Corporate Bank - Sales Specialist - VP

at  Deutsche Bank

DETAILS OF THE DIVISION AND TEAM:

Institutional Cash & Trade (ICT) is a global business which is regionally organized with dedicated staff for originating and facilitating cash management and trade finance transactions with financial institutional clients located in Indonesia. We are looking for a Sales Specialist for ICT Indonesia team.

The ICT Sales Specialist is responsible for the following:

• Act as an ACO (‘Accountable Client Owner’), who will cover a portfolio of institutional clients based in Indonesia and coworking closely with Customer Service Team and KYC Team.
• Originate, arrange, and facilitate transactions of letters of credit and trade-related guarantees from the banks we cover, destined into Deutsche Bank’s global network of trade finance locations. Reversely, we help our branches to issue instructions, on behalf of Deutsche Bank’s corporate clients, to the banks we cover.
• Ensure that Deutsche Bank’s Know-Your-Customer (KYC) requirements are fulfilled and documented.
• Manage the Financial and non-financial risk aspects across the Indonesian based FI clients.

YOUR SKILLS AND EXPERIENCE:

• The successful candidate should have several years of correspondent banking industry experience, including to consider employment in a major European or US financial institution, and will have been educated to degree level.
• Sound product knowledge of cash management services (USD, EUR, GBP, and Multicurrency clearing and payment services, liquidity management, transactional FX) and trade finance products (traditional trade products (such as LCs, guarantees, and collections), FI Financing, trade reimbursement services, structured short-term trade finance (e.g., Structured LCs) and electronic banking products) for financial institutions.
• Solid awareness of compliance, non-financial and business risks in the applicable region.
• Ability to communicate bank’s strategy, as well as the ICT global business strategy incl. specifically the ICT risk appetite and respective policies.
• Ability to build and develop contacts at the appropriate level in target clients to support business attraction. Strong negotiation skills essential.
• Strong track record in client facing role for cash management and trade finance to financial institutions.
• Willing and able to travel frequently to meet clients.
• Educated to University degree level.
• Native level Bahasa Indonesia and fluency in written and spoken in English is a must.
• Relevant work experience in FI industry, GTB business, esp. Cash Management and Trade Finance
• Solid presentation and communication skills, written and verbal-
• Motivated team player with strong interpersonal skills and multi-cultural understanding
• Ability to communicate effectively at varying levels of seniority (internally and externally)
• Creative (e.g., when preparing marketing material, such as business proposals) and innovative (e.g., when structuring trade finance deals) working style
• Client-centric attitude, while living the values of Integrity and Discipline in assuring the bank does not incur undesired financial, non-financial, or reputational risk.
• Easiness with the Microsoft Office Suite (especially Excel, Word, PowerPoint)

ABOUT US AND OUR TEAMS:

Deutsche Bank is the leading German bank with strong European roots and a global network. click here to see what we do.

YOUR KEY RESPONSIBILITIES:

• Taking responsibility for selling the entire range of Cash Management (ICM) and Trade Finance (TF) products to Financial Institutions (FIs) located in Indonesia. The product range consists of cash management products (ie. money transfer, liquidity, FX products) and traditional trade flow products (ie. LCs, guarantees, and collections), FI Financing, trade reimbursement services, structured short-term trade finance (e.g. Structured LCs) and electronic banking products.
• To deliver on the agreed Sales objectives for the client portfolio and to uphold best in class client management and service levels to the existing client base.
• Work with the respective Regional Lead to execute the strategy to acquire new clients/ business.
• Being in charge of Know-Your-Customer (KYC) reviews and on-boarding of new customers as well as taking accountability for FI client relationships (as “Accountable Client Owner”).
• Analyzing payments, trade flows and internal MIS data to identify business opportunities.
• Assume responsibility for the content and presentation quality of relevant client proposals, responses to RFPs and RFIs, and client communications.
• Uphold relevant legal, regulatory and Bank policy requirements for all Sales activities.
• Liaising with Product Management for new and innovative solutions
• Obtain pricing or product offering approval from the Regional / Country Head and Market Management for any conditions below “standard” based on proper justification.
• Keeping dialogue with CRM on determining credit lines for FIs as well as DB’s credit appetite (including country limits)
• Fulfil supervisory responsibilities under the DB Group and US/EU and relevant local supervision policies and the Written Supervisory Procedures.
• Supporting the organization and management of client events (e.g., product presentations at seminars)
• Ensure timely completion of Mandatory Trainings and compliance with all risk- (both non-financial and financial) related obligations (non-financial risk, financial risk, timely completion of KYC Client Periodic Review to reflect up-to-date and accurate information).
• Interacting / Cross-selling with other areas of the bank, such as FIC, TFAS.

The ICT Sales Specialist is responsible for the following:

• Act as an ACO (‘Accountable Client Owner’), who will cover a portfolio of institutional clients based in Indonesia and coworking closely with Customer Service Team and KYC Team.
• Originate, arrange, and facilitate transactions of letters of credit and trade-related guarantees from the banks we cover, destined into Deutsche Bank’s global network of trade finance locations. Reversely, we help our branches to issue instructions, on behalf of Deutsche Bank’s corporate clients, to the banks we cover.
• Ensure that Deutsche Bank’s Know-Your-Customer (KYC) requirements are fulfilled and documented.
• Manage the Financial and non-financial risk aspects across the Indonesian based FI clients