PURPOSE OF THE ROLE

• To manage the sales for the suite of Trade Products across the spectrum of Bank’s clients, across specific Business verticals
• Meet the agreed revenue targets (Fees & NII), associated throughputs and acquisition of new to bank clients with a focus to grow the TBG management revenue
• Meet Trade Markets related requirements of clients by liaising with Relationship/Operations/Product/Legal/Compliance/AML team). Process Improvements and new Product Development ideas, to achieve incremental cross-sell/increased share of wallet, to maintain highest service delivery standards/VOC scores

Responsibilities

• Client Sourcing - Meet existing as well as prospective customers of the Bank to understand their business model, banking requirements and pitch suitable YBL Trade offering (ranging from Domestic Finance, Cross-Border Finance, Non-Fund Based Requirements, Trade Advisory, Handle Remittances, etc.)
• YBL Wallet Share: Engage existing clients to grow YBL wallet by identifying incremental trade opportunities (takeovers, business growth plans, new structures, etc.).
• Credit Sanctioning – Provide trade inputs to BU RMs, Credit Managers and Sanctioning Authorities. Sign off each Credit CAM which has Trade facilities.
• Limit Set up – Liaison with client, RM, legal, credit, etc. for documentation wrt. Trade covenants/terms.
• Digital Solutions – Pitch YBL digital solutions (e.g. TON, Paperless Exports/imports etc) to ease transaction processing and reduce manual cost at YBL end.
• Limit Utilization – Engage client to bring new transactions at YBL counters to optimize the utilization of limits sanctioned and made available for utilization.
• Transaction Processing – Engage client and internal stakeholders (CSD, OSD, BU RBL, Product, Credit, etc.) to ensure transactions are processed in agreed TAT.
• Cross Sell – Engage client and internal stakeholders to grow YBL wallet by capturing non-credit flows and non-trade opportunities.
• Structuring and Solutioning – to provide suitable structured trade solutions to the client
• Manages Critical and sensitive client relationship.
• Engage with Product team and senior stakeholders on Digital Initiatives, Product innovation etc.

KPIs

• Revenue Generation (Trade Fees, NII, Trade led FX Income)
• Non-Fund Based Book (LCs, BGs, SBLCs, etc.)
• Fund Based Book (Export Credit, Factoring, Invoice based financing, funding from IBU, etc.)
• FX Flows including Capital A/c Advisory (Income & CA)
• Digital Penetration (TON, Paperless Import/Export, Host to Host, etc.)

Portfolio Hygiene

• Ensuring timely sales calls logging, Pipeline Updation
• Engage client and internal stakeholders to keep regulatory items under control (e.g. Transaction Deferrals, BOEs, ORMs, etc.).
• Attend Trainings for self-development, additionally contribute towards Social Media Presence & Stakeholder management.

Risk and Internal Control

• Coordinating on aspects related to risk management and adherence to policies, framework defined by the bank and in particular relating to transaction banking group, further to be cautious before executing deals in ensuring adherence to risk and regulatory framework/ guidelines.

Education

• Essential: Bachelor’s degree in any field

Preferred:

Master’s degree is preferred

Experience

10-14 years of relevant experience in Trade Sales or Product/Program Management with at most being in a Corporate Banking / Servicing environment. Strong product knowledge and market understanding of Trade products.