JOB TITLE: RELATIONSHIP MANAGER – TRADE FINANCE

JOB PURPOSE

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 Relationship Managers at Head Office and Branch network. The role supports 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.

 

KEY RESPONSIBILITIES

  • Sales & Business Development
  • Relationship Management
  • Strategic customer experience
  • Risk & Compliance

 

MAIN ACTIVITIES

Sales & Business Development

  • To originate deals directly, from existing and prospective clients in order to maximize customer profitability by providing innovative and value-added financing to grow a personal portfolio.
  • To originate deals in conjunction with Relationship Managers from existing and prospective clients in order to maximize customer profitability by providing innovative and value-added financing.
  • Innovate & develop new Trade Finance Products to grow the Banks contingent book and non-funded income streams.
  • Work with Head of Department, Head Office Business Teams and Branch network to develop sales pipelines of trade related business in line within overall Account Plans and develop a sales strategy for Trade Finance products to meet sales targets in line with overall bank strategy.
  • Align product process flows and the operations manual to achieve quality and efficient standards.
  • To identify and translate market trends into new Trade Finance products, or re-engineering of existing products, in order to generate a profitable business.
  • Originate and structure business deals, through appropriate use of term sheets and by capturing end-to-end sequence of events and mitigating any inherent risks.
  • Identify general and specific opportunities and threats to position trade finance products for the overall competitive advantage of the Bank, within the stipulated service level agreements.

 

Relationship Management

  • Develop and maintain working relationships with local and international Financial Institutions with aim of deriving Trade Finance business from the institutions.
  • Enhance relationship marketing and management – to establish, maintain, and enhance relationships with customers and other partners, at a profit, so that both the customer and bank objectives are met, achieved by a mutual exchange and fulfillment of the brand promise.
  • Develop a focused relationship management system, which increases the Bank’s ability to increase the flow of business and generate lending, trade finance, deposit and cash management business from existing and new customers in line with the target market segments for the bank.
  • To monitor competitor banks in the market. Keep abreast of their new product offerings/service developments, assess the threat to our business and plan remedial action to maintain a competitive edge for trade products throughout the country.
  • Champion risk approvals for trade deals, provide risk management of trade portfolios, and structured solutions to mitigate risk.
  • Provide Relationship Managers/ Business Bankers & Customers continuous trade product knowledge through training, workshop and forums to maximize trade opportunity identification/solutions.

 

Strategic Customer Experience

  • Liaise with Trade Finance operations unit to provide support, ensure smooth deal implementation and adherence to high levels of service quality.
  • Facilitate customer service issues and ensure a high level of post sales service is made available to the clients at all times.
  • Drive overall client satisfaction and service benchmark of trade offering and build customer loyalty. 
  • Key driver for not only customer satisfaction, but building a base of promoters by enhancing positive customer experience and advocacy to drive competitive advantage, leading to faster organic growth and lower cost.
  • Create a differentiated customer experience design, tailored to target customer needs and optimize customer interactions with the brand, offerings, and touch points to consistently deliver and make continuous improvements to the design.
  • Link sales and service and embed customer service culture as the bedrock to grow the balance sheet.
  • Drive overall client satisfaction and service benchmark of trade offering and build customer loyalty. 
  • Onboard new customers in Trade Finance to increase our market share
  • Continually drive and ensure consistent and superior client orientated culture and high-quality service delivery to trade customers. 
  • Implementation and monitoring of KYC and ALM measures in line with the Bank and Regulatory requirements.
  • Liaise with other departmental teams in structuring trade finance transactions, to ensure that customer needs are attended to in an efficient and timely manner while safeguarding against potential transactional risks.

