Trade Finance Sales

Origination, structuring and delivery of trade financing solutions to clients.

Job description:

Integrated within the Trade Finance business unit, reporting to the Global Head of Trade Finance and working closely with all relevant stakeholders (coverage, other products, risk, operations, and all other pertinent departments), this role focuses on the active and entrepreneurial origination, structuring, execution of Trade Finance facilities from the bank’s clients (specific client segments as determined and allocated by the Global Head of Trade Finance) with the goal of maximizing share of wallet and value, on a risk-adjusted total return basis, and producing a significant impact in the bank’s expansion strategy. This role has the potential for significant travel.

Key Responsibilities:

• Understand the market through own research and competitor benchmarking
• Produce and implement client and counterparty call, visit and strategy plans
• Create, maintain and manage sales pipelines and short/long term plans in accordance with the business unit’s goals and budgets
• Proactively contact and meet clients in a product specialist capacity to understand their business cycles and Trade Finance requirements
• Lead strong client-centric state-of-the-art product pitches that generate substantial incremental income for the bank and that prove sustainable, “sticky” Trade Finance business
• Provide best of class client presentations and response to RfPs from desired clients
• Contribute to the on-boarding of Trade Finance clients, including all levels of due diligence and know-your-customer processes, in full alignment with coverage bankers
• Champion the internal approval process of all Trade Finance credit lines and facilities, including the elaboration of business and credit papers and their presentation to the relevant committees, in collaboration with coverage bankers
• Originate, structure and deliver bespoke Trade Finance solutions, taking the lead for the entire process from client meeting to execution of legal documents and facility booking, monitoring and follow-up, in close collaboration with coverage bankers
• Elaborate and negotiate Trade Finance termsheets to clients and other market counterparties
• Manage the execution and delivery of facilities and transactions once all internal approvals are in place, including all relevant liaison with internal and external stakeholders
• Strictly adhere to all regulatory, statutory and audit norms relating to the function
• Be instrumental to obtain and retain optimal client satisfaction and deliver strong customer services
• Coordinate and assume responsibility for compiling and communicating to all stakeholders, on a regular basis, information relevant to portfolio
• Actively participate in product development and pricing strategies, assisting with their bank-wide implementation. Assist with the development of product plans
• Support the launching of new initiatives and products
• Actively engage with other key internal and external stakeholders in fostering cross-sell opportunities and embracing clients’ FX and payments flows
• Actively engage with coverage bankers, other product sales staff, operations, credit, legal and other stakeholders in promoting Trade Finance product awareness
• Play a key part in consolidating and expanding Crown Agents Bank as an award-winning name in the Trade Finance industry. Be active participant in important marketing events, conferences etc. Be prepared to engage as a public speaker when required to do so.

Financial performance

• The incumbent will be asked to attain a specific set of KPIs linked to several areas of the function and leading to increases in share-of-wallet and risk-adjusted total return metrics.

Requirements

Experience and Skills

• Education: graduate degree in a relevant discipline is preferred
• Languages: fluency in English and either French or Spanish
• Minimum 5 years experience in a similar role (preferably with emerging markets exposure)
• Very good knowledge of the Trade Finance industry in its entirety, and of the full Trade Finance product suite (especially letters of credit, guarantees and refinancing loans)
• Very good knowledge of executing Trade Finance facilities for client financial institutions, predominantly in emerging markets
• Significant experience in originating Trade Finance from financial institutions in emerging markets (Africa, Latin America, Eastern Europe, Emerging Asia/Pacific)
• Comprehensive knowledge of banking operations/SWIFT etc.
• Ability to use entrepreneurship and initiative at all times and at all levels
• Ability to communicate at all levels of the organization both internally & externally
• Strong interpersonal, communication, presentation/public speaking and organizational skills
• Strong analytical skills
• Ability to work in a culturally diverse environment
• Ability to work under pressure and under tight KPIs and deadlines