Responsible to drive the PCM business with clients andrelationship teams to grow operating account liabilities for CIBG customer baseand to increase our market share.
With an aim to maintain, enhance, and developnew revenue streams by identifying and selling innovative payments and cashmanagement solutions to defined portfolio of clients.
Identify opportunities to not only cross sell full set ofcash management products, but to also identify other cross collaborationopportunities across Trade, FX, and Retail Banking.
Build stronger internal relationships with business segmentsheads, RM community.
Manage all the necessary activities related to clientcalling activities and the usage of internal systems to maintain and update allrecords related to the business
Be champion to protect the bank against various risksrelated to the operations, fraud, and compliance in the ever evolvingregulatory market.
Key Result Areas :
Be responsible for growing PCM business by increasing theliabilities for the bank and the transactional volumes on CIBG customer base
Be responsible for revenue generation coming from theselling efforts on Cash Management Products over existing customer base and newcustomer acquisition
Develop and build a strong pipeline, monitor activity andassure accomplishment with target dates of each step of the cycle
Increase market share and share of wallet of existingcustomers by identifying opportunities to cross sell cash management productsand continuously increase number of products per customer
Coordinate activities, define plan and execute based onaccount planning exercise, in coordination with RMs within CIBG businessdivisions and other product partners.
Annual market sizing, updating oftransactional flows and shares of customer wallet. Working with RM teams helpdevelop strategies and concrete action to migrate customers from lessprofitable products to more profitable ones based on product strategy.
Be responsible for the commercialization of all set of CashManagement Products. Execute sales by product, solutions and services, inachievements of the monthly, yearly set sales targets by tracking product MIS.
Coordinate efforts to support regional sales teams from IBG,by defining strategy and plans to expand sales activity locally and regionally
Meet customers to understand needs and trends, be an advisorto better organize and structure customer needs. Monitor and tracktransactional activity of customers to assure high utilization of products andoptimization of balances
Support and train internal people on the PCM business andact as a mentor / coach to new joiners and support staff
Work closely with PCM product Team to be updated on productfeatures and functionalities as well as to bring feedback on customer needs andmarket trends
Develop and execute necessary market and internal activities(campaigns, etc) to aggressively penetrate current and new offering
Work closely with GTS product / solution delivery team toassure proper customer service and customer implementation on mandates won andbe responsible for overall Customer Experience.
Be an expert matter on customer’s internal processes tobetter understand needs and to structure solutions to build a long termcustomer base in Cash Management.
Prepare and deliver proper documentation foreach step of the sales cycle (product presentation, product proposal, servicecontract, etc)
Coordinate and conduct Deal Review Process with a dealreview team
Knowledge, Skills and Experience
Incumbent should have prior direct / indirect cashmanagement experience in the local market
Strong interpersonal skills is a must
Ability to understandtechnology related issues in keeping with the job demands necessary.
University degree,preferable MBA or Masters degree, with at least 10+ years in a product / salesmanagement or related area within cash management and banking.
Clear understanding ofmarket dynamics and the ability to assess the market going forward.
Be able to dimension theimpact of new technologies being introduced to be able to assess their impacton the Banks services.
Sales orientedpersonality with strong ability to understand customer needs and to positionbank offering
Concrete salesexperience commercializing Cash Management solutions in the local market andglobal market
Business and revenueoriented skills
Leadership and teambuilding skills
Good customer baseknowledge of local customers
Corporate & Investment Banking Group
Aug 6, 2018