Trade Finance Sales & Solutions Manager

TFSS is one of the satellite departments that works around the account relationship manager and provides value added and specialized Trade finance solutions and consultation service to BSF clients. The TFSS Manager promotes Trade Finance products and service to existing clients as well as proposed customers. To be a specialist in Trade Finance products and solutions for clients, and utilize sales activities to increase Trade Finance share of BSF in the clients portfolio. Improve service levels for clients by regularly interacting with clients and interact with various departments for smooth transaction flows and reduce TAT for clients. Inform the management and business line of new developments in the market and client feedback. Introduce new products to clients and staying ahead of competition.

Accountabilities: 

• TFSS Manager shall be responsible for the primary objective of enhancing and promoting BSF’s Trade Finance business volumes and revenues of portfolio assigned as well as attend to other accounts as requested by RO/business line.
• To achieve the targeted goals (Trade Finance Funded & Non-Fund) as per budgeted growth for Volume, Revenues and utilization for each CPT under assigned portfolio.
• Enhance Utilization against limits of every client relationship assigned.
• Coordinate with Business Lines/Relationship Managers on the development of Trade Finance business and generating new business from portfolio under management or NTBs.
• Utilize Trade Finance products and structured solutions as tool for enhancing overall yield from every client relationship under management, especially fee based income thus affecting RAROC positively.
• Enhance client awareness and experience with BSF by conducting regular calls to clients from the perspective of Trade Finance consultant / specialist and eventually strengthen relationship.
• Conduct joint calls with Relationship managers to ensure joint sales goals are met, new revenue opportunities are identified and needs of client is assessed earlier than the competition.
• Obtain customer and market feedback on products and competition.
• Enhance client awareness and experience with BSF by arranging Trade Finance Seminars/Training sessions.
• Assure Excellent service levels for clients.
• Manager TFSS shall be a solution provider, working closely with other related departments like TFOD, FI, Treasury and GTS, etc for effective coordination and communication thus assuring smooth business activities for clients and help in improving Turn-around-Time of trade finance transactions.
• Introduce new Trade Finance Products and solutions to clients.
• Cross-selling other BSF products and refer new business opportunities to other business lines.
• Provide feedback to management for future action and improvements of Trade Finance service and product requirements in relation to market needs.
• To Liaise with TFSS Head and Regional Management for updating regularly on business developments, Business requirements and Strategy.
• Responsible for timely reporting of regular MIS and other information and updates requested from HO time to time.

1. Achieve Trade Finance VOLUME & REVENUE Budget for assigned portfolio: Measured from monthly Achievement Report
2. Maximize Utilization of Approved Limits of assigned portfolio: Measured through monthly Utilizations reports
3. Sale of TF Products & Structured solutions (revenue targets): Focus on enhancing Fee income through structures. Recorded when transaction concluded
4. Maximize Client Engagement through Calls made and Trade Finance seminars and product presentations to Clients: Specific number of Calls made and assigned number of seminars to arrange (Call Log & Call reports)
5. Acquisition of New Clients/new business requiring Trade Finance: Recorded at time of booking of new client/new business
6. Maintain Excellent Customer Service levels both internally and externally with clients: Internal and client feedback
7. Cross-Sell Fransi Trade and other BSF products: Referrals and wins recorded  

Qualifications & Experience

• Bachelor degree in Business Administration
• Minimum 5 years of experience in Trade Finance Sales in a bank with preferably minimum 2 years in Trade Operations.
• Work experience in trade finance sales in the corporate banking environment would be a plus.

Knowledge & Skills

• Excellent knowledge in Trade Finance product and hands on experience with handling the operation and sales of these products, essential. Excellent understanding of company business model across various sector to have the ability to offer tailored made products to clients.
• Knowledge of latest ICC (International Chamber of Commerce) publications pertaining to trade finance Transactions
• Selling Skills – The candidate should be sales oriented
• Excellent Communication skills, Interpersonal skills and Presentation skills
• Mature enough to interaction with Senior management of corporate Clients and translate the clients requirement to Business Line through Call-memos
• A team Player delivering tasks efficiently and pro-actively
• Preferably basic knowledge Working Capital products and other in Corporate banking products.
• Excellent level of English and Arabic, with strong business writing skills.
• Computer literacy (MS word, MS Excel. PowerPoint)