Payments China FIG Sales Head – Managing Director

The Payments China FIG Sales Head is a pivotal leadership role responsible for leading a dynamic sales team dedicated to delivering innovative treasury services and comprehensive trade solutions to a diverse portfolio of financial institutions in China. These financial institutions include banks, broker-dealers clients, central banks, sovereign wealth funds, insurance companies, asset gatherers, credit management companies and Third Party Processors. The role is strategically positioned to enhance client relationships and drive business growth in a rapidly evolving financial landscape.

Job Responsibilities:

Business Results

• Drive the overall strategy for the China FIG Sales client franchise including coverage model, client targeting and financial goals
• Proactively engage corporate bankers to optimize lending relationships and client returns through Payments wallet share growth
• In-Depth understanding and robust Credit Skills in managing Financial Institutions segment with heavy involvement on the Balance Sheet committee, and Collaboration with the partners across Lines of Business.
• Drive strategic account planning, aligning efforts with overall Payments business objectives including driving ESG and Innovation strategy for the FIG China franchise
• Identify emerging challenges and provide strategic input to shape the Payments innovation/investment agenda by product and globally
• Drive, manage and motivate the team to deliver against financial budgets/targets

Client/Customer Focus

• Develop and implement clien engagement strategies that enhance customer satisfaction and loyalty. Tailor solutions to meet the unique needs of each client, ensuring a personalized and value-driven approach.
• Drive the development of forward looking business plans and strategic call strategies for clients along with Payment sales, Corporate bankers and Institutional client managers globally
• Identify and capitalize on new business opportunities, stay abreast of market trends and regulatory changes to anticipate client needs and adapt strategies accordingly
• Drive a client centric coverage model, coordinating with Payment product partners, Corporate Bankers and Investment Bank/Institution Client Executives
• Drive client mindshare and thought leadership around Payment Solutions and the forward innovation agenda through strategic marketing and client events
• Serve as a senior focal point for strategic client discussions and escalations

Teamwork & Leadership

• Manage a team of diverse Payments FIG Salesforce to high levels of performance and client satisfaction
• Be an engaging regional leader and role model with inclusive behaviour and thought leadership
• Proactively build and drive collaborative firm wide relationships within Payments and other relevant partners (Compliance, Global Financial Crimes Compliance, Risk, Legal, Business Compliance, Human Resources)
• Set clear performance metrics and regularly assess the team’s progress towards achieving sales goals.
• Market and showcase marquee FIG Sales deals and success stories to the Global Payments team
• Proactively drive talent management holistically including business justified investments, mobility, and succession planning
• Drive the Diversity & Inclusion agenda in Asia Pacific and achieve set people goals

Risk & Control

• Ensure individual and team compliance with all applicable regulations and required trainings
• Objectively represent client issues at monthly AML committee reviews as needed
• Manage/meet the required regulatory deliverables for KYC including new business, remediation and renewal

Required qualifications, capabilities, and skills

• Extensive experience in a similar role within financial services
• Knowledge of transaction banking and sales is a must
• Successful track record of driving new business development and senior relationship management
• Highest level of integrity and good judgment, with the ability to effectively deal with highly sensitive, confidential information
• Demonstrates a strong sense of urgency and commitment, as well as a strong business sense with a strategic, conceptual orientation
• Demonstrated ability to lead and motivate people including coaching, recruiting and retaining
• Exceptional interpersonal and communication skills, with the ability to build and maintain strong client relationships
• Strong commercial judgment - excellent communication and influencing abilities in a fast-paced environment
• Bachelor’s degree is required, Masters or MBA degree is preferred
• Flexibility for regular travel, including globally