Sales Performance Manager, Sales Practice Management (SPM) - Global Transaction Services (GTS) Sales Performance Manager, Sales Practice  …

DBS Bank Limited
in Singapore
Permanent, Full time
Be the first to apply
DBS Bank Limited
in Singapore
Permanent, Full time
Be the first to apply
Sales Performance Manager, Sales Practice Management (SPM) - Global Transaction Services (GTS)
Business Function
Global Transaction Services (GTS) is a product group focused on the management and sale of Cash Management, Trade Finance, and Securities & Fiduciary products and services to institutional clients.
DBS aspires to be recognized by clients and competitors as one of the top GTS providers in its key markets. This is achieved through an ongoing process of efficiently matching clients' changing business requirements with product capabilities.
Job Purpose
This role is suited for a client facing and technically minded individual who is interested in revenue generation, business development and technology who wishes to take on an exciting opportunity for commercial exposure in a growth environment. Working collaboratively with sales, marketing, partners, and other key stakeholders, to provide the sales performance training, content, processes, practices, and tools needed to support salespeople throughout the buyer's journey. This role is integral to the productivity and effectiveness of the sales managers & leaders of Global Transaction Services business.
Key Accountabilities
  • Grow Income - Grow GTS Client Revenues by deepening client wallet share through new and recurring product sales efforts. Ensure Cash and Trade mandates are implemented and expected revenues are realized.
  • Transform External Engagement with Customers to increase GTS customer satisfaction - Support client engagement to elicit support for DBS in Market Surveys to evidence improvement in sales quality and effectiveness, and to evidence growth in GTS product market shares
  • Transform the Way We Work - Sustain execution of the initiatives set for GTS Sales Transformation Programme by providing integrated content, training and coaching services for salespeople and frontline sales managers along the entire customer's buying journey, powered by technology

Sales Performance & Analytics
  • Rollout & maintain a consistent GTS Sales score-card
  • Deliver the weekly/fortnightly/monthly Sales related MIS reporting to track performance
  • Manage the business reporting process for all business reviews
  • Streamline sales process to improve sales productivity
  • Setup business baselines in preparation for strategic & budget discussions
  • Maintain or improve the market penetration & quality of survey scores by external research providers
  • Partner internal resources to manage the sales funnel activities from prospecting to mandate
  • Track overall revenue realisation of the mandated deals
  • Provide required analytics to guide decisioning and action planning

  • 3-5 years of direct experience in sales performance or enablement required. Sales experience targeting at B2B solutions and/or managing B2B sales teams/process preferred
  • Education / Preferred Qualifications - University-level bachelor's degree
  • Knowledge and Skills:
    • Knowledge of sales methodologies, sales process, and buyer's journey alignment
    • Knowledge of sales enablement technologies, processes, and best practices
    • Knowledge of sales management best practices, including pipeline management and developmental sales coaching
    • Strong MS Office Skills (Excel, Word, and PowerPoint)
    • Highly organized and skilled at project management
    • Self-motivated; highly driven to produce results.
    • Ability to collaborate with many different teams and personalities
    • Familiarity with adult learning theory, training content design (added advantage)
    • Strong strategic & data-driven mindset with proven analytical skills; knowledge on Python/QlikView/Tableau will be an added advantage.
  • Other requirements:
    • Ability to influence and impact outcomes
    • Strong team player with good communication and interpersonal skills
    • Strong communication skills, both written and verbal
    • Ability to operate in a multi-tasking environment, meet deadlines
    • Ability to take initiative, work independently and to accomplish tasks with little supervision

Apply Now
We offer a competitive salary and benefits package and the professional advantages of a dynamic environment that supports your development and recognises your achievements.

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