Vanessa Teo Esseiva
Singapore
Summary
Driven, agile and collaborative executive with over 20 years of experiences leading strategic and tactical business initiatives. Proven expertise in large-scale business transformation and change management to consistently exceed company objectives and client relation. Client oriented to drive client satisfaction while maintaining profitability.
Effective in verbal and written communication skills, dedicated to partnering with coworkers to promote team building, enhance employee engagement and boost performance with commitment to drive company vision.
Overview
23
23
years of professional experience
Work History
SNR Director, Business Development, FSI
CAPGEMINI
01.2019 - Current
- In my current role as cluster lead, I am responsible for P&L, sales pipeline, and digital initiatives with our FSI clients in South East Asia.
- Active collaboration and consultation with clients, alliance partners and internal CoE e.g. Data, Cloud, Cyber Security, Business Process Management, Core Banking, Digital Transformation, CTO office, Delivery etc., to develop and drive Go-To-Market strategies with key industry partners, fostering collaboration, and mutual growth opportunities through client expansion strategies, identifying and capitalizing on emerging trends and mutual growth opportunities.
- Lead business transformation initiatives to drive performance, profit optimization and growth roadmap. Examples include setting up offshore IT delivery centre, driving improvements to enhance operation and organizational efficiencies via automation and program governance, workshops to drive high level solution design, enhancing customer experiences by implementing pulse survey, automating legacy systems/ platforms to remodeling commercial strategy via vendor assessment, consultation and cost optimization.
- Manage risks by identifying potential threats, developing contingency plans, and implementing mitigation strategies in line with overall business objectives. Examples include PESTEL assessment.
- Currently, I manage a team of 5 direct reports, oversight over > 70 resources and stablish performance goals and provided feedback for improvement areas.
- Grew talent pool by actively recruiting top-tier candidates from diverse backgrounds.
- Reduced team turnover rates by creating a positive work environment with support systems in place. Examples include Buddy system, monthly townhall.
- Active engagement with C-suite on IT roadmap, strategizing and leading Go-To-Market strategies with industry partners, to deliver advisory, solutions, client satisfaction and harness digital transformation with clients.
- Amongst these, I am also the country CSR ambassador for Singapore. Examples include championing initiatives to drive diversity and inclusion within the organization and clients.
- Also representing the organization as women leaders and mentor to increase employee satisfaction, providing regular coaching and feedback sessions.
- Worked closely with country board to meet Compass rule in countr.
- Active participation in professional network events representing the organization and strengthening client relationships.
SVP, Global Transaction Banking, Sales
DBS BANK
07.2017 - 12.2018
- Full responsibility for acquisition and organic growth of clients’ cash and treasury program in Asia e.g., payments, collections, credit card, liquidity management, working capital and digital engagement.
- Developed deep understanding of clients’ buying ecosystem, business and operational needs to optimize working capital, digitalize legacy processes, and provide holistic solutions.
- Hosted and led client workshops to understand clients’ treasury landscape, target operating model, gaps identification and risk dependency to create bespoke solutions.
- Developed and executed strategic initiatives to drive business growth, resulting in higher revenues and market share expansion.
- Championed innovation by encouraging cross-functional teams to pursue bespoke solutions to complex challenges.
- Responsibled for identifying new business opportunities through internal networks, cross sell, leveraging institutional banking relationships and at industry events.
- Maintained a robust pipeline, to deal closure to implementation kick off and ensure deals won ramp up to revenue realization
- Collaborated with executive leadership team on long-term strategic planning that ensured sustainable success for the company. Examples include strengthening relationships with key stakeholders, fostering trust and collaboration across the organization.
- Led RFP process including collaboration with institutional banking, product sales and proposal teams to provide holistic and bespoke solutions.
- Stay abreast of market trends, mitigate clients’ risk, and ensure clients’ adherence to legal and compliance.
VP, APAC Treasury & Trade Solutions
CITIBANK
03.2011 - 07.2017
- Responsible for developing deep understanding of clients’ payment, commercial card, treasury, and trade structures to optimize and consolidate working capital, identify revenue attrition, new buying, and payment behavior etc
- Examples include innovative solutioning using virtual cards, automated payment vehicles and expansion of program geographically
- Led cross-functional teams for the successful implementation of major projects, resulting in increased cash and client satisfaction.
- Acted as senior escalation for client issues.
- Coached & mentored implementation teams, document specialists, service, and operations to ensure products are implemented on time and client satisfaction are achieved.
