DBS Bank
Website:
dbs.com
Job details:
Business Function:
Institutional Banking Group provides corporate customers with a full range of commercial banking products and services, including cash management services, current accounts, time deposits, trade finance, working capital finance, term loans, and foreign exchange. The Team Leader will oversee the effective delivery of these products and services to existing and new Midcap customers through their team of Relationship Managers.
Job Purpose: To lead, coach, and manage a team of Relationship Managers to acquire and build a well-diversified portfolio within the Midcap segment. The Team Head will ensure the team generates revenue from diversified sources (assets, trade, cash, treasury, fees, liabilities, etc.) and delivers healthy income with acceptable risk to the bank, all in accordance with prescribed lending guidelines.
Key Accountabilities:
- Team Performance & Revenue Generation:
- Lead the team to source New to Bank Midcap relationships (700-7000Cr INR turnover range/Mid-Market Segment).
- Drive the achievement of individual and team budgeted revenues across all product parameters and increase Product Per Customer (PPC) to a minimum of 3 for the team's portfolio.
- Ensure the team builds diversified portfolios offering revenues from asset, trade, cash, treasury, fees, liabilities, etc., and reduces concentration risk.
- Strategy Implementation & Market Share:
- Implement and execute the Midcap business strategy to increase market share and achieve targets consistent with Midcap revenue, ROE, and Cost/Income ratio targets.
- Regularly track progress on agreed key metrics towards delivering on the strategy.
- Monitor market developments and provide feedback to the Branch Manager and central team.
- Risk Management & Compliance:
- Ensure the team maintains high quality and consistency when proposing various facilities for customers.
- Oversee the team to achieve nil delinquency in sourced accounts.
- Ensure adherence to strict KYC/AML requirements and all bank processes and policies, aiming for positive ratings during all Country/Group audits.
- Work closely with the credit and portfolio team for regular feedback on client business developments and with the monitoring team for early warning signals, ensuring appropriate actions are taken.
- Coaching & Development:
- Coach and mentor Relationship Managers to effectively source New to Bank customers and build the Midcap portfolio by selling asset, trade, cash management, and forex products.
- Guide the team in onboarding clients with clear account plans highlighting revenue potential, risks, and mitigants.
- Empower Relationship Managers to increase wallet share with customers by constantly exploring cross-sell opportunities.
- Ensure thorough monitoring of accounts sourced by the team.
- Support the team in keeping track of customer businesses and reporting any early warning signals.
- Ensure that covenants and conditions prescribed by the credit team are consistently met by the team's clients.
- Collaboration & Reporting:
- Facilitate collaboration with the branch in building the liabilities book through new-to-bank relationships sourced by the team.
- Ensure timely provision of MIS to the central team for further reporting, within stipulated guidelines.
Experience:
- Overall 10-15 years of experience in sales, with at least 3-5 years in a leadership or team management role within the banking sector.
- Proven sales track record in asset business in the Business Banking/Mid-market segment.
- Strong knowledge of competitors and market place.
- Extensive market knowledge and experience in the Mid-market segment, with reference to customer preferences and requirements.
Education / Preferred Qualifications:
- An MBA or CA with 10-15 years of experience in banking, specifically with a focus on selling asset products in the Business Banking segment and team management experience.
Core Competencies:
- Excellent written and verbal communication skills.
- Strong analytical and problem-solving skills.
- Highly self-driven, ambitious, and results-orientated, with the ability to handle pressure effectively.
- Exceptional relationship building and management skills, both internal and external.
- Strategic understanding of competitive positioning.
- Comfortable with tight deadlines and managing multiple priorities.
- Strong leadership, coaching, and team development abilities.
- Ability to drive performance through value-based propositions.
- Ensuring customer focus by delighting customers and reducing complaints.
- Ability to build pride and passion to protect, maintain, and enhance DBS’ Reputation.
- Commitment to enhancing the knowledge base, building skill sets, and developing competencies within the team.
- Invest in team building and motivation through ideation and innovation.
- Ability to execute at speed while maintaining error-free operations.
- Develop a passion for performance to grow the talent pool.
- Maintain the highest standards of honesty and integrity.
Technical Competencies:
- Sound understanding of asset products and associated technology platforms and operational procedures.
- Thorough understanding of regulatory guidelines on banking policies issued by MAS/RBI/SEBI (local regulations in India) and local laws and regulations that impact businesses in general. Understanding of KYC requirements & Anti-money Laundering Policies are critical.
- Comprehensive knowledge of financial markets, products, & competitor offerings to assist in meaningful dialogue with clients and guide the team.
Work Relationship:
- Close interaction with Branch Managers, Central Team, Credit, Portfolio, and Monitoring teams, and other stakeholders to ensure consistent onboarding of good quality customers and delivery of sales targets.
- Close interaction with various stakeholders to ensure consistent and reliable service delivery to customers by the team.
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
Location:
Bangalore
Job:
Relationship Management
Schedule:
Regular
Employee Status:
Full time
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