APAC Deposit Strategy & Sales Lead (Director)

[Role Responsibilities]

Role Overview

• The APAC Deposit Strategy & Sales Lead will drive a regional, portfolio-led approach to deposit growth across the Bank's non-Japanese corporate and financial institution franchise.
• This role will centralize deposit information across 11 APAC markets, translate Treasury funding priorities into clear country- and client-level actions, and work closely with Country Heads, Relationship Managers (RMs), GTB, Treasury (Sales/DRSAP/ALM) to improve execution and conversion.
• The role will primarily focus on regional strategy, portfolio management and sales enablement. (Where appropriate, the individual may also join RMs in client discussions to support priority opportunities, particularly where regional coordination or intervention can add value).

Role Purpose

• The purpose of this role is to own regional visibility, prioritization, and performance management for non-Japanese deposits across APAC.
• The role exists to bring structure and discipline to a fragmented operating environment, where deposit information, funding requirements, and sales activity are dispersed across markets and functions. By consolidating management information and coordinating execution, the role will help improve deposit growth, funding stability, and conversion of priority opportunities into booked balances.

Key Responsibilities

Regional Deposit Intelligence

• Build and maintain a single APAC view of non-Japanese deposits by country, client, currency, product, tenor, and customer segment.
• Track balances, flows, maturities, renewal probability, revenue, cost, and deposit quality.
• Maintain a forward view of large inflows, outflows, and known liquidity events.

• Provide concise reporting to the Regional Banking Head on performance, risks, opportunities, and key decisions required.
• Map regional client cash pools and cash behavior to identify subsidiary funding opportunities and FX conversion needs, including the need for hedging of short-term intercompany funding cycles in multiple currencies.
• Maintain a list of clients by country, devise a tracking mechanism for revenue and sales progress (leveraging ongoing NJP initiative). Track progress in collaboration with GTB.
• Formulate a deal execution plan for existing clients and new clients and communicate / socialize with country teams for execution

Strategy and Performance Management

• Translate Treasury Sales/DRSAP and ALM funding needs into targeted priorities by country, client, currency, and tenor.
• Identify priority clients based on wallet potential, lending relationships, cross-border activity, and upcoming liquidity events.
• Agree action plans with Country Heads, RMs, GTB and Treasury Sales/DRSAP, including target amount, solution, owner, next step, and deadline.
• Monitor execution against agreed plans and challenge underperformance where progress is delayed.
• Escalate issues requiring senior management support, including stalled opportunities, pricing barriers, and execution constraints.

Deposit Origination and Sales Enablement

• Support RMs, GTB and Treasury Sales/DRSAP in client pitches, pricing discussions, and conversion of opportunities into booked deposits.
• Work with the relevant RM to understand client liquidity needs, develop the proposition, and coordinate internal approvals and onboarding.
• Stay engaged through pricing, documentation, KYC, account opening, booking, and funding of the deposit.

Funding, Pricing, and Portfolio Coordination

• Maintain close dialogue with Treasury (Sales / DRSAP / ALM) on required currencies, amounts, tenors, funding gaps, and material maturities.
• Promote pricing discipline by comparing Cost of Funds, offered rates, client value, and cross-market alternatives.
• Support portfolio decisions that improve funding stability and are aligned with LCR, NSFR, and balance-sheet considerations.
• Coordinate cross-border opportunities and help determine the appropriate booking location, subject to regulatory and business constraints.

Product and Execution Improvement

• Partner with GTB and Treasury Sales/DRSAP on appropriate deposit, cash management, and short-term investment solutions product ownership remains with the relevant product function.
• Identify recurring KYC, documentation, onboarding, operational, and product barriers and drive remediation with the relevant teams.
• Share best practices across markets and support regional campaigns for priority segments and liquidity events.

Operating Model

Daily

• Review material movements, upcoming maturities, and priority deals.
• Respond to pricing requests and support urgent client discussions.
• Resolve KYC, onboarding, documentation, or product barriers.
• Escalate key issues requiring senior attention.

Weekly

• Refresh the country and client pipeline, and the four-week maturity outlook.
• Review RM / GTB / Treasury Sales / DRSAP actions and challenge stalled opportunities.
• Confirm funding and pricing priorities with Treasury.
• Update key risks, expected bookings, and next actions.

Monthly

• Analyze results and drivers across APAC markets.
• Assess performance against target by country and client.
• Identify risks and opportunities and recommend next-month actions.
• Provide a concise APAC deposit dashboard to the Regional Banking Head.

Quarterly

• Reassess country targets, priority clients, funding gaps, and strategic campaigns.
• Review product and process issues with Country Heads, GTB, and Treasury (Sales / DRSAP / ALM).
• Update the regional deposit strategy based on market conditions and pipeline quality

[Job Requirements]
Required Experience

• 10+ years of relevant experience in corporate banking, transaction banking, liquidity management, deposit sales, treasury solutions, or a related wholesale banking role.
• Demonstrated experience originating deposits or short-term liquidity solutions for corporate and/or financial institution clients.
• Strong understanding of deposit products, client liquidity needs, pricing, and bank funding economics.
• Experience working across multiple countries and influencing senior stakeholders in a matrix organization.
• Track record of converting management information and pipeline analysis into concrete client actions and commercial outcomes.

Key Capabilities

• Commercial leadership: Able to challenge, mobilize, and support experienced bankers without displacing their client ownership.
• Client execution: Credible in front of CFOs, Treasurers, and senior finance professionals comfortable leading priority pitches directly.
• Analytical discipline: Able to interpret deposit movements, maturity profiles, pricing, Cost of Funds, and portfolio quality.
• Stakeholder management: Able to align Coverage, GTB, Treasury (Sales / DRSAP / ALM), Operations, and senior regional management.
• Execution focus: Persistent in resolving onboarding, KYC, pricing, and product constraints through to booking.
• Communication: Strong written and spoken English relevant Asian-language capability is an advantage.