Trade Finance Specialist

Job Summary

To market and sell Financial Solutions (products, technology and services) to increase sales across all retail channels and other potential markets. To identify and attract new business and retain the existing customer base.

Job Purpose

Assist in articulation, ownership and execution of the Transaction Banking (TB) strategy for Business Banking in the commercial banking segment. Lead and manage senior level client interaction and sales. Manage and deliver business objectives through the BB sales team in the commercial banking segment. Manage and grow TB business each year across the BB clients in the commercial banking segment. Manage returns while employing sound risk management disciplines.

Key Accountabilities

Sales – Time Split 50%

• Accountable for the delivery of TB revenues from Business Banking clients in the commercial banking segment.
• Develop and execute the sales strategy to deliver the revenue ambition through a portfolio of existing and target list in BB.
• Increase client penetration and revenues for the bank by actively promoting the bank’s network and product capabilities (cross selling). Replicate TB solutions and successes within the portfolio.
• Lead the team to achieve quantitative and qualitative performance objectives for your portfolio. Leverage existing sales tools and techniques to identify opportunities for new/incremental business – account planning and pipeline management to achieve sales/revenue targets.
• Maintain detailed and up-to-date knowledge of the bank’s comprehensive product capabilities and their application to clients’ needs, and use this knowledge in structuring solutions.
• Ensure smooth interaction and communication with the Customer Support team, product development and customer services teams within Business Banking team. Drive alignment with key stakeholders: TB teams across multiple geographies, Business Banking and operations to achieve TB priorities.
• Lead client insight events and industry forums to showcase ABSA’s leadership in Transaction Banking and to build brand awareness.
• Maintain high performance standards and role model behaviors that demonstrate the bank’s values.

Service and Operational Rigor – Time Split 30%

• Working with the BB service team, ensure delivery of world-class customer service practices and ensure adherence to ABSA Service standards.
• Lead the team in assisting the BB coverage teams in the commercial banking segment to develop relationship account plans for their customer portfolios.
• Achieve operational rigor excellence in all aspects of procedures and processes undertaken to ensure 100% compliance.
• Minimize potential of fraudulent applications by following each product criteria.
• Ensure pricing is authorized per mandate from Business Banking Director and Transactional Banking Director, agreed with the customer, and properly set up to ensure 100% collection upon product/customer setup.
• Follow the TB end-to-end product setup process ensuring new setups are authorized and properly set up.
• Ensure compliance with operations risk and rigor requirements (e.g., Health & Safety standards and security of premises).

Team Support and Management – Time Split 20%

• Set SMART individual objectives that are in line with and seek to achieve the team’s overall objectives. Review and drive performance of the team against the objectives on a regular basis.
• Identify training needs and recommend training plans to satisfy those needs for the CSAs.

Preferred Qualification

• Bachelor’s degree or equivalent academic qualifications.
• Post graduate or equivalent academic qualifications.

Preferred Experience

• Over 5 years’ experience in BB or CIB.
• Strong people and sales management skills experience.
• Frontline Transactional sales experience.

Knowledge and Skills

• Strong people and sales skills, and experience in banking.
• Solid and proven frontline transactional sales experience across Working Capital, Trade Finance (documentary trade products i.e. LCs, bonds & guarantees; bank & country risk products), Supply Chain Financing & Cash Management (Regional/Local payments, receipts and liquidity management structures, system infrastructure, etc.).
• Skills for analyzing and formatting data provided by Finance and other sources.
• Strong sales management skills and experience, ideally with relevant banking or business/corporate banking background.
• Proven treasury, credit and country risk exposure.