As the India Securities & Fiduciary Services Sales Manager, you will be responsible for Custody, Derivative Clearing (Professional Clearing Member ( PCM ) role in India and IFSC-GIFT. This would be an individual role. The individual will have to collaborate closely with external stakeholders across Clients, SEBI, RBI, IFSCA, Exchanges, Depositories, Clearing Corporations, Custodians. The individual will also have to collaborate closely with internal stakeholders across relationship (FIG & IBG), Group SFS, Compliance, Legal, FCSS, Operations, Sales and Client Management teams. The industry is embarking on a period of significant change, innovation and new business opportunities and DBS India is looking to play a leadership role. The role will report directly to the India Sales Head - Securities and Fiduciary Services.
Key Accountabilities
(1) Developing and driving the vision and Sales & Client Management strategy
(2) P&L Management
(3) Partner with the business to drive revenue and profitable growth
(4) Own product commercials for across Custody, PCM in both India and IFSC-GIFT
(5) Partner with IBG to drive Sales, business and manage clients
(6) Provide market insights to drive development and competitive positioning of the product
(7) Lead the development and execution of the India custody Sales strategy including ongoing priorities and alignment with Indian regulatory changes and Group guidelines
(8) Identify areas of improvement and pass the communication to Product Team
(9) Explore new business opportunities that help to shorten the chain of custody, drive efficiency and reduce risk
(10) Participate in Industry groups across the region to drive market leadership and change
(11) Partner with clients and industry participants to drive and deliver value added products
(12) Collaborate on commercial topics with key stakeholder and business partners across functions including legal, risk and compliance.
(13) Source new business of FPIs, AIFs, FDIs, FVCIs, MF, Insurance, covering Custody and PCM (Derivative Clearing) business, etc
(14) Achieve high satisfaction ratings in client due-diligence visits, surveys and market surveys
(15) Support custody product owner and - Securities and Fiduciary Services & Financial Institutions Sales & Client Management in revenue-engineering activities
(16) Monthly marketing event with intermediary channels
Job Duties and Responsibilities
1) Source business for new FPIs, FDIs, FVCIs, MF, Insurance, AIFs covering Custody and PCM (Derivative Clearing) business through engagement with own connect and intermediary channels such as brokers, law firms, tax consultants, fund administrators, Trustees, etc
2) Ensure that all Service Level Standards agreed with various units and clients are met with high levels of integrity and professionalism.
3) Set-up monthly marketing events with intermediaries to build traction and source new business
1) Prepare and disseminate custody circulars on market developments, operation changes, regulatory & securities industry updates. Incumbent should be seen by the clients as their person in India as they normally would not have a local presence.
2) Prepare marketing and sales pitch on DBS SFS Capabilities to promote in IFSC-GIFT for inbound and outbound investments
3) Sourcing of new clients for Custody and PCM business
4) Participate in RFPs to enable bank source Custody and PCM mandates from large clients
5) On boarding of client in coordination with the relationship team and operations team
6) Establish good working relationship with reputed FI clients
7) Establish profile of the Bank as a Best Custodian in India. Undertake frequent competitor analysis so that DBS Custody and Clearing offering is in line with competing banks. Also identify local promotional activities which will help reinforce DBS Custody brand.
8) Develop and implement customer centric services/products by understanding market dynamics, customer segmentation & mapping competition matrix. Continuously analyze and update competition matrix
9) Conduct marketing events on monthly basis for intermediaries
10) Ensure prompt responses to clients queries (24-hr turnaround / acknowledgement).
11) Work with the client on account structure so that the account registration process with SEBI is smooth.
12) Manage fee structure, create opportunities for income generation and minimize revenue leakage
13) Liaise with client on the account opening document requirements.
14) Ensure that the transition of new business is smooth.
15) Offer innovative solutions to provide clients with value-added services, in consultation with product / operations.
16) Prepare responses to issues and presentation slides for clients service reviews and due diligence visits.
17) Keep abreast of market developments and keep the clients updated on the same.
Experience
Custody and PCM functions
Sales
Problem solving, management and
Leadership skills.
Customer/Business Focus,
Teamwork & Collaboration, Change/Innovative Skills
Education / Preferred Qualifications
1. Good university degree or equivalent majoring in Business Administration, Financial Accounting, Science, Engineering or equivalent with some financial/banking experience preferred.
2. Degree in Securities Law is preferable
3. Should be street smart with good communication skills
Work Relationship
Good market and regulatory knowledge of FPI regulations/AIF regulations/Foreign Investment regulations/FEMA/Securities regulations
Custody and PCM business
DBS India - Culture & Behaviors
- Drive Performance Through Value Based Propositions
- Ensure Customer Focus by Delighting Customers & Reduce Complaints
- Build Pride and Passion to Protect, Maintain and Enhance DBS Reputation
- Enhance Knowledge Base, Build Skill Sets & Develop Competencies
- Invest in Team Bu
- ilding & Motivation through Ideation & Innovation
- Execute at Speed While Maintaining Error Free Operations
- Develop a Passion for Performance to Grow Talent Pool
- Maintain the Highest Standards of Honesty and Integrity
