Head of Financial Institutions

2 weeks ago

Hanoi, Hanoi, Vietnam Techcombank Full time
14 Jun 2024
Head of Financial Institutions (FI) & FDI :

  • Category: Corporate & Institutional Banking Group
  • Job Type:
  • Facility: Corporate Banking
    Job Purpose:
Primarily accountable for leading FI (covering insurance companies, securities, sovereign wealth funds, mutual funds, hedge funds, finance companies, brokerage firms, banks, and public sector both onshore and offshore) and FDI business to achieve financial and non-financial performance objectives of FI sector and FDI segment aligned with vision, goal and strategic direction of TCB which includes but not limited to:

  • Formulating strategic plan, developing deep industry expertise, defining/ refining business model, initiative roadmap, and business execution plan
  • Acquiring and deepening relationship with existing and prospect clients. Proactively originating businesses, driving liabilities, trade, cash, markets businesses and developing wholesales corporate risk distribution capability (syndication, bonds) through financial institutional (FI) channel.
  • Building and developing strong talents in FI+FDI team having strong industry expertise, business acumen, competency in building strong strategic relationships with target clients

Key Accountabilities (1):

FI SECTOR + FDI SEGMENT STRATEGY FORMULATION (1)

  • Proactively assess, analyze market condition and trend to identify growth opportunities and challenges in the sector
  • Segment the market to identify "where to play" which include target segments and target clients
  • Build customer need understanding and industry expertise to develop differentiated CVPs and offerings to address client's painpoints and unmet needs
  • Develop/review business operating model, and business execution plan to achieve financial and nonfinancial goals
  • Proactively initiate actions, follow up within CIBG and outside CIBG to ensure execution meet and exceed plan
  • Develop thought leadership capabilities to promote TCB branding and development of FI sector and FDI.

Key Accountabilities (2):

MAINTENANCE AND GROWTH OF CLIENT RELATIONSHIPS (2)

  • Build and maintain productive and strategic relationship with client top executives (chairman, CEO, CFO, treasurers) to retain business and capture new business opportunities.
  • Broaden client coverage to overseas FI segments (sovereign funds, mutual funds, securities etc) who are regular investors into VN.
  • Coordinate sales, solution and service delivery teams to ensure superior CVPs to target clients to deepen client wallet share across mutiproducts (TB, markets, IB) and segments
  • Proactively initiate actions, follow up, look for innovative ideas to improve products/ services provide to clients
  • Represent TCB and be accountable for business development, service, risk and operational delivery of TCB products and services to clients

Key Accountabilities (3):

PEOPLE MANAGEMENT (3)

  • Oversee human resources planning and execution (headcount & costs) of their function
  • Attract, onboard and retain the right talents for a highperforming team
  • Establish and communicate function and individual KRAs/ KPIs, goals, action plan, expectations and results to reporting line
  • Manage function performance & provide feedback regularly (following the annual performance management cycle);
  • Define team's capability requirements and enable team member's professional and personal development through capability assessment, training, coaching & feedback, mentoring, etc.
  • Motivate and recognize team members' contributions towards the team's shared goals
  • Identify and monitor personal, professional development and career advancement of talents in the function
  • Act as a role model and promote corporate culture at function level
  • Understand & communicate relevant HR offerings to team members

Key Relationships - Direct Manager:

Deputy Chief of Corporate Institution Banking Group

Key Relationships - Direct Reports:

Employees in the Unit

Key Relationships - Internal Stakeholders:

GTS, IB, Treasury, Investor relations; RBG; Supporting functions (Risk, OnT, Finance)

Key Relationships - External Stakeholders:

Regulators:
SBV, MOF, SSC etc; Partners; Industry players; Customers (Board / C-Suite); Associations

Success Profile - Qualification and Experiences:

  • 15+ years of experience in the banking or financial services industry, preferably in FI, institutional sales, relationship management, fixed income
  • Proven experience in building up/ growing FI business preferably in regional and global banks
  • Minimum 10 years of prior leadership experience
  • Substantial experience working with institutional investors (supranational, funds, insurance, securities, and public financial institutional preferred internationally
  • Bachelor's degree or its equivalent and relevant professional qualification in Banking, Accounting or Finance preferred from a leading institution
  • Mimimum TOEIC 700 or equivalent

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