Manager, Trade Finance Sales

Job Details

• Location: Kampala, Uganda
• Employment Type: Full Time
• Category: Banking
• Function: Trade Finance Sales - Commercial and Corporate Banking

The Manager, Trade Finance Sales will jointly with the Head of Trade formulate and articulate a trade business roadmap for Commercial and Corporate Banking aligned to the Group Trade Finance strategy. The role drives growth in trade and supply chain customer base, revenues and transaction volumes, develops trade products and pricing, manages MIS and financials, and provides middle office support on structured trade and commodity finance (STCF) structures and collateral management.

Key Duties and Responsibilities

• Jointly with the Head Trade formulate and articulate a trade business roadmap for Commercial and Corporate Banking aligned to the Group Trade Finance strategy
• Understand dynamics of international and regional trade flows within the country to assess market trends, identify new business opportunities or competitive threats
• Develop a trade customer target market list based on understanding of trade flows, business sectors, players and trade corridors to drive sales
• Capture competitor intelligence and regulatory information and use it to develop or reinforce competitive advantage
• Ensure appropriate pricing of Trade products and full collection of fees and commissions whilst growing this revenue line
• Review trade monthly financials and MIS process
• Grow trade/supply chain customer base through implementation of trade products, business and marketing strategies by establishing and following up with target lists and working proactively with market facing staff to ensure optimal trade facilities utilization
• Develop, enhance and manage all business segments and supply chain products such as inventory finance, distributor finance, business term loans, overdrafts and asset finance products to grow transaction volumes, revenues and profits from commercial customers
• Analyse competitor products, market opportunities and developments to ensure Ecobank Trade products reflect customer needs
• Ensure new Trade products and services are identified, developed and/or enhanced to grow Trade transaction volume, revenues and profits
• Work closely with key internal and external stakeholders to gain support for new product developments and/or enhancements
• Work with Branch Managers to grow wallet business for facility customers and work with relevant officers in Corporate and Commercial Banking to ensure conversion of potential trade services customers from the pipeline
• Participate in joint calls with Branches to potential customers to ascertain requirements, explore and negotiate solutions, provide oversight and input into drafting and execution of loan agreements and security documentation
• Act as local market expert for Trade Products and keep up to date with market and regulatory developments
• Provide ongoing training and up-skilling of sales teams to maximize opportunity identification and solution selling capabilities
• Drive utilization of all Trade products and channels
• Drive and coordinate various processes within the Bank's business and support units to achieve necessary support and approvals, minimize response time and minimize financial and operational losses
• Develop close working relationships with other Group product development teams to maximize efficiencies and ensure consistency
• Collate and analyse Management Information reports from various sources
• Track revenue from clients from trade finance activities and assess financial performance in relation to budgets
• Liaise with RMs and clients to structure optimal STCF structures by reviewing credit applications before submission to approvers
• Review, onboard and manage Collateral Management stakeholders, clearing and forwarding agents and any other party required for effective STCF structures

Qualifications, Skills and Requirements

• Bachelor's degree in a business related field or Professional Qualification
• At least 5 years in the Banking industry with product management / Trade experience
• Strong quantitative/analytical skills
• Relationship Management, good communication and negotiation skills
• Deep knowledge of competitive environment for Trade Products and broad knowledge of business strategies, goals, products and services
• Broad knowledge of segment customers' purchase decision processes and business profitability dynamics
• Very strong knowledge in Trade Operations and processes and strong knowledge of various International Trade products
• Strong knowledge of local import and export laws and policies
• Good knowledge of Global Trade business and correspondent Banking relationships and various rules guiding Trade business