Associate, 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 drive the strategic acquisition of New-to-Bank (NTB) customers, thereby significantly expanding and scaling our liabilities portfolio

Key Accountabilities

• Actively identify and engage potential New-to-Bank (NTB) clients through diverse channels, including targeted cold calling, leveraging personal networks, and cultivating strong partner relationships.
• Drive significant growth in the liabilities portfolio by acquiring NTB clients for operating accounts, term deposits, and other transaction banking products, consistently meeting or exceeding defined sales targets.
• Build and nurture robust relationships with key partners to ensure a consistent pipeline of high-quality prospects for acquisition.
• Deliver exceptional service to prospects and clients, fostering positive relationships and reinforcing DBS SME Bank's reputation for excellence.
• Serve as a knowledgeable and passionate advocate for DBS SME Banking, demonstrating a deep understanding of our market positioning, competitive advantages, and ability to tailor solutions to meet diverse customer needs.

Job Duties & responsibilities

• Execute targeted prospecting strategies, including cold calling, network engagement, and partner referrals, to acquire New-to-Bank (NTB) clients and expand the liabilities portfolio across operating accounts, term deposits, and transaction banking products, meeting or exceeding assigned targets.
• Develop and manage robust relationships with partners to generate a consistent flow of qualified leads for new business opportunities.
• Provide high-quality service and support to prospects and clients, fostering strong relationships and enhancing the overall DBS SME Bank experience.
• Be the expert on DBS SME Banking offerings, clearly articulating value propositions and competitive differentiators. Advise clients on the most suitable banking solutions based on their unique requirements.
• Ensure all sales and client onboarding activities are conducted efficiently, accurately, and in full compliance with bank policies and procedures.

Requirements

• Minimum 3-5 years of experience, specific in SME / Business Banking Liability sales with a strong emphasis on New-to-Bank (NTB) client acquisition within the financial services sector.
• 3-5 Years of relevant experience in Current Account Acquisition
• Originate CMS/ Trade / FX transactions from SME clients
• Demonstrable track record of consistently meeting or exceeding sales targets, particularly in liabilities products (e.g., operating accounts, term deposits, transaction banking).
• Experience in leveraging various prospecting techniques, including cold calling, networking, and partner collaborations.
• Strong understanding of SME banking products and services.
• Ability to build and maintain strong client and partner relationships.
• Excellent Communication and Listening skills, Good Sales & Negotiation Skills.

Education / Preferred Qualifications

• Bachelors in finance / economics/commerce or MBA or CA

Core Competencies

• Customer-centric, not product-centric
• Good technical knowledge of cash management/ transaction banking business
• Good team worker
• 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
• Well versed in AML risk

Technical Competencies

• Basic understanding of Trade and Foreign exchange banking products and associated technology platforms and operational procedures
• Understanding 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

• Possess good working relationship and a high degree of team spirit and cooperation with relationship group as well as service partners in the bank such as Product Mgt, Operations, Finance, Legal etc, so as to ensure seamless delivery of products to clients
• Establish rapport with our clients so as to win their business, confidence and trust

DBS India - Culture & Behaviours

DBS is committed to building a culture where all employees are valued, respected and their opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working, and opportunities to grow within an inclusive and diverse environment. Expected value driven behaviors are:

• Demonstrate Business Performance through PRIDE 2.0 Value Based Propositions
• Ensure Customer Focus by Delighting Customers & Reduce Complaints
• Build Pride and Passion to Protect, Maintain and Enhance DBS’ Reputation
• Enhance Self Knowledge, Skills and develop Competencies aimed at continuous improvement
• Maintain the Highest Standards of Honesty and Integrity

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