Trade Sales Manager at Standard Bank Group

Job Overview:

• We are looking to hire an experienced Trade Sales Manager to join our Transactional Products and Services team in within CIB. The successful incumbent will have experience in sales and strong documentary trade skills and where possible, experience or good working knowledge in supply chain finance/business lending.
• Within this role, the incumbent will develop, execute and manage the trade sales strategy for selling documentary trade & supply chain finance/working capital solutions to a portfolio of clients within the Mining & Metals and Telecoms, Media and technology sectors. Articulate and set the desired TPS client plan and specific client strategy to ensure that key TPS Clients are retained, their revenue is grown, and the client experience is improved, as well as implement effective sales strategies and plans to ensure delivery of TPS client plans in order to exceed both TPS financial targets and the quality of client experience targets.

Key Outputs:

• Developing a deep understanding of clients' strategic objectives, their business value chains, working capital cycle and the sectors within which they operate.
• Marketing, structuring and execution of documentary trade solutions for clients, including but not limited to letters of credit, guarantees and documentary collections.
• Marketing, structuring and executing value added trade solutions such as Supply chain finance, Bank confirmations, LC discounting and Import LC financing independently or in collaboration with Bank sector Sales, Transactors and Solutions Structuring Group (SSG).
• Structuring trade finance solutions to meet client needs in respect of liquidity, cash flow, risk mitigation, balance sheet management and supply chain continuity.
• Structure simple and complex trade finance solutions as and when required by working with relevant stakeholders within the bank, i.e. Credit, Trade Product, Operations etc.
• Development and implementation of portfolio/sector strategy for documentary trade and supply chain finance product set.
• Actively manage the deal pipeline and drive both strategic and operational collaboration with all other areas of CIB, PBB, and Africa regions in order to convert the opportunities for TPS and the bank as a whole.
• Drive client and portfolio revenue by growing the portfolio revenue by means of repricing and cross selling and up selling opportunities.
• Improve sustainability of portfolio revenues by maximising cross sell ratio per client.
• Active management of key revenue drivers.
• Work with all key stakeholders and originate credit facilities where credit appetite exists (including participation/driving NBAC process for new facility origination).
• Manage the level of TPS exposure and set limits in line with bank’s risk appetite for the particular clients.
• Active management of the client credit risk and participate in all relevant risk forums.
• Act as the “first line of defence” for TPS as required by the Credit Standard.

Minimum Requirements:

• Post graduate degree in Finance and Accounting.
• 5 - 7 years' relevant sales management experience (specific industry sector experience, such as dealing with industry stakeholders at a senior management level).
• 5 - 7 years' Trade sales and product management.
• In depth understanding of trade finance products and sound understanding of the broad range of transactional banking products.
• 5 - 7 years' Credit knowledge.