TB Sales Manager - Corporate Banking I & FI O723

Strategy & Planning
o To undertake market situation analysis to identify new business opportunities in coordination with business units as well as with TB product units
o To understand customers businesses and to anticipate the requirements through a
consultative selling process.
o Drive a customer focused environment to deliver the best in class effective and efficient
services to clients
o To match customers needs with product capabilities through tailored presentation
demonstrations and proposals.
o To undertake a disciplined product-oriented sales management process.
o To monitor, track and report on sales activity on a periodic basis and to ensure action is
taken to meet sales targets
o To provide feedback and assistance to all areas of Transaction Banking; e.g., Product
Management, Marketing, etc. to ensure that the voice of the customer and local
requirements are incorporated into on-going plans and initiatives.
o To keep abreast of customers needs, trends and product/market intelligence for new
product developments/enhancements, strengthening CIMB Niagas competitiveness
position in this field.
o To identify opportunities for cross selling and referrals to other CIMB Niaga businesses
units and/or products through developing a good understanding of client needs.

Business Performance and Management
o To proactively manage new and existing names within the assigned transaction
portfolio banking.
o Ensure the Banks share of wallet within the portfolio is grown and maintained in line
with the Banks account plan for the customer.
o To maintain a revenue pipeline featuring Incremental revenue and run off in addition to
the Business as usual revenue from the portfolio as part of effectively managing this
process.
o Acquire new customers and penetrate new business deals from clients
o To negotiate terms and conditions with customers to maximize revenue and
profitability.
o To provide structured solutions to meet the specific TB products/services (eg cash
management and trade services etc.) requirements of our customers and prospects.
o Conduct joint calls to ensure joint sales goals are met, new revenue opportunities are
identified and customer feedback on product and competition is obtained
o Perform periodic service reviews to clients, especially big and special clients
o Conduct workshops/seminars with industry associations to market and promote
Transaction Banking business and build awareness of CIMB Niagas products and
service capabilities
o Maintain on going contact with customers to ensure targeted level of utilization
o Management responsibilities would include external and internal management and
include the oversight and monitoring of TB sales staff and/or teams.

People Management
o Supervise and guide staff; evaluate staff performances, manage and monitor business
related Sales activities; participate in hiring staff and employment related decisions
o Delegate properly to senior members of the staffs. Make sure they understand their
responsibility and enlarge their capacity by providing additional tasks , proper training &
coaching.
o Ensure the team is resourced to headcount plan, sufficient to meet the demands and
opportunities of the business
o Planning and implementing human resource development, including staff carrier path,
that is required for the team to support business growth, thus the function and
responsibilities are performed optimally
o Be the ultimate responsible for the performance of the team, using relevant
performance tools, ensuring timely action is taken to improve underperformance, to
maximizing the effectiveness of the team
o Ensure the team succession and development plan to build robust talent bench strength

Regulatory Compliance
o Ensure customer treatment and other regulatory requirements are met and are
compliant Regulatory policy in order to protect and enhance the banks reputation.