Job Purpose

DBS is seeking a highly motivated and experienced professional for a Financial Institutions Sales and Client Management role. The successful candidate will be responsible for originating new sales opportunities and managing existing client relationships within the Financial Institutions Group (FIG) segment, with a particular focus on brokers, exchanges, and clearing corporations. This role requires a deep understanding of the financial market ecosystem, strong sales acumen, and the ability to provide strategic advisory to institutional clients. The role will report directly to the India Head - Securities & Fiduciary Services and Financial Institutions -Sales and Client Management.

Job Responsibilities

Client Relationship Management:

1. Cultivate and maintain strong relationships with a portfolio of financial institutions, including broker-dealers, securities exchanges, and clearing corporations.

2. Act as a trusted partner, providing proactive transaction advisory and support to key clients.

3. Defend and grow existing wallet share by identifying and capitalizing on upsell and cross-sell opportunities within the client portfolio.

4. Work closely with IBG coverage teams and other Product Sales specialists to understand client needs and deliver tailored solutions.

5. Manage and strengthen strategic client relationships, ensuring high levels of client satisfaction.

Business Development & Sales:

1. Drive origination and closure of Cash Management and Trade services sales opportunities.

2. Assess and qualify new business opportunities by conducting discovery processes to identify customer requirements.

3. Present comprehensive structured solutions, negotiate effectively to achieve successful outcome.

4. Focus on "new-to-bank" and "new-to-product" opportunities while also expanding offerings to existing clients where strategic importance or growth potential exists.

5. Contribute to the Group's balanced scorecard, with a strong emphasis on revenue generation and key financial drivers.

Market and Product Expertise:

1. Demonstrate a thorough understanding of the broker segment, including various types of brokers (e.g., equity, commodity, foreign exchange, money market, futures, options) and their operational needs.

2. Possess in-depth knowledge of exchanges (e.g., NSE, BSE, MCX), and clearing corporations (eg. NCL, ICCL, MCXCCL) and their marketplace for listing, trading, and clearing activities.

3. Understand the operations of clearing corporations and their role in clearing and settlement processes, including exchange-cleared futures and options.

4. Stay abreast of industry trends, regulatory changes, and competitive landscape within the financial markets to identify new business opportunities and risks.

5. Be familiar with various financial products, including equities, bonds, futures, options, foreign exchange, money market instruments, and derivatives across different asset classes.

6. Familiarity with wholesale clearing & settlement solutions and emerging regulatory changes and change in customer behaviour is a plus.

Collaboration and Internal Stakeholder Management:

1. Collaborate effectively with GTS Client Management and GTS Implementation teams to ensure seamless transition and delivery of transaction services to clients.

2. Liaise with various internal departments (e.g., product development, risk, legal, compliance) to ensure comprehensive and compliant client solutions.

Work within the established sales practice management framework, aligning with IBG segment strategies (e.g., Large Corporates, FIG).

Experience - Minimum 7 years in Financial Institutional Sales & Client Management across Cash and Trade business

Non-technical Experience:

- Proven experience in sales and client management within the financial services industry, specifically targeting financial institutions.

- Excellent communication, negotiation and presentation skills.

- Ability to work independently and collaboratively within a team environment.

Strong analytical and problem-solving abilities, with a client-centric approach.

Technical Experience

- Demonstrable expertise and strong understanding of broker segment, exchanges and clearing corporations.

- Solid knowledge of financial products and services relevant to institutional clients, including securities, derivatives, and transaction banking solutions.

- Bachelor's degree in Finance / Economics / Business Administration, or related field.

- Master's degree or relevant professional certifications (e.g., Chartered Accountant, Securities Law) is a plus

About DBS:

DBS is a leading financial services group in Asia and India, committed to making banking joyful and enabling our clients to seize opportunities in a dynamic market. Our Institutional Banking Group provides a comprehensive suite of financial products and services to corporations and institutional clients globally. We are recognized for our strength in Asia and India, with a strategic presence across 350+ cities and 19 states in India.

Work Relationship:

IBG / relationship, Product, Operations Team, Marketing, Finance & Controls, Systems and other branch sections