Manager: Trade Finance Sales

Job Summary

Provide specialized products selling to ever growing corporate clients base by engaging the Corporate Bankers, focusing on growing value through achieving challenging sales and income targets and improving customer satisfactions. The job holder will be responsible to oversee Trade Finance portfolio to be assigned together with business development on new and existing customers where they are expected to increase “wallet share”, to manage and sustain a portfolio of CIB.

Job Description​

Contribute towards the business growth and the achievement of sales targets

Weight 60%

Outputs to deliver this accountability.

Grow portfolio value in line with agreed targets.

• Ensure you grow the client trade finance business by engaging the bankers in analyzing, and selling the best alternative trade finance mix.
• Assist in executing the formulated Trade Finance strategy to increase wallet share of clients in both vanilla and STCF facilities. Engage the relationship team in determining the best solutions to retain existing clients and acquire new clients
• Create the suitable  structure for the best trade finance products, including end to end process flow between front office and back office functions.
• Negotiate the best price with the view to maximize potential income from Trade Finance deals. Ensure that at all times you take a view of the big picture in determining prices for clients against the cost of the solution/product.
• Independently receive, solve and recommend practical solutions on Technical trade finance queries for NBC ltd  valued customers.
• Manage communication within the targeted portfolio on NBC Correspondent bank network, tariffs and operational process and procedure.
• Liaise with business bankers and the Trade operations to deliver seamless after sale service for Trade Finance transactions.
• Actively disseminate NBC ltd Trade Finance Capabilities through business interaction (clients and staff), formal internal/external presentations demonstrating the banks abilities in facilitating trade.
• Manage NBC ltd correspondent banking relationships at a transnational level, route and refer business to preferred correspondents, monitor and generate reports on trade volumes between approved correspondents.
• Ensure Trade Finance quarterly,semi-annually and  annual reviews are conducted on time.
• Report and alert relationship management and trade product team on outstanding asset positions, sales volumes and sales revenues for top corporate banking customers.

Key driver for weekly/monthly financial performance team meetings

• Ensure asset book is growing to the agreed STP level
• Monitor trend/performance of Net interest income and non funded income and push for utilization to achieve the agreed revenue target
• -Monitor overdraft performance and take appropriate action to ensure the agreed revenue target is achieved
• Oversee the set target per product. Responsibility over pricing, positioning, service, process and growth.
• Monitor  year on year growth   top trade customers, through product cross-sell, increase through-put and new leads.
• Reconciliation and corrective action responsibility for accounting of portfolio clients, bench marking closed pipeline deals/transactions against NBC trade reporting to ensure no income leakage.
• Coordinate end to end  collating and analyzing customer information on Trade Finance performance on a monthly basis by customer and relationship manager. Flag customer accounts showing reduced volumes and initiating remedial action through prescribed action plans.
• Monitor, analyse and circulate income/performance reports for specially priced customers vis a vis volume thresholds established by the Head of Trade Finance
• Conduct monthly review of all Trade Finance clients on an ongoing  basis to address and provide solutions in instances where reduced volumes are witnessed.
• Monitoring and reporting income earned on non customers relationships.
• Come up with relevant Trade and working capital initiatives aiming to increase Trade volume and revenue
• Oversee Structured Trade and Commodities Finance portfolio together with LLC Trade related by working closely with GROUP STCF team and respective RMs
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•  Monitoring of monthly income from the STCF facilities
• To attend LLC and STCF meetings, and meetings with other segments when requested
• Responsible to support growth of STCF segment, working closely with RMs, Ops Bankers and other stakeholders 
• Continuous learning on various mechanics of STCF facilities and other Trade products.  

Risk Management

Weight 10%

Outputs to deliver this accountability.

• Ensure that processes, control requirements and risk management frameworks that have been designed for the area are understood by all members of the team.
• Ensure that processes, control requirements and risk management frameworks that have been designed for the area are understood by all members of the team.
• For audit findings that have an impact on the area, work with the Head  to understand what actions are required to close out findings. Implement required actions.   
• Ensure that processes, control requirements and risk management frameworks that have been designed for the area are understood by all members of the team.
• For audit findings that have an impact on the area, work with the Head  to understand what actions are required to close out findings. Implement required actions.            
• During scheduled audits and management assurance reviews, ensure that all information required by the auditors are provided on time.     
• Complete required compliance and SOX attestations.
• Log all Risk and Loss events as a result of error or fraud highlighted in the department. Ensure that the issues are thoroughly investigated and closed or escalated as per policy.
• Ensure that the CIB team understands all Trade related compliance requirements and highlight gaps to the the required authority
• Ensure that all regulatory requirements are adhered to.
• Arrange regular training/ knowledge sharing sessions on Trade and working capital to the relevant stakeholders to enhance basic understanding on the trade products     

Business Management

Weight 20%

Outputs to deliver this accountability.

• Obtain a thorough understanding of the business unit’s strategy and explain it to coverage team members in such a way that they understand the contribution they have to make.
• Conduct basic statistical analysis to track performance variances and determine the root causes of errors. Make recommendations for productivity or process enhancements to process owners.
• Implement productivity improvement measures by coaching staff on any new processes or on their areas for improvement.
• Participate in the measurement and reporting of internal and external Service Level Agreements on a monthly basis. Address any process failures specific to the role at hand.

People Management

Weight 10%

Outputs to deliver this accountability.

• Enhance relationship with coverage team for business opportunities and growth
• Determine and analyse development needs for the coverage team and ensure that identified training requirements are executed.
• Motivate coverage team members and ensure that their efforts are recognized

Qualifications

Bachelor`s Degrees and Advanced Diplomas - Business, Commerce and Management Studies, Business Improvement Orientation (Meets all of the requirements), Digital familiarity (Meets all of the requirements), Enabling team success (Meets some of the requirements and would need further development), Experience in a similar environment at junior specialist level, Openness to change (Meets some of the requirements and would need further development), Operational administration (Meets all of the requirements), Product and/or Service Knowledge (Meets all of the requirements), Quality orientation (Meets all of the requirements)