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Head of Sales Indian sub-continent

Deutsche Bank

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9-11 Years
24 days ago
102 Viewed
2 Applied

Job Description

Head of Sales - Indian sub-continent

Position Overview

Job Title: Head of Sales - Indian sub-continent

Location: India - Mumbai

Institutional Cash & Trade(ICT) is a global business which is regionally organized with dedicated staff for originating and facilitating cash management and trade finance transactions with financial institutional clients located in India, Bangladesh, Sri Lanka and Maldives.We are looking for a Head of Sales for ICT India team.

The Head of Sales is responsible for the following:

  • Lead the ICT Sales team (currently 2 VPs and an Analyst) and build up and excute an ambitious growth strategy across Cash and Trade for financial institutional clients in collaboration with the ICT APAC Head,
  • Act as an ACO (Accountable Client Owner) who will cover a portfolio of institutional (bank)clients across the Indian sub-continent together with the Sales Lead and coworking closely with CustomerService Team and KYC Team.
  • The PSO will originate, arrange and facilitate transactions of letters of credit and trade-related guarantees from the banks we cover, destined into Deutsche Bank's global network of trade finance locations. Reversely, we help our branches to issue instructions, on behalf of Deutsche Bank's corporate clients, to the banks we cover.
  • To ensure that Deutsche Bank's Know-Your-Customer (KYC) requirements on these clients and for our particular business are fulfilled and documented.

What we'll offer you

As part of our flexible scheme, here are just some of the benefits that you'll enjoy

  • Best in class leave policy
  • Gender neutral parental leaves
  • 100% reimbursement under child care assistance benefit (gender neutral)
  • Flexible working arrangements
  • Sponsorship for Industry relevant certifications and education
  • Employee Assistance Program for you and your family members
  • Comprehensive Hospitalization Insurance for you and your dependents
  • Accident and Term life Insurance
  • Complementary Health screening for 35 yrs. and above

Role Responsibilities and Tasks:

  • Promotion & Sales coverage of Equities products into the bank's domestic and foreign institutions client base the role would also entail day to day client coverage of key accounts.
  • Collaborating with colleagues locally / overseas to leverage the firm's existing relationships & develop a strategy to increase promotion / revenue from such client base.
  • Trade idea origination / promotion collaborating across the equity floor / research in promoting the use of Equities products for such trade origination
  • Taking responsibility for selling the entire range of Cash Management (ICM) and Trade Finance (TF) products to Financial Institutions (FIs) located across the Indian sub-continent . The product range consists of cash management products (ie. money transfer, liquidity, FX products) and traditional trade flow products (ie. LCs, guarantees, and collections), FI Financing, trade reimbursement services, structured short-term trade finance (e.g. Structured LCs) and electronic banking products.
  • To deliver on the agreed Sales objectives for the client portfolio and to uphold best in class client management and service levels to the existing client base.
  • Work with the ICT APAC Head and sales team to execute the strategy to acquire new clients/ business.
  • Lead, support and manage the Indian sub-continent sales team in all aspects of their responsibilities and closely engage with the Customer Service and KYC teams
  • Being in charge of Know-Your-Customer (KYC) reviews and on-boarding of new customers as well as taking accountability for FI client relationships (as Accountable Client Owner).
  • Analyzing payments, trade flows and internal MIS data to identify business opportunities
  • Assume responsibility for the content and presentation quality of relevant client proposals, responses to RFPs and RFIs, and client communications.

People Management:

Being a Senior member of the team and the Indian sub-continent sales head, good communication skills with all internal and external Stakeholders to deliver services to Financial Institutional clients.

Experience/ Exposure:

  • Product knowledge of Synthetic swaps (Single, Index & Basket), ETFs, Funding & Stock Loan however would consider an individual from a Cash, Derivative background who has an understanding of these products & is keen to learn & able to take time to understand these products.
  • 9 years+ relevant industry experience
  • The successful candidate should have several years of correspondent banking industry experience, including to consider employment in a major European or US financial institution, and will have been educated to degree level.
  • Sound product knowledge of cash management services (USD, EUR, GBP and Multicurrency clearing and payment services, liquidity management, transactional FX) and trade finance products (traditional trade products (such as LCs, guarantees, and collections), FI Financing, trade reimbursement services, structured short-term trade finance (e.g. Structured LCs) and electronic banking products) for financial institutions.
  • Solid awareness of compliance, non-financial and business risks in the applicable region.
  • Ability to communicate bank's strategy, as well as the ICT global business strategy incl. specifically the ICT risk appetite and respective policies.
  • Ability to build and develop contacts at the appropriate level in target clients to support business attraction. Strong negotiation skills essential.
  • Strong track record in client facing role for cash management and trade finance to financial institutions
  • Willing and able to travel frequently to meet clients
  • Experience of managing a team

Education/ Qualifications:

  • Educated to University degree level
  • Fluency in written and spoken in English is must.
  • Relevant work experience in FI industry, GTB business, esp. Cash Management and Trade Finance
  • Solid presentation and communication skills, written and oral
  • Motivated team player with strong interpersonal skills and multi-cultural understanding
  • Ability to communicate effectively at varying levels of seniority (internally and externally)
  • Creative (e.g. when preparing marketing material, such as business proposals) and innovative (e.g. when structuring trade finance deals) working style
  • Client-centric attitude, while living the values of Integrity and Discipline in assuring the bank does not incur undesired financial, non-financial, or reputational risk
  • Easiness with the Microsoft Office Suite (especially Excel, Word, PowerPoint)

How we'll support you

About us and our teams

Please visit our company website for further information:

Our values define the working environment we strive to create - diverse, supportive and welcoming of different views. We embrace a culture reflecting a variety of perspectives, insights and backgrounds to drive innovation. We build talented and diverse teams to drive business results and encourage our people to develop to their full potential. Talk to us about flexible work arrangements and other initiatives we offer.
We promote good working relationships and encourage high standards of conduct and work performance. We welcome applications from talented people from all cultures, countries, races, genders, sexual orientations, disabilities, beliefs and generations and are committed to providing a working environment free from harassment, discrimination and retaliation.

Visit to discover more about the culture of Deutsche Bank including Diversity, Equity & Inclusion, Leadership, Learning, Future of Work and more besides.

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At Deutsche Bank, we give original thinkers the space and support they need to shine. Merging local knowledge with global vision, in-depth insight with industry-leading digital expertise, if you&#8217&#x3B;re an innovator by nature, we can help you to unleash your potential.
We see things differently at Deutsche Bank &#8211&#x3B; and we&#8217&#x3B;re proud of our fresh perspective. Today, we&#8217&#x3B;re driving growth through our strong client franchise, investing heavily in digital technologies, prioritising long-term success over short term gains, and serving society with ambition and integrity.
Wherever your interests lie &#8211&#x3B; in investment banking, trading, private wealth, asset management, retail banking - or many of the infrastructure functions that support them &#8211&#x3B; you&#8217&#x3B;ll discover resources, training and opportunities designed to keep you ahead of the curve.
Intelligence has no boundaries: we welcome high-achieving, talented individuals from any background.

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