 

Risk & Compliance

  • Attend training and maintain knowledge of and comply with all bank policies and procedures including Anti Money Laundering/Countering Financing of Terrorism/Countering Proliferation Financing laws, rules and regulations.
  • Participate or undertake Anti Money Laundering/Countering Financing of Terrorism/Countering Proliferation Financing bank programs on a regular basis e.g. taking attestations, self-assessment tests, filling in compliance questionnaires as required
  • Comply and not to knowingly participate or assist in any violation of Anti Money Laundering/Countering Financing of Terrorism/Countering Proliferation Financing laws, rules, regulations or internal policies, procedure and guidelines.
  • Report suspected money laundering cases to their respective heads of units or to the Money Laundering Reporting Officer as soon as such incidents occur immediately with a clear basis of suspicion   
  • Avoid Misrepresentation and Malicious Reporting – knowingly making a false, fictitious or fraudulent representation e.g. statement, report, document.
  • Avoid Tipping Off customers being investigated so as not to knowingly prejudice an investigation by disclosing information.
  • Not provide advice or other assistance to individuals who attempt to violate or avoid Anti Money Laundering/Countering Financing of Terrorism/Countering Proliferation Financing laws, rules, regulations or corporate policies.
  • Respond to all AML/CFT/CPF queries when requested by Compliance Unit to allow the bank to comply with the requirements of The Anti-Money Laundering and Combating Financing of Terrorism Amendment Act
  • Co – operate fully with regulators and law enforcement agents and make available required documents and information.

 

DECISION-MAKING AUTHORITY

  • Processing of requests as delegated by the supervisor provided that such requests are within the management/credit approvals granted.
  • Identify transactional risks, initiate and develop innovative trade finance instruments to suit specific business needs and circumstances.
  • Review and propose for approval, terms and conditions for trade finance products with customers which are within the acceptable bank limits.
  • Review and recommend for approval, pricing of trade finance services besides mapping out specific portfolio’s transactional sequence of events taking cognizance of the seniority, protection and control of the Bank’s collateral.
  • Advice on legal contractual agreements, implement the product solution, monitor/control the performance, pricing approval and delivery.

 

ACADEMIC BACKGROUND

  • University degree or above in a relevant business discipline e.g. business administration or finance.
  • Master’s degree will be an added advantage.

 

WORK EXPERIENCE

  • At least 5 years proven sales experience in Trade Finance in the banking industry – across Working Capital financing, and Trade Financing (Documentary Trade products i.e. Letters of credit, bonds & Guarantees, documentary collections etc.
  • Exposure in International Trade Finance as well as Structured Trade and Commodity Finance courses is an added advantage.

 

SKILLS & COMPETENCIES

  • In-depth technical knowledge of international trade finance products and processes. Good knowledge of Trade documentation including ICC Publications.
  • Ability to utilize underlying transactions, for importers or exporters, to optimize cash flows, all underpinned by sound risk management to make trade deals happen.
  • Ability to identify transactional risks and to initiate and develop innovative trade finance instruments to suite specific business needs and circumstances. 
  • Ability to originate business transactions, and identify risks that would meet the broader spectrum of credit committee approvals.
  • Strong negotiation and presentation skills, ability to communicate at all levels in the organization.
  • Skills for analyzing and formatting data provided by finance and other sources.
  • Proven track record of growing a profitable and sustainable portfolio that delivers to the banks bottom-line.
  • Profound understanding of SME market, key competitors and offerings as well as our competitive edges to win quality customers.
  • Thorough understanding of CBK regulatory framework and pertinent regulations impacting corporate customers;
  • Highly effective communicator with excellent interpersonal and motivational skills.
  • Strong managerial, planning, analytical, decision-making, lateral thinking and project management skills.
  • Excellent customer service, client relationship management, communication, negotiation, problem solving and interpersonal skills.
  • Credit evaluation and analysis skills with extensive business insights related to commercial loans in Cambodia context.
  • Financial literacy and ability to interpret and analyze financial statements (audited and/or management reports) of the business in order to assess repayment capacity and financial soundness of the clients.
  • Sense of judgement and common sense with both qualitative and quantitative tools to provide sound and comprehensive analysis/evaluation on complex credit applications.
  • In-depth knowledge of the bank branch operations, rules and regulations, laws, granting loans, and credit risk management.

PROFESSIONAL CERTIFICATION

  • Professional qualifications such as CDCS, CITF, ACIB/AKIB will be an added advantage.

 

HOW TO APPLY  Fill in the job application form below.