Vice President, Team Lead Treasures Private Client, Consumer Banking Group presso DBS Bank

Business Function

As the leading bank in Asia, DBS Consumer Banking Group is in a unique position to help our customers realize their dreams and ambitions across 600 branches across the country. As a market leader in the consumer banking business, DBS has a full spectrum of products and services, including deposits (incl. structured solutions for NRI), investments, insurance, mortgages, credit cards and personal loans to help our customers realize their dreams and aspirations at every life stage

Job Purpose

To deliver exceptional volume and revenue performance by acquiring and engaging with DBS Treasures Private HNI clients having a total relationship value of 6cr INR & above. This role requires an experienced professional with a strong background in wealth management, exceptional leadership capabilities, and a proven track record in business development. The role will be a Revenue Generator role and carry individual targets as well.

Key Accountabilities 

• Accountable for achieving monthly & annual sales targets for the city/market, as agreed. Ensure proper implementation & execution of relationship management & investment advisory strategies.
• Ensure proper sales spread between products. Grow the TRV of Treasures Private Client segment by acquiring and nurturing the clients having AUM => INR 6cr
• Monitoring of progress towards achieving targets is done on a weekly basis. Agree targets and take accountability for the overall achievement of CBG product portfolio performance objectives for the branch in terms of:
• Customer Experience, Sales Growth & Income Contribution.
• Costs performance, Employee Satisfaction, Risk and rigour management.
• Provide clear direction on business objectives, translating and prioritizing into business performance measures. Ensure balance between NTB customer acquisition & penetration of existing customers.
• Define objectives for the TPC segment. Develop & implement strategy to deepen wallet share of existing customers.
• Build and develop a high performing team through embedding performance development and coaching. Create an empowering environment for the team, encouraging individual ownership and initiative.
• Ensure coaching and feedback to achieve their maximum potential. Make reward decisions within set guidelines
• Drive and deliver a radical improvement in customer service in the local market through dynamic service leadership and the implementation of customer service strategy.
• Define progressively higher service standards for each branch aligning to DBS standards. Ensure reduction of complaints & error rates.

Job Duties & responsibilities

• Focus on right customer segment: promoters in small, mid, and large corporate segments / Family office/HNI to improve the overall AUM.
• A significant part of the role will be leading the team to identify and secure new clients to increase AUM. This can also be achieved by bringing an existing book of clients over to transfer the AUM.
• All the functions of this role must be carried out in such a way that adheres to all compliance and regulatory requirements
• Ensure complete knowledge of all products & services through continuous skill and knowledge improvement.
• Provide feedback on market, competition, and products, suggest innovations & ideas for continuous product and service improvements
• Use financial acumen and investment expertise to review a client's information, work closely with the Research and Advisory team to provide superior investment solutions thereby helping the client reach short-term and long-term investment goals, and seamlessly align service delivery for an enhanced customer experience
• Leadership to the team to ensure that they are motivated and are able to bring their best selves to work every day. Responsible for driving performance and discipline within the team – initiate misconduct or work closely with the HR team.
• Determine and manage Training Needs Analysis and Succession plans for TPC RMs in the branch
• Working with the team to achieve sales & service through in-branch business development activities and provide feedback.
• Ensure that TPC RMs own and manage customer queries and complaints by taking ownership and resolving in a timely manner. Act as the escalation point for their unresolved queries and complaints.
• Brief staff on promotional and product launches; provide regular feedback on sales performance.
• Establish relationships with key clients or business influencers in the local area, including doing some client entertainment within overall annual budget limits.
• Support product specialists and the direct sales team in marketing of group schemes and other corporate products to local businesses.
• Ensure compliance with operations risk and rigour requirements e.g. Health & Safety standards, security of premises, KYC and anti-money laundering measures.
• Establish DBS Bank as a wealth management provider in India. Undertake frequent competitor analysis so that DBS product suite is in line with (or ahead of) competing banks. These updates to be shared with the Head CBG and Product teams at regular intervals. Also identify local promotional activities which will help reinforce the DBS brand.
• Keep attuned to the current economic and financial markets so as to be current and proficient in attending to customers’ queries.
• Facilitate the distribution of third-party investment products to customers, after taking into consideration the risk profile and investment objectives of the said customer.

Requirements

• Overall 15 years of experience in HNI Sales / Wealth Management / Private Banking segment and handling an investment book of Min INR 200 Cr sales & 2-3 years in a leadership or team management role.
• The ideal candidate will have previous Private Banking experience, should have existing relationship with key corporates, family offices, and distributors and bring along with a transferable book of discretionary managed investments.
• Sound Understanding of financial planning and wealth management products.
• Knowledge of competitors and marketplace.
• Preferably AMFI and or IRDA certified.

Education / Preferred Qualifications

• MBA / CA or equivalent from a premium institute.

Core Competencies  

• Attention to detail & Tenacious
• Comfortable with tight deadlines
• Excellent listening skills, with an inquisitive mind
• Good written and verbal communication skills
• Relationship building & management skills
• Results-orientated & the ability to handle pressure
• Self-drive and highly ambitious
• Strong ability to influence
• Strong customer orientation & Focused on the brand
• Understanding of competitive positioning

Technical Competencies       

• Sound understanding of CBG product suite and associated technology platforms and operational procedures
• Understanding of regulatory guidelines on banking policies issued by RBI (local regulations in India) and local laws and regulations that impact businesses in general. Understanding of KYC requirements & Anti-money Laundering Policies are critical.
• Knowledge of financial markets and products to assist in meaningful dialogue with clients.

Work Relationship     

• Management of teams, visiting clients & customers along with team for support.
• Close interaction with Team & cross- collaboration with branches & other departments
• Close interaction with product teams to ensure suitable training for the team.
• Establish strong relationship with third party providers & other partners.