The role is responsible for managing in-country cash management portfolio by collaborating with client coverage teams and other business units to ensure growth of the deposit balance in conjunction with revenue target.
Responsible for in-country deal strategy, pricing, presentation deck preparation and working with Product/Implementation/Client Service to check viability of offering including of managing the RFP & RFI responses.
Responsible for actively calling on clients in partnership with client coverage team to deepen relationships and to understand client's business needs, in addition to identifying and pursuing new cash management business aligned with bank's value proposition.
Responsible for documenting deal progress on pipeline, monitoring & revenue tracking of deals post go live of implementation.
Regular product engagement to highlight evolving client requirements & market trends.
Engaging client coverage team to update on existing cash management offering and organize updates on new product rollouts.
Work closely with the other stakeholders within the bank such as Compliance, legal, Finance, Operation, ALM and other relevant unit in order to ensure appropriate governance of internal and external rules.
Direct Responsibilities
- Regular discussions with coverage to proactively identify prospects.
- Focus on developing corridors; Westernds & Asian MNCs, based on strength of bank's reltionships, engagement with investment banking client on project & escrow accounts.
- Leverage on existing relationships with regional/ sub-regional HQs to position for additional wallet or countries (for regional decision makers).
- Country specific initiatives: in-country Sales Specialist initiatives based on local market specifics.
- Initial scoping of client requirements via information gathering; annual reports and discussion with coverage teams.
- Understanding clients' operating flows related with their payment and collection process including FX.
- Understanding working capital cycle of the clients.
- Understanding evolution / clients' strategic needs or priorities.
- Client presentation and discussions
- Client engagement
Contributing Responsibilities
- Provide client feedback and enhancements to Product Team.
- Coordinate with implementation team to ensure the delivery of the agreed solution and to enhance revenue realization, and with Client Services Team to ensure high-level of service to the client.
- Understanding on market landscape with respect to evolutions on cash management business.
- Participate in any future review of business process, governance, and disciplines.
Technical Competencies
- Strong knowledge in Cash Management products including payment, collection, and liquidity management.
- Possess high-level knowledge of electronic banking delivery, host-to-host solutions, and treasury management system in providing automation solution to the client in managing operational transcation.
- Ability to proactively identify clients needs and to structure solutions to generate new to bank business.
- Ability to cultivate a network of client relationships with key influencers and senior decision makers to identify and win the deals.
Behavioral Competencies
- Ability to deliver, result oriented, and shows consistent performance.
- Ability to collaborate with internal and external partners to win the deal from clients.
- Ability to think innovatively to solve the problem and to structure innovative solution to the clients.