Wing Bank
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Head of Trade Finance Sales & Advisory

Full Time Phnom Penh Posted 1 month ago

Working Capital Solutions

Role Purpose Statement:

WING Bank is recruiting an experienced Head of Trade Finance to lead its Trade Finance Sales & Advisory team to build and drive the bank's trade finance activities and strategies. The role holder will be responsible for identifying and delivering assigned Trade Finance business through various revenue streams by marketing the trade finance products to existing and new customers directly and via Corporate Banking and FI Relationship Managers. The role holder will deliver portfolio growth, monitoring the performance of the portfolio and marketing the bank’s trade finance product offering to ensure that the set targets of portfolio growth, income and quality are achieved.
 
In addition, role holder also need to take care of deal structuring, preparation of trade related credit application, documentation and execution, including preparing presentation materials, procedure manual, and negotiation with internal related department. To be qualified for this job, you should have at least 8 years Trade sales experience with corporate clients. You should also have good credit analysis ability and good understanding of local regulations and industry knowledge. Good business development ability and can lead a small team well are preferred.

Job Descriptions

  • Business Development
  • To grow trade finance business and achieve set income targets.
  • Identify trade finance opportunities and structure transactions in line with customer’s needs.
  • Development of risks and mitigation structures for trade deals originated.
  • Provide support to the various business units (SME, Commercial, Corporate and FI) on Trade Finance.
  • Operations/Compliance
  • Ensure compliance with both internal and external regulatory requirements.
  • Maintaining continuous review of business operational policies and procedures to ensure compliance.
  • Periodical review of trade finance documentations and initiate necessary changes to be in line with the industry.
  • Customer Service
  • To create awareness of trade finance product by organizing marketing campaigns.
  • Create and sustain a team culture that encourages others to provide the quality of service essential to high performance.
  • Ensure that structures, systems and resources required to effectively servicing trade customers are in place.
  • Ensure priority is given to customers (internal & external) and also ensure delivery of high quality services which meet their needs i.e meeting laid out Service Level Agreements.
  • Coordinate activities aimed at meeting customer requirements and delivering value to the customer all the time.
  • Strategic Initiatives
  • Define the overall Trade strategy for Business Banking (BB).
  • Responsible for all Trade products used to support the working capital needs of Business Banking clients.
  • Role will require close collaboration and co-ordination with Business Banking stakeholders and will encompass product commercialization (including new program design and introduction), end to end governance (including adherence to Trade PPGs, fraud and operational risk framework), service delivery and developing the training and learning calendar.
  • Develop the strategy for and manage the overall Trade offering for Business Banking clients.
  • Benchmark our Trade proposition against client needs and competition offerings, especially in key markets, to identify gaps and opportunities.
  • Provide data driven analytics & insights to drive strategic discussions at the BB Management Team.
  • Drive end-to-end digitization of trade offerings in Business Banking.
  • Drive overall engagement with Business Banking, across Product teams, Supply Chain Financing, Operations, Channels and Service Delivery.
  • Assess the Trade products that are required to meet the working capital requirements of BB clients and ensure that these are agreed with Business Banking and enabled for relevant markets.
  • Develop and strengthen the supply chain proposition, primarily through pre-shipment & distributor financing for key Business Banking anchors.
  • Work closely with the country product and segment heads to deliver optimal funding solutions for clients.
  • Ensure that the relevant products are enabled for Business Banking after assessing client needs and appropriateness and taking into account the risks and mitigations for each product and variant.
  • Develop a regular operating rhythm with Business Banking counterparts and key BB markets for effective strategy implementation.
  • Ensure sales and governance processes across markets are in line with strategic intent as well as approved policies and procedures.
  • Drive the development and execution of the overall Business Banking Learning agenda for Trade products.
  • Upgrade Trade leadership, product expertise and people capabilities within Business Banking teams.
  • Share best practices and lessons learnt across all teams.
  • Understand the risk associated with various products and variants and ensure suitability for BB clients and staff.
  • Work closely with Risk and other 2LOD partners to increase awareness and drive the right risk culture and mindset in the bank.
  • Design programs, products and solutions in compliance with both internal and external policies and frameworks.
  • Work closely with Product Teams on product development specifically to suit BB requirements.
  • Take personal responsibility for embedding the highest standards of ethics, including regulatory and business conduct across WING Bank. This includes understanding and ensuring compliance with, in letter and spirit, all applicable laws, regulations, guidelines and the Bank's Code of Conduct.
  • Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.
  • Engage and present to Management Committee and other relevant forums on Trade Finance business portfolio as and when required.

Job Requirements

  • 15 + years’ experience in banking / financial services specializing in International and Domestic Trade Financing activities.
  • Detail-oriented with strong organizational and time management abilities
  • Bachelor's degree in finance, economics, or related field (MBA preferred)
  • Deep understanding of Trade products, regulations and documentation and working capital financing, in a Product Management and/or Sales role.
  • Relevant certifications in trade finance and general knowledge in back-office operations will be added advantage.
  • Proficient in trade finance software and financial systems.
  • Possess excellent analytical skills, be open minded and able to identify alternative solutions and business opportunities.
  • Proactive and positive collaboration with a wide range of stakeholders with the ability to use independent judgment and make sound decisions.
  • Good presentation, time management, negotiation and influencing skills.
  • Focused, organized, tenacious and willing to challenge when required.
  • Excellent written & oral communication skills.
  • Excellent understanding of foreign exchange and interest rate management
  • Ability to collaborate and influence cross-functional teams
  • Effective negotiation and communication skills
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