Purpose of Role:

Key Accountabilities:

• Leads the management, growth and development of the ICB business in country, working closely with the Director to develop business development strategy and deliver on growth targets and identify business cross-referrals to and from colleagues in other SBUs to increase acquisition, retention & consolidation of clients and ensure maximized customer profitability by driving revenue growth.
• Creates the business plan for the local market, in collaboration with the Director, to develop sales strategies, initiatives and tactics to achieve the retention, consolidation and coverage goals for the assigned area to ensure effective business planning for ICB and enable achievement of the annual revenue and asset growth targets / goals.
• Performs market oversight, intelligence gathering and analysis of local trends, forecast markets and unit needs, and compares assigned area's profitability in relation to the Bank’s overall customer segment profitability, sharing information and developing synergies throughout the ICB network to align actions and respond effectively to changes in the market, business and economy.
• Prepares & submits credit applications to CRMD for sanctioning on letter of credit applications and borrowing proposals / applications to ensure credit applications are completed accurately and completely to enable first time review / approval in a timely manner and ensure proposals address the risk issues involved and how they may be mitigated while keeping in mind the nature of the client base.
• Manages income and expenditure within an agreed budget and ensures that the agreed level of revenue for country is achieved, with corrective action taken where necessary to manage cost control and promote positive revenue growth.
• Reduces the business’s cost to income ratio via effectively managing low value business, in conjunction with the Director to ensure profit optimization by reviewing client status and / or directing clients to seek alternative channels or encouraging client to increase business volumes.
• Plans & coordinates marketing approaches for new and existing business relationships through luncheons, business meetings and attendance at other industry functions / conferences to strengthen existing and potential business relationships and gain industry knowledge. 
• Reviews & approves   new business applications checking for full AML / KYC / OPM / FATCA compliance, rationale, purpose and ongoing source of funds is held on fileto ensure new business is fully compliant and in line with regulatory and internal AML / ATF / KYC standards.
• Market Research and Analysis: Conducting thorough market research to identify new business opportunities and trends in trade finance. This includes analyzing market conditions, competitor activities, and customer needs.
• Client Relationship Management: Building and maintaining strong relationships with clients, including importers, exporters, and financial institutions. This involves understanding their trade finance needs and providing tailored solutions.
• Product Development: Collaborating with internal teams to develop and enhance trade finance products and services. This includes ensuring compliance with international trade regulations and standards.
• Risk Management: Identifying and mitigating risks associated with trade finance transactions. This involves developing strategies to manage credit risk, currency risk, and other financial risks.
• Sales and Business Development: Driving the growth of trade finance business by identifying potential clients, pitching trade finance solutions, and closing deals. This also includes attending trade shows and industry events to network and promote services.
• Collaboration and Coordination: Working closely with various internal departments such as legal, compliance, and operations to ensure smooth execution of trade finance transactions.

Knowledge &Experience Required:

• Minimum 5 years’ experience of relationship management and / or consultative selling.
• Minimum of 3 years’ experience in a front-line customer contact role and in building and maintaining relationships with high net worth clients
• Exposure to / experience in general banking and risk management.
• Understanding of the industry trends and macro-economic factors affecting customers and markets.
• Proven origination, business development, consultative selling, and relationship management capabilities.
• In-depth understanding of the International Corporate Banking policies, plans and strategies, and an awareness of the Bank / regional policies, plans and strategy, as well as the Bank’s transaction products and services.
• Previous managerial experience may encompass both onshore and International Banking Corporate Manager roles or risk manager role.
• Proficient knowledge and experience of the Bank’s credit risk management principles and procedures to allow high quality proposals to be put to the credit team
• Expert knowledge of KYC, client acceptance and AML / ATF rules and requirements specific to ICB as well as modern risk and control management in banking.
• Expert knowledge and experience of managing complex multi-layered corporate structures, covering different types of corporate entities and the key industries serviced by International Corporate Banking.
• Strong knowledge and awareness of the product and service offerings of other business segements to identify potential cross-sell opportunities.
• University graduate status with specialization in business, finance and / or management

JOB SNAPSHOT:

Category: Corporate

Function: Corporate & Investment Banking

Position reports to: Director, International Corporate Banking   

Expiry Date 15-8-2025