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Desk Head of Sales

4 months ago

Ho Chi Minh City, Vietnam Deutsche Bank Full time

Securities Services is an integral part of the larger GTB franchise globally as well as locally and Securities Services Vietnam is a significant contributor to the overall DB Vietnam franchise. The Securites Services business broadly consists of Domestic & Cross Border Custody. Within each there are multiple client segments and different products servicing each segment.

The Head of Securties Services Vietnam is the face of the business to the market and clients. Being a unit of the overall Securities Services business, this assumes critical importance.

**Key Responsibilities**:

- Sourcing of new business in existing and new client segments.
- Delivery of the Securities Services Product end to end in Vietnam market working closely with operations, other infrastructure and regional partners.
- Proactively support and manage the pre-sales and sales support function for Cross Border Custody.
- Maintaining a high profile in terms of market advocacy and relationships with regulators.
- Detailed sales plans and monthly market briefing calls to the wider group.
- Producing proposals, preparing pricing models, and helping to maintain and grow our existing customer base and establish strong relationships with decision makers in the target-market investment management community and with all other influencers such as internal sales and coverage groups, law firms, tax firms, local stock exchange representatives and other market professionals.
- Improve our market standing both in terms of the market share, service delivery and industry rankings.
- Being proactive in promoting our services by hosting training and industry seminar presentations as appropriate to raise product and industry awareness.

**People Management**
- Managing a direct team and also liaison with all support groups
- Supports the development of an environment where people management and development is the number one priority. Coaches direct reports and others in the organisation, as appropriate
- Acts as a role model for new employees, providing help and support to facilitate early integration and assimilation of their new environment
- Supports tough people decisions to ensure people performance is aligned with organisation imperatives and needs. Address Securities Services individual performance issues, where necessary, to drive for high performance.

**Experience/ Exposure & Skills**
- Strong custody experience preferably, or with background in Asset Management, Investment Banking or Broking are preferable.
- Relationship Management and Sales skills to build senior relationships and close big deals
- Actively supports the business strategy, plans and values, contributing to the achievement of a high performance culture
- Takes ownership for own career management, seeking opportunities for continuous development of personal capability and improved performance contribution
- Capacity to develop unique selling points and influence leaders/regulators for market advocacy purposes
- Operational and control skills to minimise the risk and sustain a safe operating environment
- Articulation and presentation skills

**Education/ Qualifications & Competencies**
- Educated to degree level or equivalent. Post graduation will be an advantage
- Total experience of 12+ years of which ideally five to seven years experience is in a business or client facing role
- The role will require domestic travel to Hanoi and few trips to regional offices
- Business minded individual who is a self-motivator, energetic and innovative
- Able to make decisions, influence others and work in co-operative manner
- Fully conversant in both English and Vietnamese, including written communication
- Ability to assimilate large quantities of data and prioritize tasks and workflow accordingly
- A determined and disciplined approach to sales.
- Flexible and willing to adapt to different environments

Our values define the working environment we strive to create - diverse, supportive and welcoming of different views. We embrace a culture reflecting a variety of perspectives, insights and backgrounds to drive innovation. We build talented and diverse teams to drive business results and encourage our people to develop to their full potential. Talk to us about flexible work arrangements and other initiatives we offer.