AVP/VP, Relationship Manager – Midcap, Shipping, Institutional Banking Group

Business Function

DBS Institutional Banking Group (IBG) provides corporate customers with a full range of commercial banking and investment banking products and services. Within IBG, the Midcap Shipping, Aviation, Logistics and Transportation sector supports clients across a comprehensive range of corporate and investment banking needs. These include corporate financing and advisory services such as trade finance, working capital financing, ESG loans, syndicated facilities, bilateral and club loans, as well as other term loan structures. The sector also offers cash management solutions, including liquidity management, digital/API solutions, operating current accounts, time deposits and escrow accounts. In addition, it provides treasury solutions such as interest rate, cross-currency, foreign exchange and energy commodity hedging, together with investment banking and advisory services across the full capital structure, spanning equity, debt, M&A, capital optimisation and sustainable finance advisory.

Responsibilities

• Directly driving and contribute to the team’s P&L performance by managing the loan portfolio and account management requirement of SALT clients in Singapore.
• Develop and execute strategic account plans for existing client portfolio in collaboration with product partners, with at least semi-annual reviews.  Drive IBG’s digital agenda through the cross-sell of cash management and supply chain solutions, and support IBG’s sustainability agenda by identifying opportunities in sustainability advisory, loans and capital markets. Demonstrate a strong understanding of clients’ business needs by delivering suitable solutions and supporting their connectivity expansion across DBS geographies.
• Identify, formulate and execute targeted strategies to acquire New-to-Bank client targets and build new portfolios, supporting the growth of the team’s franchise and P&L.
• Grow portfolio earnings and enhance portfolio ROE through cross-sell of Cash, Trade, Treasury & Markets and Investment Banking solutions, including Equity Capital Markets, Debt Capital Markets and Strategic Advisory products.
• Ensure effective management of the existing client portfolio across products, particularly for large accounts with heavy significant day-to-day operational handling.
• Proactive monitor and manage accounts, remaining alert to signs of credit deterioration or improvement, and taking timely action, including escalation to senior management and Credit where appropriate.
• Conceptualise and undertake corporate finance analysis, including capital structure assessment, valuation analysis and comparable company benchmarking.
• Ensure timely submission of RFPs, pitches, credit memos and supervision reports, while meeting agreed deal execution timelines.
• Evaluation and prepare financial models including P&L, balance sheet and cash flow projections based on sound business and market assumptions with a high level of competence.
• Maintain regular client engagement supported by timely pre-meeting briefing notes with relevant talking points and actionable call reports.
• Ensure product partners delivers accurate, relevant and high-quality client pitches, with appropriate support and coordination.
• Prepare clear, accurate, timely and coherent credit memos, supported by in-depth analysis, synthesised insights and recommendations.
• Support the execution of strategic initiatives across the sector and broader IBG franchise.
• Independently lead loan and security documentation processes, including negotiations, with a strong degree of competence.
• Support industry related research and strategy exercises, including the development of new growth areas, country strategies and industry benchmarking.

Requirements

• Bachelor’s Degree with a minimum 7 years of relevant experience in the Shipping, Aviation, Logistics and Transportation sector.
• Relevant corporate banking experience in relationship management of Midcap and/or Large Corporation clients.  
• Strong credit and financial analytical skills, with the ability to independently prepare financial models, cash flow analysis, debt capacity analysis for complex lending structures
• Demonstrates a strong understanding of financing, hedging instruments and capital market solutions for Midcap and/or Large Corporate clients in Shipping, Aviation, Logistics and Transportation sector
• Demonstrates the ability to conduct industry-level research, supported by strong writing and presentation skills.
• Possesses proven credit skills, with the ability to engage effectively with senior internal and external stakeholders.
• Articulate and confident in delivering presentation and client pitches.
• Experience using databases such as Capital IQ, together with proficiency in MS Excel, Power Point and the practical application of AI-enabled tools to enhance productivity and analysis, will be an advantage.
• Demonstrate people leadership and team-building capabilities, with excellent interpersonal and communication skills, a strong drive to meet business targets, and the ability to collaborate effectively with internal and external stakeholders.
• Highly resourceful and results-oriented, with strong business networks and the ability to identify and develop new business opportunities.
• Strong knowledge of accounting, finance, financial modelling and business presentation

Location:

DBS Asia Central

Job:

Relationship Management

Schedule:

Regular

Employee Status:

Full time