Senior Client Sales Lead, Cash & Trade (HK)

Deutsche Bank AG, Hong Kong Branch

Hong Kong

On-site

HKD 900,000 - 1,800,000

Full time

14 days+

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Benefits offered by this job

25 days annual leave

Life Assurance

Private Healthcare

Flexible benefits

CSR volunteering leave

Job summary

Deutsche Bank AG, Hong Kong Branch is seeking an experienced ICT Senior Client Sales Manager to lead a portfolio of institutional clients and drive revenue growth across the full range of ICT products in Hong Kong.

You will own client relationships at senior levels, collaborate with cross-functional teams, originate trade finance transactions and ensure KYC/compliance standards are met while delivering strategic solutions.

Qualifications

More than ten years of relevant experience in correspondent banking, cash management or trade finance, preferably including experience at a major European, US or international financial institution
Strong product knowledge across cash management services, including USD, EUR, GBP and multicurrency clearing, payment services, liquidity management and transactional FX
Strong understanding of trade finance products, including letters of credit, guarantees, standby letters of credit, collections, FI financing, forfaiting, FI loans, trade reimbursement services and structured short-term trade finance
Proven track record in a client-facing sales role covering cash management and trade finance solutions for financial institutions
Demonstrated ability to manage and develop senior client relationships and identify new revenue opportunities
Strong commercial judgement, negotiation skills and ability to convert client needs into appropriate solutions
Solid understanding of the relevant compliance, financial, non-financial and business risks in the region
Ability to communicate Deutsche Bank's and ICT's business strategy, risk appetite and relevant policies
Experience in leading and developing team members
Willingness and ability to travel regularly to meet clients
Native-level Cantonese and Mandarin, with fluency in written and spoken English
Relevant experience in Transaction Banking, particularly Cash Management and Trade Finance
University degree or equivalent qualification
Strong presentation and communication skills, both written and verbal
Motivated team player with strong interpersonal skills and a good understanding of different cultures
Ability to communicate effectively with stakeholders at different levels of seniority, both internally and externally
Commercial, creative and solution-oriented working style
Strong client focus, combined with integrity and discipline in managing financial, non-financial and reputational risks
Good working knowledge of Microsoft Office, particularly Excel, Word and PowerPoint

Responsibilities

Take responsibility for selling the full range of Cash Management and Trade Finance products to financial institutions in Hong Kong.
The product range includes payments, liquidity management, transactional FX and electronic banking solutions, as well as letters of credit, guarantees, standby letters of credit, collections, FI financing, FI loans, trade reimbursement services and structured short-term trade finance
Deliver the agreed sales and revenue objectives for the assigned client portfolio and maintain high standards of client coverage and service
Act as Accountable Client Owner for the assigned relationships and build strong, senior-level relationships with key client stakeholders
Work with the Sales Lead to execute the market and client strategy, acquire new clients and develop new business opportunities
Analyse payment and trade flows, client activity and internal management information to identify opportunities and convert them into a sustainable sales pipeline and revenues
Lead the preparation and delivery of relevant client proposals, responses to RFPs and RFIs, and other important client communications
Take accountability for the KYC reviews of assigned clients and the onboarding of new clients, working closely with the relevant internal functions
Work with Product Management to develop appropriate and innovative client solutions
Obtain approval from the Regional or Country Head and Market Management for pricing or product conditions outside standard parameters, based on a clear business rationale
Maintain an effective dialogue with Credit Risk Management on credit lines for financial institutions, Deutsche Bank's credit appetite and applicable country limits
Ensure that all sales activities comply with applicable legal and regulatory requirements, Deutsche Bank policies and relevant financial and non-financial risk standards
Fulfil all applicable supervisory responsibilities under Deutsche Bank Group, US, EU and local supervision policies and Written Supervisory Procedures
Drive collaboration and cross-selling across Deutsche Bank, including with TFAS, CCM, FIC, Corporate Coverage and other relevant internal stakeholders
Represent ICT at relevant client events, product presentations, roadshows and industry seminars
Lead and manage assigned team members, including setting clear objectives, providing regular feedback and supporting their professional development
Provide direction and guidance to the team and ensure effective delivery against business, client and control priorities
Promote strong collaboration within the Hong Kong team and across regional and global ICT teams
Act as a senior representative of ICT when engaging with internal and external stakeholders
Maintain an inclusive, high-performing team culture based on accountability, collaboration and effective communication