JOB PURPOSE: The candidate will be based in Singapore and have the primary responsibility of delivering agreed sales and revenue targets across Liquidity products, FX, Interest Rates and Commodities derivatives focusing on large IB corporates (across WBG segments) with a primary geographical focus on Singapore and South East Asia clients. As a member of the Global Markets Sales team, the incumbent will be a strong team player with ability to identify and cultivate cross sell opportunities across the aforementioned target client sectors to deliver the agreed sales and revenue targets.
The candidate will be responsible for growing FAB’s market share with this customer client base, where main responsibilities include:Entrepreunerial thinking, strong knowledge of the corporate client base, keen ability to identify new opportunities and convery confidence and proficiency in pitching FAB’s GM product capabilitiesDevelop and grow existing client relationships and drive the onboarding of new clients/accountsHe/she must have a positive attitude and lead by example for junior members of the sales teamProfficiency in the full trade cycle beginning to end – pitching FAB’s product offering, negotiating ISDA and CSA documentation, pricing, execution and settlement of tradesEstablish strong stakeholder partnerships with IB, Credit, Compliance, local CEO and OperationsStrong presentation, problem solving and communication skills
KEY ACCOUNTABILITIES:
Ensure adherence to all GM Sales requirements across the client which are in-line with FAB’s regulatory, compliance and best practice standards.Ensure full coordination and assist functional/global head of businesses in HO on any relevant business matters.Ensure high quality execution and build/maintain strong relationship with GM products, Relationship Managers and the Infrastructure/Support staff.Manage the daily interactions with clients and provide superior client service to improve clients’ experiences, grow assets and liabilities, and maximise FAB’s profitability. Produce customer focused, solution driven presentations to clients, supported by new product initiatives.Manage the sales process for all client relationships, working closely with relevant Trading Desks (Interest Rates, Commodities, FX & Investor Products) Ensure maximum optimization of customer flow activity, and cross selling opportunities to produce best in class flow to support the GM business.Ensure client / internal / monetary impacting issues are escalated appropriately to line manager within suitable time frame.Expectation to participate in client events / forums / off-site events as required.
Internal CollaborationWork closely with Representative Offices, Branches and Head Office to generate business leads to build a strong network of internal stakeholdersDevelop strong working relationships with all departments/ sub-departments including Product partners, Relationship Managers, Debt Markets and Syndications, Islamic Banking, Corporate Finance, etc.) to contribute to cross selling opportunities. Work closely with the Relationship Managers, Credit, Legal and other stakeholders to drive the APAC corporate sales business forward
Risk Management and ControlUnderstand the overall risk profile and ensure that the risks are managed properlySupport the APAC Head of Markets to create a first line of defence environment in Singapore with an environment of transparency, integrity, a platform of clear communication, escalation and trust Ensure risk limit is in line with FAB risk appetite and compliance with Group ORM policy frameworkSupport the APAC Head of Markets to identify all material risks, including the risks associated with new or complex products and high risk activitiesSupport the APAC Head of Markets to evaluate regularly the risks, and maintain continued awareness of the business and risk profiles and changes in the operating environment and financial markets that may give rise to emerging risksSupport the APAC Head of Markets to set up effective controls to ensure the integrity of business overall risk management process and lead by example for junior staffAny excesses or exceptions risk limit should be reported promptly to the senior management and risk committee for necessary actionEnsure completion and rectification of internal, external audit and regulatory inspection comments within target datesSupport the APAC Head of Markets to build a risk-based culture with discipline and accountability
LegalWork with the senior sales team members and the Legal Department to support the commercial negotiation of all ISDA documentation. Follow established procedures for input from other stakeholders in the process (Risk Management, Relationship Management, Credit, Operations) and drive early closure to maximise client trading.CreditProduce input for inclusion in the credit limits approval process as required and in the prescribed format. Ensure that the Relationship Management function is appropriately appraised of all aspects surrounding the need for additional limits and provide additional information if necessary.
Governance, Management and RegulatoryResponsible for any relevant regulatory duties and operate in compliance with relevant legislation and regulatory requirementsSupport the APAC Head of Corporate Sales by highlighting to Country Compliance teams on any proposed changes/new activities to be undertaken by any Global Markets Corporate Sales staff based in Asia for licensing considerationsSupport the APAC Head of Corporate Sales to ensure that sales business activities, including any cross-border client/prospect engagement, are conducted in line with regulatory requirements in respective jurisdictions
QUALIFICATIONS & EXPERIENCE: Knowledge & Experience: Degree in Finance, Accounting, Economics, Commerce or relevant disciplinesMinimum 1 years of experience in similar capacity covering APAC regionRequired language skills: MandarinStrong knowledge of gloabal market products in foreign exchange, interest rates, swaps, ALM, commodties etc. Foundational understanding of global market products in foreign exchange, interest rates commodity derivatives, any other relevant productExcellent business acumen and commercial awareness of global markets sector Preference for candidates with knowledge of middle and back office workflows
Skills: Proven ability to initiate and develop professional relationshipsExcellent communication and listening skillsAbility to meet deadlines and tasks assignedCreative, resourceful in maximizing marketing channelsTake responsibility in achieving an assigned team budget and maximizing profits for the BankAbility to multi-task and takes pressure wellAccurate, precise and clear with communicationAbility to work independently and is self-motivatedMeticulous with paperwork and follow-up