/business card, FFD, assets and promoter banking
Portfolio Quality
Non-activation rate, dormant accounts, early attrition, balance decline and compliance exceptions
Team Performance
Productivity per RM, conversion rate, hiring quality, attrition and training completion
Customer Experience
Onboarding TAT, service-resolution TAT, complaint trends and retention of top accounts
Candidate Profile
Experience
- 8–15 years of relevant experience in banking, preferably in current accounts, CASA, business banking, SME banking, transaction banking, branch banking or merchant acquiring.
- At least 3–5 years in a people-leadership role managing sales managers, relationship managers or acquisition teams.
- Demonstrated track record of building a current-account portfolio, increasing operating balances and delivering cross-sell revenue.
- Experience in managing business clusters, market catchments, branch ecosystems or multi-location sales teams is preferred.
Education
- Graduate degree required.
- MBA / PGDM in Finance, Sales, Marketing or Banking preferred.
- Relevant certifications in banking, KYC/AML, payments or financial products are an advantage.
Skills And Competencies
- Strong understanding of current-account economics, CASA, transaction banking, payments, merchant acquiring and business-client needs.
- Proven ability to lead field sales, build market networks and execute through branches and partner channels.
- Solution-selling mindset with ability to connect client pain points to banking products.
- Strong command of sales analytics, funnel management, portfolio reviews and performance dashboards.
- Excellent stakeholder-management skills across branches, products, operations, risk and service.
- High integrity, sound judgement and uncompromising compliance orientation.
- Strong communication, negotiation, coaching and executive-presence skills.
Ideal Candidate Statement
A high-energy banking sales leader who can build a cluster-wide current-account franchise—not merely open accounts. The successful candidate will create transaction-active, balance-building, profitable client relationships by combining market-led acquisition, disciplined team execution, digital and payment solutions and deep promoter-level engagement.
Location:
Karol Bagh, Delhi
Job:
Relationship Management
Schedule:
Regular
Employee Status:
Full time
Click on Apply to know more.
