【ドイツ証券株式会社】Corporate Bank - Sales Specialist - Vice President
仕事内容
Position Overview
Role Description
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 institutional (bank) clients located in Japan. We are looking for a Sales Specialist for ICT Japan team.
The ICT Sales Specialist is responsible for the following:
Act as an ACO (‘Accountable Client Owner’) who will cover a portfolio of institutional (bank) clients in Japan, together with the Sales Lead and coworking closely with Customer Service Team.
The PSO will 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.
To ensure that Deutsche Bank’s Know-Your-Customer (KYC) requirements on these clients and for our particular business are fulfilled and documented.
What we will offer you:
A healthy, engaged and well-supported workforce is better equipped to do their best work and, more importantly, enjoy their lives inside and outside the workplace. That’s why we are committed to providing an environment with your development and wellbeing at its center.
You can expect:
Corporate Group Insurance – premium borne by company
Annual health checkup – cost borne by company (once a year; conditions apply)
Child care and elderly care benefits – corporate discount through designated child care & elderly care vendors
EAP – free and confidential counseling, online work-life resources
Employee networks – Diversity, volunteering, sports, family care - various activities to participate
Role Responsibilities and Tasks :
Taking responsibility for selling the entire range of Cash Management and Trade Finance products to Financial Institutions (FIs) located in Japan. The product range consists of cash management products (money transfer, liquidity, FX products) and 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.
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 Sales 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 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- (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 ICG FIC Trading desk, Trade Finance & Advisory.
応募資格(必須経験など)
Experience/ Qualifications:
The successful candidate should have several years of correspondent banking industry experience, including employment in a major European or US or Japanese financial institution, and will have been educated to degree level.
Sound product knowledge of cash management services (USD, EUR 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 Japanese and fluency in written and spoken in English required
Relevant work experience in Corporate Bank business, esp. Cash Management and Trade Finance
Solid presentation and communication skills, written and oral
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)