Job Purpose To effectively execute the trade sales function, comprising solution structuring, drafting of deal papers for credit approval, vetting of resultant legal agreements, assisting in the closure of conditions precedent, assisting with client onboarding and training.
After sales comprise assisting with changes to and reviews of the facility. Sales are of open account trade solutions (most notably trade invoice financing) but deep knowledge of all open account trade solutions, documentary trade products and foreign exchange hedging is also required.
To gather and analyse relevant information and insights for Commercial Banking clients to support the Head : Trade to deliver appropriate finance solutions.
Being able to use multiple data sources eg World Trade Organisation, various country International Trade Centre, South African Revenue Services, National Bureau of Statistics, internal payment data etc.
to guide sales initiatives. Assisting the Personal and Business banking team with sales opportunities to ensure full cross sell / upsell within client portfolios To act as subject matter expert on Trade (including Documentary Trade, Open account Trade Finance, Payments and FX) solutions where required.
This requires deep experience in Vanilla Trade Finance (LC’s, Guarantees) Deep Open Account Trade Finance experience (Receivables / Debtor Finance, Supply Chain Finance, Trade Loans, Selective Receivables Finance, Trade Invoice Finance) A good understanding of Structured Trade Finance experience (Soft Commodity, Hard Commodity and Bespoke Structures) A good understanding of Payments (Foreign Currency Tele transmissions, Domestic Transactional Payments) A good understanding of Foreign Exchange (Spot, FEC and Options structuring as well as the channels of delivery for foreign exchange hedging) Key Responsibilities / Accountabilities Finance
Supports the Head : Trade and Relationship Managers in the expansion of existing Trade portfolios by maintaining close and frequent contact with them and customers to analyse and establish ongoing needs and to assist clients to better understand their financial requirements.
Visits and compiles client reports for customers in support of meeting their Trade requirements. This entails translating the clients working capital cycle (inferred from financial statements and present and future) into a working capital financing solution.
Provides detailed and relevant insights and analysis to support revenue growth and decision making for the Head : Trade.
This entails maintaining data on sales pipelines, progress of deals in execution, monitoring client satisfaction levels with deals implemented and ensuring usage of the facility approved.
Identifies and actions opportunities for cross- and up sell.
Able to utilise existing management information (M.I) to analyse differing often unrelated data sources to drive cross sell
Able to work with sales leads generated by the banks big data analysis (and other teams) and turn these into actionable sales interventions.
Provides input into the structuring of Trade solutions in support of the Head : Trade and relationship managers when dealing with customers.
In most instances this will be done directly for your client, however learnings, improvements, threats etc are to be used to improve the client sales experience.
Adheres to the customer engagement model to meet customer demand (conducts follow-up and / or information gathering visits).
Accompanies relationship managers where required to analyse and identify customer Trade needs and to better understand their financial requirements.
It is expected that the role holder will be a key differentiator in maximising trade sales potential i.e. a valued advisor to the client coupled with being a trusted, financial value adding and professional partner to the relationship executive.
Ensures that customer analysis is produced within agreed SLA. Provides specialist input into credit applications.
A key requirement for the role is the ability to rapidly progress viable transactions through the transaction drafting, credit approval, legal documentation, conditions precedent closure and implementation phases.
Provides support to the relationship managers on Trade solutions.
Where appropriate, coaches and upskills the front line and other stake holders. The role holder will thus need to be comfortable in providing training to junior colleagues, credit and legal partners, account executives and similar.
At a minimum the role holder will ensure that their relationship executive team is confident in their abilities to identify potential trade sale opportunities.
The role holder should be capable of coaching and training junior staff members / graduates (some with no prior Trade experience) into acceptable product capability.
Adopts the new ways of work (NWoW) culture and the creation of empowered teams. This entails the adoption of client centric sales approaches, systems thinking in service of client requirement (delivering what works for a client quickly)
Stays visible and relevant within the business environment and community (brand ambassadorship).
The role holder should be comfortable with product (open account trade and associated solutions) presentations to industry bodies, client events and the like.
The role holder should display community and other activities in the Corporate Social Investment (CSI) sphere.
Identifies and recommends actions to be taken on system conditions to eliminate waste. Ideally the candidate should be able to discuss examples where they have demonstrated this in their work careers.
Where Trade solutions require new and / or amendments to existing products, makes recommendations to the Head : Trade for input into Product development.
Assists the Head : Trade with Trade deal structuring ensuring that credit risk is identified and contained within the risk appetite.
This is a key requirement for the role and the candidate should display comfort in the ability to assess credit, country, operational, performance, market, related party, environmental, reputational, legal and other risk elements.
Drives and implements the Financial Intelligence Centre Act (FICA) to ensure adherence to record keeping and data privacy requirements.
Complies with all applicable legislative requirements such as National Credit Act (NCA), Companies Act, Consumer Protection Act (CPA), etc.
Adheres to all internal risk related policies and guidelines.
Achievement of ROE, economic profits and headline earnings targets
Meets new business growth targets
Meeting customer demand (leading and lagging measures)
Adherence to risk and compliance requirements
Credit loss ratio within risk appetite
Preferred Qualification and Experience Qualification : BComm Degree Fields of study outside of business commerce will also be considered.
Additional higher qualifications will be advantageous as will specific industry certifications Experience : (5-7 Years) Previous experience in commercial or business banking or similar environment.
Experience in cash flow modelling, working capital analysis and debt structuring solutions particularly within Trade. Knowledge and understanding of cash flow analysis, systems and procedures and trade products.
Sound experience in, and knowledge of, credit, compliance, risk (in-country and market) and legal agreements. Knowledge and understanding of different industry sectors and sector risk profiles and trends.
Understanding of business and financial management principles and practices to ensure cost containment, cost efficiency and effectiveness and profitability.
Knowledge / Technical Skills / Expertise Interacting with People Articulating Information Convincing People Examining Information