Originator – TSO Sales recruitment
About Us
RBS is a leading global investment bank with 6 global trading hubs - 4 of which are located in Asia Pacific (Tokyo, Hong Kong, Singapore and Sydney). Project Unicorn is a global programme which will enable the transfer of assets and liabilities from RBS NV to RBS plc. Unicorn is significantly complex in APAC with business spanning approximately 150 legal entities and 9 countries. APAC Unicorn Programme requires strong leadership to deliver the transfer of branch assets and subsidiaries in Indonesia and Thailand in 2012.
Description:
Markets International Banking is the wholesale banking division of RBS Group. We are committed to supporting our clients’ needs globally with world-class debt financing, risk management and transaction services. The division was formed by combining RBS’s Global Banking Markets (GBM) operations with the international arm of Global Transaction Services (GTS) in early 2012. It contains two businesses, ‘Markets’ and ‘International Banking’, which report their finances separately but work closely together to serve clients. We provide market-leading fixed income, securitisation, risk management, foreign exchange, rates and transaction banking services. We have a deep-seated commitment to excellence and service, with a strong and sustainable banking model to meet the evolving market and regulatory backdrop.
MIB’s goal is to be our clients’ most trusted bank. We value strong relationships that deliver results for our clients and enhance the lives of our employees and those in the communities in which we operate
- Work with RBs (across client tiers: MNC and LLC) to identify and execute client needs for structured solutions and associated cross sell.
- Engage with clients to understand their requirements related to risk mitigation and enhanced efficiency in their working capital cycle.
- Where appropriate also work with DCM and FICC (along with the RB) to structure TSO solutions linked to these product offerings to maximise revenue for the bank.
- To feed in to the Client Opportunity Plan (“COP”) prepared by the RB, from a TSO product perspective. Note individual pipeline, and revenue targets (on a booked basis) split by Cash and Trade will be agreed with each TSO Sales Officer as part of the objective setting process and then measured on a regular basis.
- Lead the solution design and structuring of complex TSO requirements in Trade and Cash Management (Domestic and Cross Border).
- Work with TSO sales teams across geographies to structure and execute cross border solutions in a seamless manner.
- Work with Transaction Services Product to structure and develop solutions relevant to the market. • Preparing responses to and leading RFP pitches to clients, including devising pricing and product positioning strategy jointly with the RB.
- Keep abreast of regulatory changes, competitor strategies and sector information to enable appropriate input into product development and deal / solutions structuring.
- To ‘deliver the Bank’ for structured TSO solutions via strong internal coordination with the RB, Transaction Services Product, Credit, Legal, Compliance, CSAM / IM and Operations.
- Develop long-term relationships with key clients who are regular users of structured TSO products to enable Trusted Advisor status.
- To ensure that CRM is kept fully up to date with respect to the client meetings / discussions and deal pipeline. In relation to the latter, line manager should be fully apprised of all live deals.
- To liaise with Transaction Services Product, IM and Operations to ensure that the structured solution is fully delivered to clients’ satisfaction.
- To provide any necessary input on the structured solution as may be required by Credit (SCU / CCU) for the exposure set up / review process.
- Ensure structured offering maximises revenue and minimises direct risk either from a credit / operational standpoint or via capital relief. The latter may involve working with TAM / Portfolio Capital Management and insurance service providers in the context of the local / regional strategy.
- Revenue generation through solution structuring and execution Identify cross-sell associated with a TSO and / or Markets transaction (such opportunities may come to light as part of understanding the client’s working capital and banking requirements).
- Deal structuring / shaping and execution
Requirements
Essential:
- Prior experience in originating Cash and Trade deals
- Subject matter expert on TSO product capabilities, applicability and competitive advantage across industry sectors and regulatory environments.
- Outstanding technical and structuring skills to enable pricing and structuring of solutions to meet the complex needs of clients in liquidity management, payments, collections and facilitating trade.
- Strong communication skills (verbal and written) to pitch and market structured solutions.
- Well developed negotiation skills
- Highly driven individual and a self starter
- Can execute and ‘close’ a deal
- Team player
- Degree holder or relevant industry qualification – eg ACT, ACIB, etc.
- Highly competent in Cash and Trade products and solutioning. 8 years to 10 years of relevant experience
Desirable:
- Good understanding of local market and bank balance sheet funding structures, competitive landscape, new products, sector developments, regulatory changes, new legislation, etc.
- Good understanding of FX, Debt Capital Markets, etc, in order to work effectively with these product groups in structuring client solutions which maximise TSO business
- Undergraduate degree from a recognisable university in economics/accounting/finance/business/marketing. Good understanding of Markets products
We offer an excellent total compensation package, learning and development opportunities and a flexible benefit programme designed to help you manage and balance your own work-life priorities. Interested candidates please click on "Apply Online" to submit your application.