Years in Cards and Payments industry
Sanath Shetty
Payments Leader
Summary
Results-driven banking executive with extensive experience in revenue growth and corporate treasury digital transformation. Skilled at building strategic client relationships with C-suite executives and delivering complex banking solutions. Proven track record in double-digit portfolio growth, cross-functional leadership, and strategic account management. Leveraging deep expertise in advanced financial technologies to deploy cutting-edge digital tools that streamline payments, enhance working capital, and drive operational excellence within the Natural Resources Ecosystem.
Skills
Strategic Account Management & Portfolio Growth
Cross-Functional Team Leadership
Collaboration
Coaching
Enterprise Banking Solutions
Digital Transformation
Financial Services Innovation
Change Management
Product Commercialization
Relationship Management
C-Suite Engagement
Market Analysis
Competitive Intelligence
Consultative Sales
Solution Architecture
Negotiation
Deal Closing
Overview
26
26
14
14
years of professional experience
Work History
Executive Director, Regional Sales, Multinational Corporates, Natural Resources Group
J.P. Morgan
12.2022 - Current
- Lead sector strategy and originate new Payment's opportunities, managing pipeline and forecasts to achieve APAC targets. Payments include Cash, Liquidity, FX, Escrow and Structured Trade Finance.
- Develop and deepen client relationships engaging buying centres, lead strategic deals/RFP's, collaborate with cross-functional teams to deliver value-added solutions to clients.
- Acted as firm ambassador by sharing industry insights, partnering with marketing, and representing the company at events.
- Delivered 54% YoY revenue growth in the portfolio and growing Share of Wallet (SoW) from 7% to 10%.
- Lead for a multi-region payments RFP win for a global metals & mining major having its global commercial treasury in Singapore, 2 key mandates from Australian energy and mining majors.
- Collaborated with product team to commercialize Kinexys, real-time liquidity and virtual solutions within energy trading ecosystem resulting in 2 corporates embedding the solutions to existing structures.
- Developed and executed regional go-to-market strategies and playbooks for New Energy, Petro Retail, and Mining sectors, positioning the organization as a thought leader and driving market share growth.
- Elevated J.P. Morgan's digital marketing performance across APAC, achieving the highest engagement scores globally with a focus on trading and working capital management, and organized exclusive events in Perth and Singapore for leading corporates in the Natural Resources Group.
Director, Regional Sector Head, Natural Resources & Utilities (NRU)
HSBC
01.2018 - 12.2022
- Led a regional team managing the APAC NRU portfolio ($100 Mio), developing and executing strategy for revenue growth, securing new mandates, overseeing pipeline and forecasts to achieve sector targets.
- Strengthen client relationships and lead strategic deals from pitch to implementation, collaborating with cross-functional teams to deliver innovative Payments and working capital solutions.
- Led the team to deliver 50% revenue growth in first 2 years through organic growth and new mandates.
- Engaged senior stakeholders, including APAC CEO and CIO, to strategically co-create an innovative payments solution for a global Oil & Gas major, resulting in HSBC winning the APAC business mandate after a highly competitive, extended tender process.
- Launched ESG-focused Renewable strategy and squad. The early identification of opportunity and focus resulted in 2 key mandates from EU power and utility corporates, aligning with sustainability goals.
Sr. Vice President, Sales - International Subsidiary Banking (ISB)
HSBC
01.2012 - 12.2017
- Lead the Singapore regional ISB sales team managing a diversified portfolio of technology, healthcare, industrial client base with RHQ, achieve revenue targets, secure new to bank regional mandates, retain existing business and overseeing pipeline and forecasts for the team to achieve sector targets.
- Coaching the sales team to adopt a global sales mindset, moving beyond a local perspective. Enable the teams to identify inbound regional opportunities and align with best practices in Sales Management.
- Delivered >20% YoY payments revenue growth for the period in the ISB portfolio.
- Conceptualised and executed sales corridor strategy called 'Cross Border Connect'. In addition to >20% growth in revenue YoY, growth in customers banking regionally, growth in wallet share and a sales culture change in cross regional collaboration between teams to focus on strategic clients, taking a unified voice to the decision makers at HQ and RHQ and change in mindset to think global vs local.
- Conceptualized a strategy paper for a payments-led, digital-only banking proposition for tech start-ups. The strategy was successfully implemented by Commercial Banking India team resulting in critical mass of clients acquired with significant profitability owing to the fees and liability revenues.
Education
Bachelor of Hotel Management -
Institute of Professional Sciences and Management
Prior Roles
- HSBC, Singapore, Singapore, VP, Regional Sales APAC, Global Payment Solutions, 01/01/10, 05/31/12
- HSBC, India, VP, Sales - Global Payment Solutions, 05/01/08, 12/31/09
- HSBC, India, Head Strategy, Credit Risk Operations, 05/01/06, 05/31/08
- HSBC, India, Vice President, Regional Head (East & West India), Credit Risk Operations, 04/01/99, 05/31/06
- Citigroup, Team Lead, Client Services, 04/01/99, 05/31/08
- Taj Hotels, Hotel Operational Management Trainee, 05/01/96, 04/30/97