Manager, Trade Finance Sales

KEY RESPONSIBILITIES 

Business development: 

• Jointly with the Head Trade formulate and articulate a trade business roadmap for Commercial and Corporate Banking aligned to the Group Trade Finance strategy. 

• Understand the dynamics of international and regional trade flows within the Country with a view to assess market trends, identify new business opportunities or competitive threats across the region  

• Develop a trade customer target market list based on understanding of the trade flows, business sectors, players, trade corridors to drive sales. 

• Capture competitor intelligence and regulatory information and use it to develop or reinforce our competitive advantage 

• Ensure appropriate pricing of Trade products and full collection of fees and commissions, whilst growing this revenue line 

• Review trade monthly financials and MIS process 

Sales & Product Management 

• Grow trade/supply chain customer base through implementation of trade products, business and marketing strategies by establishing and following up with target lists and by working proactively with market facing staff to ensure optimal trade facilities utilization 

• Develop, enhance and manage all business segments and supply chain products such as inventory finance, distributor finance, business term loans, overdrafts and asset finance products in order to grow transaction volumes, revenues and profits from commercial customers 

• Analyse competitor products, market opportunities and developments to ensure that EUG Trade products reflect the needs of its customers 

• Ensure that new Trade products & services are identified, developed and/or enhanced in order to grow Trade transaction volume, revenues and profits. 

• Work closely with key internal and external stakeholders to gain their support for new product developments and/or product enhancements 

• Work with Branch Managers to grow wallet business for facility customers. Also work with BMs and relevant officers in both Corporate and Commercial Banking Group to ensure conversion of potential trade services customers from the pipeline  

• Participate in Joint calls with Branches to potential customers to ascertain their requirements. Explore and negotiate solutions with clients. Provide oversight and input into the drafting and execution of loan agreements and security documentation 

• Act as a local market expert for Trade Products. Keep up to date with market & regulatory developments by utilizing existing research capabilities and developing new ones 

• To provide ongoing training and up-skilling of sales teams in order to maximize opportunity identification and solution selling capabilities. 

• To drive utilization of all Trade products and channels. 

• Drive & coordinate the various processes within the Bank’s business and support units to achieve necessary support & approvals; minimize response time to customers and minimize financial and operational losses  

• Develop close working relationships with other Group product development teams to maximize working efficiencies and ensure consistency of approach 

• Collate and analyse Management Information reports from various sources around the business 

• Track revenue from clients from trade finance activities 

• Assess Financial performance in relation to budgets 

Middle Office 

• Liaise with RMs and clients to put across an STCF structure that works optimally by reviewing CA before submission to Approvers.  

• Review, onboard and manage Collateral Management stakeholders, clearing & forwarding agents and any other party required to put across effective STCF structures. 

JOB PROFILE 

Experience & Qualifications 

• Bachelor’s degree in a business related filed or Professional Qualification. 

• At least 5 years in the Banking industry with product management / Trade experience 

Skills, Capabilities & Personal attributes 

• Strong quantitative/analytical skills 

• Relationship Management 

• Good communication and negotiation skills 

• Possess deep knowledge of the competitive environment for Trade Products 

• Possess a broad knowledge of business strategies, goals, products and services. 

• Possess broad knowledge of the segment customers’ purchase decision processes  

• Possess good knowledge of business profitability dynamics. 

• Very strong knowledge in Trade Operations and processes 

• Strong Knowledge of various Int’l Trade products 

• Strong knowledge of local import & export laws and policies 

• Good knowledge of Global Trade business and correspondent Banking relationships 

• Good knowledge of various rules guiding Trade business