Sales Manager- Cash Management recruitment
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Major Responsibility Area
KRA
Customer Planning: Review CMB customer segmentation and determine sales opportunities, develop overall customer sales strategies and maintain customer intelligence profiles. This includes but is not limited to:
- Prepares and reviews CMB portfolio and propose customer segments to focus
- Structures Cash Management product and service solutions and estimates revenue to be generated.
- Understanding banks internal processes, and identifying relevant stakeholders for any product developments.
- Understanding customers’ processes and systems.
- Developing customer pricing to ensure sound, profitable growth.
- Planning and measuring customer revenue, growth, volume and product targets.
- Educate and train up CMB RMs on identifying cash opportunities and selling cash solutions.
In conjunction with Head of Cash Management in-country, develops strategies and plans to access the broader market opportunities in Asia for increased CMB Cash business.
• Revenue $
• Deposits (FUM)
• Margins
• Fees
• Expenses $
Sales: Using the account plans as a tool, as well as ad-hoc opportunities that arise from time to time, do the following:
- Focus on developing cash management and treasury propositions for target EC customers, drawing in other product areas as required.
- Communicate proposals (including presentations and demonstrations).
- Delivers against sales and revenue targets for existing customers and identifies and targets new sales opportunities.
- Obtains cross sell and add on business within existing customer set.
- Develops and implements product and service solutions that add mutual value to the customer/bank.
- Negotiate and gain closure on sales.
- Manage delivery of end-to-end sales process with support from implementation managers.
- Develop portfolio approach for business banking customers and train up BB RMs to acquire customers.
• Revenue $
• Deposits (FUM)
• Margins
• Fees
• Expenses $
Customer, Projects and Key Initiatives
• Ensure sustainable growth through enhancing customer and/or key initiatives that will deliver value.
• Effective customer planning and proactive follow up on new business leads, maintenance of pipeline database, track progress.
• Research agreed prospective customers to determine sales opportunities, including networking with relationship Team and other Product specialists.
• Work with Product specialists on product packaging for EC and BB customer base.
• Thorough needs analysis on customer targets, understanding customer requirements, their processes and systems. Lead the implementation of new sales and assigned special projects. This includes, but is not limited to:
• Reviewing documentation.
• Planning and reviewing the sequence of events, identifying responsibilities and timeframes for completion.
• Overseeing customer training as required.
• External Customer survey
• Product Partnering Survey
• Customer Satisfaction
• Successful Project Implementation
Well Managed
• Possess comprehensive understanding of all products and structures used by Cash Management Solutions
• Environment – comply with environmental performance objectives
• Compliance training
• Comply with local regulatory requirements
• Compliance breaches
Competencies
Competencies should include a careful selection of skills, knowledge and behaviours, and the level at which each of the selected competencies are expected to be demonstrated to achieve the position's key accountabilities.
Essential Experience Profile
Summarise the pre-requisite skills and knowledge required to perform this position, as well as any formal qualifications or training needed.
• Demonstrated industry knowledge. Drives sales results for the most challenging customers in the most competitive markets regarding new and complex deals whilst managing other customers with fewer opportunities for bank's initiated deals.
• Solid strategic thinking and business acumen to enable discussions with senior customer representatives regarding bank's initiated deals.
• Strong people skills and capable of driving sales results by training up and influencing RMs.
• Experience in managing tender implementations or special projects.
• Familiar with Cash Management products.
• Takes advantage of emerging eCommerce service propositions and understands how to incorporate them successfully into Working Capital Solutions.
• Strong research and analytical skills in order to achieve deep customer understanding and develop customer specific service propositions.
• Tertiary qualifications in Business / Commerce / Finance
• Local market knowledge experience highly desirable
Suitable candidates please share your updated profile at anamika.singh@questonthefrontier.com
You may reach her on +65 62225060