Sales & Solutioning (AVP-VP, GTS)

Job Objective

职位目标

Work with Relationship Managers to drive new-to-product client acquisition from existing clients and new-to-bank prospects to achieve sales targets, and to defend & grow GTS revenue of key customers via cross-selling/upselling endeavors and best-in-class customer services. GTS uses a consultative selling model, within which GTS Sales and Solutioning manager completes client need analyses and recommendations to effectively engage clients and prospects and thereby provide appropriate cash management and trade finance solutions.

与客户经理团队合作，为现有和潜在客户提供GTS产品方案实现销售目标，同时通过交叉销售和升级销售以及出色的客户服务来使得现有重点客户的GTS收入稳定增长。GTS的企业销售和方案经理会采用顾问式的营销模式，充分了解客户需求以制定推荐方案，并保持与客户的密切沟通，从而提供最合适的现金管理和贸易融资方案。

Principal Responsibilities

主要职责

• Responsible to drive the cash management and trade finance portfolio to deliver the revenue targets and KPIs to meet the overall GTS business objectives.

负责扩大现金管理和贸易融资的客户群与业务规模以达到预定的收入目标和销售绩效指标从而达成GTS的整体业务目标。

• Align with respective RMs on the overall account plan and customer segment targets.

与相对应的客户经理积极合作准备账户计划书并共同建立客户目标。

• Work with the Relationship Managers, GTS Product, GTS Implementation, T&O and relevant stakeholders to deliver the agreed solutions.

与客户经理、产品经理、实施经理、科技与营运部及其他相关部门合作提供客户的解决方案。

• Work with the relevant stakeholders and product management team to identify market requirements and opportunities and translate opportunities into business requirements.

与相关部门和产品经理合作积极探寻市场的需求和机会所在并且把机会转变为业务需求。

• For existing key clients, proactively increase DBS’ share of wallet by:

o Identifying cross-sell opportunities

o Driving cash balance growth and trade facility utilization

o Providing advisory support on product updates and market trends

o Serving as single point of contact to manage GTS related query and service escalations

针对现有重点客户，通过多种方式持续提高星展银行的客户份额，例如：

o 寻找交叉销售机会

o 致力于增长存款与贸易额度使用率

o 提供产品更新与市场动向的顾问支持

o 作为GTS对客的单一窗口统一协调相关客户咨询与服务

Job Dimensions

职责管辖范畴

• Develop a sufficient strong pipeline to meet revenue targets, with a wide range of deals covering every stage of the sales cycle.

开发维护一个足够强大的销售管道（即潜在交易列表）来应对利润目标，并对这些交易在不同销售阶段跟进。

• Accelerate closure of pipeline deals through effective sales techniques to capture revenue quickly.

通过有效的销售策略加快潜在交易转化为成功交易的速度，从而迅速增长利润。

• Gain the respect and trust of community and network as a professional sales manager to generate referrals and new leads.

在社群和人际网络中建立专业的销售经理形象并且获得尊重和信任，以得到更多的新客户和业务机会的推介。

• Conduct presentations to internal and external customers. 为内部和外部客户演示产品。
• Work with other BUs to structure cash or trade solution for customers to achieve greater share of customers’ wallet size. Actively sell GTS products and services to corporate customers in China.

和其他业务部门共同为客户构架现金管理和贸易融资解决方案以获得更大的客户份额，积极为中国的企业客户销售交易服务部的产品和服务。

• Help establish and maintain communication channels to Relationship Managers for new product launch, product update, promotions, quick tips and success story sharing. These channels include regular product briefing / training sessions, participate in various strategy and review meetings held by various customer segments and regular updates on share points.

协助客户经理建立并保持沟通渠道来推动新产品的推广、更新、促销、快捷指南并分享成功经验。这些渠道包括通常的产品介绍和培训会议、参与针对各个客户群的战略与回顾会议、以及在共享信息平台定期更新信息。

• For existing key clients, make periodic client calls to deepen engagement, maintain existing trade and cash businesses, source new business opportunities and perform service reviews

针对现有重点客户，进行定期客户拜访来加深关系，维护现有贸易与现金业务，挖掘新的业务机会并进行定期的服务质量回顾

Education and Relevant Experience

教育背景和相关工作经验要求

• Degree holder or equivalent 本科或以上
• Excellent command of English (spoken and written) 良好的英语听说读写能力
• Minimum 7 years’ relevant banking experience 至少7年中国的银行相关经验
• Strong GTS product knowledge in one or more of the GTS product businesses (cash, open account trade, and trade finance) with a strong track record of sales and business development experience derived from local, cross-border and outbound solutions丰富的GTS产品知识，在销售与市场开发上的良好业绩记录（包括本地、跨境和走出去方案）
• Demonstrated ability to perform within a matrix organization and regional multi-country franchise 在矩阵组织和覆盖多个国家的区域性公司工作的能力和经验
• Credit experience/knowledge will be a plus 有信贷方面的经验或知识会是加分项

Functional / Technical Competencies

专业技能要求

• Ability to influence and impact outcomes 影响力和达成结果的能力
• Strong team player with good communication and interpersonal skills具有较强的团队合作精神，良好的沟通和人际交往能力
• Ability to operate in a multi-tasking environment, meet deadlines, and work with a wide range of sensitive and confidential issues能够在多任务环境中工作，按时完成任务，处理各种敏感和机密问题
• Ability to take initiative, work independently and to accomplish tasks with little supervision能够主动、独立工作，并在很少监督的情况下完成任务
• Strong strategic mindset with proven analytical skills具有战略思维和经过验证的分析能力
• Ability to build strong relationships with clients both internal and external能够与内外部客户都建立良好的关系

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