Trade Finance Sales Manager

SUMMARY OF ROLE

The Trade Finance Sales Manager is responsible for managing the local and global trade and receivables finance portfolio of the bank, covering all corporate units. The role focuses on increasing non-fund-based trade business, fee-based income, and customer wallet share through strategic sales, relationship management, and product development. The incumbent will actively engage with corporate relationship managers to identify revenue opportunities, drive digital adoption, and enhance customer experience through trade finance solutions.

KEY RESPONSIBILITIES:

Sales & Business Development

·         Grow trade finance portfolio income and acquiring new clients.

·         Conduct joint client visits with Relationship Managers (RMs) to identify and convert trade finance opportunities.

·         Identify customers’ trade wallet size and maximize the bank’s share of their trade finance transactions.

·         Develop and implement trade finance solutions such as receivables finance, supply chain finance, trade loans, and core trade products.

·         Advise clients on optimal trade finance utilization to enhance their working capital and trade operations.

·         Drive digital migration of trade finance clients from manual transactions to the bank’s online trade platform.

Product & Market Development

·         Develop new trade finance products, services, and structures to increase fee income.

·         Conduct market research to identify evolving trade finance trends and align offerings accordingly.

·         Work closely with product teams to enhance and refine trade finance products based on client needs.

·         Develop tailored solutions that align with corporate banking clients’ trade cycles and business requirements.

Customer Engagement & Training

·         Organize trainings, seminars, and workshops for corporate clients on trade finance products and digital trade platforms.

·         Act as a subject matter expert, providing technical support to RMs and customers on trade finance transactions.

·         Promote awareness of trade finance products within the Wholesale Banking team and train new joiners.

Operational & Risk Management

·         Collaborate with Trade Finance Operations, Credit Administration, Compliance, Legal, and Audit to ensure seamless execution of trade finance transactions.

·         Ensure all documentation, audit, and regulatory requirements are met for trade finance deals.

·         Monitor utilization of trade limits, transaction performance, and account profitability, presenting reports to the Head of Transaction Banking.

·         Ensure compliance with CBO regulations and global trade finance policies.

Technology & Digital Transformation

·         Leverage digital trade finance platforms to streamline processes and improve customer experience.

·         Promote the automation and digitization of trade finance transactions among corporate clients.

·         Work with IT and product teams to enhance trade finance digital capabilities.

Education

• Bachelor’s degree in Finance, Banking, Business Administration, Economics, or related field.
  
• Master’s degree (MBA or equivalent) is preferred.
  

Experience

• Minimum 7 years of banking experience.
  
• At least 5 years in Trade Finance Sales, Transaction Banking, or Corporate Banking.
  
• Proven track record in achieving sales targets and growing trade finance portfolios.
  

Technical Knowledge

• Strong understanding of trade finance products (LCs, BGs, Collections, Trade Loans, Supply Chain Finance).
  
• Knowledge of international trade rules (Incoterms, UCP 600, URDG 758, ISP98).
  
• Understanding of AML/KYC and compliance in trade transactions.
  

Skills

• Strong sales and business development skills.
  
• Excellent negotiation and influencing abilities.
  
• Customer relationship management.
  
• Analytical and problem-solving skills.
  
• Ability to work under pressure and meet targets.
  

Certifications (Preferred)

• CDCS, CITF, CSDG, or other trade finance certifications.
  
• Professional banking or transaction banking certifications are an advantage.