Assistant Vice President, Channel Relationship Manager, Small Medium Enterprises

Business Function

Corporate and Investment Banking 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, Through our continued commitment, DBS has cultivated long standing relationships with its customers in the region that are based on account relationship management, service differentiation product development and rigorous credit standards.

Job Purpose

To originate through the Intermediary Network ( Law Firms, Advisors, Big 4s etc ) NTB Liability relationships/ Deals for the bank (Structured Transactions / Current account/ Capital account, Trade , Custody & operating accounts. Key revenue drivers are Cash , FX and Fee). The role will require working closely with the Business Developers and Relationship Managers in the region

Key Accountabilities

Drive Liabilities Sales through NTB (New To Bank) acquisition of Liability clients through the network of Intermediaries such as Law Firms, Big 4s, Transaction advisors & boutique Investment Banks.Leverage relationships with Intermediaries in Market, like Law Firms, CA/CS firms, Consultancy firms, to source deals in the M&A and PE/VC space, both annuity as well as Episodic in nature.Support Regional Sales Heads in implementing liabilities strategy and meeting revenue budgets from Origination.Support Regional Sales Heads in identifying and focusing on appropriate market segments. This includes analysis of key requirements for different identified market segments (through discussions with Intermediaries) and positioning DBS Bank offering to meet client requirements. To support commercialisation of various product rollouts which cater to the needs of the identified client segment.

Job Duties & Responsibilities

Leverage relationships with Intermediaries in Market, like Law Firms, CA/CS firms, Consultancy firms, to source deals in the M&A and PE/VC space, both annuity as well as Episodic in nature.As a Subject Matter expert work along with BDs and RMs to provide support on FEMA, Trade, Capital and Current Account Transactions.Handle queries from Law firms and other Intermediaries and help in structuring and executing mandates for the bank.Liaise with internal stakeholders namely Legal, compliance, Regulatory team , product teams to execute mandates.Continuous upskilling and learning for managing ever changing complex Regulatory/Compliance requirements.Conduct regulator Knowledge sessions at Intermediaries on various topics and working closely with BDs & RMs to conduct events with clients & Intermediaries.

Requirements

Good understanding of the Sales process through preferably prior sales experience of 8-10 years.Candidates with background in operations/ Regulatory/ Compliance functions with requisite practical experience dealing with FEMA may also apply.Core understanding of FEMA/SEBI framework and corporate Banking business.Extensive financial & technical knowledge of banking and financial services regulations/circularsKnowledge on related laws in India especially laws governing RBI, SEBI, FEDAI,Sound knowledge of the overall banking environment (primarily pertaining to Corporate Banking

Education / Preferred Qualifications

Preferably Postgraduate. (desirable CA and/or MBA -Marketing Finance).

Core Competencies

Good understanding of the sales process. Ability to open conversations with Senior Law firm Partners and CXOs.Good technical knowledge of transaction banking business. Abreast of regulatory environment especially for FDI, ODI, Funds, FPI, AIFs etcSound knowledge of Cash management, FX and Trade, which are the key revenue drivers.Strong on interpretation and assessment of Regulatory guidelines.Diagnostic skills and rigorous approach to problem solving.Strong Communication, negotiation and management skillsStrong formal presentation skills to gain acceptance to solutions, both internally and externallyAttention to detail & TenaciousGood team worker and ability to work with internal product partners like GTS, T&M, Legal, compliance and Regulatory teams.Good customer and relationship management skills.Good interpersonal and communications skills.Good problem solving, planning & organising skills. Planning, scheduling and monitoring deliverables, within a stipulated time frame using effective methods

Technical Competencies

Basic understanding of transaction banking products and associated technology platforms and operational proceduresUnderstanding of regulatory guidelines on banking issued by MAS and by RBI (local regulations in India) and local laws and regulations that impact businesses in general. Understanding of KYC requirements are critical.Knowledge of financial markets and products to assist in meaningful dialogue with clients

Work Relationship

Acquisition of Commercial liabilities Business

DBS India - Culture & Behaviors

Drive Performance Through Value .