- Responsible for portfolio’s organic growth, client retention, ensuring clients’ adherence to legal and compliance and ensuring profitability of each account
- Complete ownership and drive client retention activities across the globe/ region to expand wallet share.
- Examples include account partnership plan, business review, C-level communication and sharing best in class practices.
- Collaborated with senior management to develop strategic initiatives and long term goals.
- Supported discussion and project assignment related to Novation, M&A, Divestitures, Spin-off, Intercompany financing, and program expansion across the globe/ region.
Global Account Director
RADIUS
01.2009 - 03.2011
- Responsible and led a team of 15 account managers across 16 countries
- Full responsibility for B2B Global Business Travel Relationships for RADIUS and its franchise network across Asia Pacific
- Consulted clients on cost savings avenues, enforce account management recovery, develop account partnership plan, drive client retention and cross sell RADIUS products and services
- Collaborated with internal and external stakeholders and franchise network to ensure optimum service delivery
- Examples include collaborating with third parties, Operations, Data Management, and Implementation
- Developed and drove key strategies relevant to achieving performance KPIs
- Provided benchmarking material where applicable.
Regional Account Manager, Large Market
AMERICAN EXPRESS
03.2001 - 12.2008
- Fully responsibility for the Payment Relationship of corporate clients in Australia, United States and Singapore, respectively
- To ensure these relationships meet aggressive targets in terms of consolidated spend, payment reconciliation & profitability while at the same time ensuring customer satisfaction
- Assessed clients’ needs and incorporate Client-for-Life strategies to develop account expansion plans/ retention strategies across the region, grow existing business and ensure attrition level is low
- Influenced and collaborated with various stake holders to develop and implement customized solutions regionally, resulting in improved service levels for customers and improved profitability
- Examples included payment solutions, expense management, new processes, and newly preferred suppliers and MIS tool
- Monitored and analyzed clients’ data reporting to identify opportunities to minimize cost, further leverage preferential pricing with their preferred suppliers and consolidate program within American Express
- Played a key role in procurement sourcing, vendor negotiations and policy consultation on behalf of clients internationally
- Maximized all interactions with the client to demonstrate the value of American Express products and services
- Applied continual improvement tactics to the account management process.
Education
Digital Business Strategy - Information Technology
MIT Management School
01.2022
Bachelor of Business Administration -
Royal Melbourne Institute of Technology
01.2002
ACCA, Association of Chartered Certified Accountants
01.1995
Diploma in Business Studies -
Temasek Polytechnic
01.1993
Skills
- P&L Ownership
- Team Management
- Collaborative Leadership
- Business Development
- Client Management
- Marketing Initiatives
- Project Management
- Vendor Management
- Employee Mentoring
- Culture Transformation
Accomplishments
- Successfully drove as sales leader and contracted Capgemini as selected strategic partner in Asia, with Tier 1 FSI clients (1 new logo in 2022 & 1 in 2023) resulting in new business commitment of > USD50MN over a 5 year tenure.
- Successfully set up banking client program, offshore delivery center of 30 resources and completed contractual in FY2023, all within < 5months.
- Successfully developed sales tools and client management governance. Examples include C-suite connect, program governance, joint newsletters with clients, service delivery recovery plans, client satisfaction, improving client survey score by 20% in FY 2019 and 2020, for key banking clients.
- Strategize and lead Go-To-Market strategies, alliance partnerships and marketing campaigns. Examples include hosting accelerated solution experience and innovation workshops with clients; driving lead generation exercises with alliances, client profiling exercises, feature articles with clients e.g., videos, case studies, developing electronic mailer (eDM), driving market intelligence for clients and participation in Singapore Fintech Festival etc.
Other Information
My hobbies include endurance sports, running, traveling, arts and reading.
Languages
English
Bilingual or Proficient (C2)
Chinese (Mandarin)
Bilingual or Proficient (C2)
Timeline
SNR Director, Business Development, FSI
CAPGEMINI
01.2019 - Current
SVP, Global Transaction Banking, Sales
DBS BANK
07.2017 - 12.2018
VP, APAC Treasury & Trade Solutions
CITIBANK
03.2011 - 07.2017
Global Account Director
RADIUS
01.2009 - 03.2011
Regional Account Manager, Large Market
AMERICAN EXPRESS
03.2001 - 12.2008
Digital Business Strategy - Information Technology
MIT Management School
Bachelor of Business Administration -
Royal Melbourne Institute of Technology
ACCA, Association of Chartered Certified Accountants
Diploma in Business Studies -
Temasek Polytechnic
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