Senior Relationship manager – Trade Finance

To drive the growth and profitability of the Bank’s Trade Finance business through acquisition of new customers, deepening existing relationships, growing trade finance assets and liabilities, enhancing off-balance sheet business, and maintaining a high-quality portfolio within acceptable risk parameters. The role is responsible for managing strategic client relationships across Corporate and SME segments while delivering innovative trade finance solutions that support customer needs and contribute to the Bank’s overall business objectives.

Key Responsibilities

Business Development and Portfolio Growth

1. Drive growth of the Bank’s Trade Finance portfolio by originating and closing new trade finance transactions across Corporate and SME segments.
2. Grow the Bank’s off-balance sheet trade finance business, including Letters of Credit, Guarantees, Standby Letters of Credit, and other trade-related instruments, in line with approved growth targets.
3. Achieve agreed trade finance loan growth targets through proactive identification, structuring, and execution of trade finance opportunities.
4. Mobilize and grow trade finance-related deposits from existing and prospective clients to support balance sheet growth and profitability.
5. Actively manage and maintain a healthy pipeline of trade finance opportunities to ensure sustainable business growth.
6. Acquire new-to-bank trade finance customers within the Corporate and SME segments and convert identified prospects into active relationships.

7. Develop, manage, and deepen relationships with existing trade finance customers through regular engagement, advisory support, and delivery of tailored financial solutions.
8. Conduct a minimum of two customer visits annually to at least 80% of assigned top trade finance clients and maintain comprehensive call reports and customer interaction records.
9. Identify opportunities for cross-selling and up-selling the Bank’s products and services to maximize wallet share and customer profitability.
10. Maintain high service standards and ensure prompt resolution of customer queries, requests, and transaction-related issues.

11. Monitor the quality of the trade finance portfolio and ensure portfolio delinquency indicators remain within approved risk appetite levels.
12. Maintain the PAR 30+ ratio of the assigned Trade Finance portfolio within the Bank’s acceptable thresholds through proactive monitoring and follow-up.
13. Identify early warning signals and implement timely remedial actions to minimize credit losses and non-performing assets.
14. Ensure all transactions comply with internal credit policies, regulatory requirements, AML/KYC guidelines, and international trade finance standards.

15. Support the development, review, and rollout of the Trade Finance Customer Value Proposition (CVP) and related product enhancements on a half-yearly basis.
16. Work closely with product, operations, risk, and compliance teams to improve customer experience and enhance service delivery.
17. Monitor market trends, competitor activities, and customer needs to identify opportunities for product innovation and business growth.

18. Organize and facilitate Trade Finance training sessions for internal stakeholders and business teams at least twice annually.
19. Develop and update trade finance training materials and contribute to building trade finance capabilities across the Bank.
20. Maintain personal professional development through continuous learning, training attendance, and successful completion of required assessments and quizzes.

21. Prepare and submit accurate portfolio, sales, pipeline, customer visitation, and performance reports within agreed service level timelines.
22. Maintain complete and up-to-date customer records, call reports, transaction documentation, and relationship management files.
23. Provide market intelligence and portfolio performance updates to management as required.

Academic

• Education:
  Bachelor’s Degree in Banking, Finance, Economics, Commerce, Business Administration, Marketing, or a related field.
  Professional qualifications in Trade Finance, Corporate Banking, Credit Analysis, or International Trade will be an added advantage.
• Experience:
  Minimum of 5 years’ banking experience, with at least 3 years in Trade Finance, Corporate Banking, Relationship Management, or Business Development.
  Demonstrated experience in managing Corporate and SME client relationships.
  Proven track record in business acquisition, portfolio growth, and revenue generation.
• Technical and Soft Skills:
  Strong understanding of Trade Finance products and international trade practices.
  Business development and sales management skills.
  Credit analysis and risk management capability.
  Negotiation and relationship management skills.
  Strong communication and presentation skills.
  Analytical and problem-solving ability.
  Results-oriented with strong commercial acumen.
  Ability to work collaboratively across multiple functions.
  Strong organizational and time management skills.
  High ethical standards and integrity.

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