Head, Trade, Consumer, Diversified Industries, Technology, Media & Telecommunications at Standard Bank Group

Job Description

• To effectively manage a team in generating new income streams and identifying business opportunities. Lead engagements across CIB and consolidate clients plans, working with multiple clients across multiple locations and industries to apply flow, structured and FinTech solutions across all solution sets (i.e. Documentary Trade, Supply Chain Finance, Working Capital, Financial Institutions Trade & Structured Trade and Commodity Finance) to maintain and grow revenue.

Essential Functions:

• Set, own and drive delivery for specific sector or collection of sectors against the Trade headline earnings and revenue targets, contributing to the trade balance sheet, income statement, market share and overall Transaction Banking target performance. Consolidate and use financial performance data and insights to track, analyze and report on the Trade Finance portfolio, identify opportunities to continuously improve the value proposition and market positioning, and motivate for continued credit support for growth initiatives.
• Formulate and implement trade finance sector strategy across multiple solution sets, sectors and markets by reviewing macroeconomic, industry and client data and other important inputs.
• Partner with credit, BS&R, coverage and other CIB business units in the management of close monitoring forum, watchlist and NPL clients to keep credit risk losses within threshold/appetite levels. Promotion of front office role as first line of defense in the management of risk, from client engagements to site visits and inspections, following company news and developments.
• Contribute towards industry engagement and thought leadership through conference attendance and participation and publishing thought leadership pieces.
• Stay abreast of developments and trends in the macro economy market, specific sectors and industries, client portfolio by conducting research, developing and / or reviewing insights and recommendations developed by internal teams to enhance thought leadership and trade finance capability, to continuously deliver a market-leading client experience.
• Client engagement and taking direct ownership of specific clients/portfolio to drive portfolio performance and balance team capacity.
• Manage the achievement of objectives for a sector or collection of sectors by effectively leading and managing a team, including provide guidance and support across multiple transactions, allocating clients, setting specific sector and client targets against each client, reviewing the quality of work, portfolio reviews, pipeline management, partnering on transactions, engaging with stakeholders to unlock opportunities, providing feedback and promoting personal and professional development to build capability within the team and enhance performance.
• Promote origination of opportunities in adjacent product sets (FI & Corporate) through corporate relationships & FI relationships to maximize financial performance and shared business value.
• Working with distribution team on transactions which require distribution/sell down and single obligor limit mitigation or secondary market purchases.
• Partner with product management team to drive client adoption and commercialisation of new trade solutions & digital trade solutions. Working with product management team to enhance client satisfaction and develop new solutions which are required for specific business cases across presence markets.
• Drive trade finance execution across markets that is balance sheet agnostic and yields optimum shareholder return.
• Promote the desired Transaction Banking culture and promote a compelling and meaningful shared purpose within the team by aligning to Transaction Banking people priorities for leadership, diversity and inclusion, to drive performance.
• Collaborate and present with Client Coverage, Transaction Banking, GM and IB and act as the trusted trade finance and lending advisor and partner by providing expert opinion, insights and advice and best in class short-term self-liquidating Solutions that win client business. Lead post pitch follow-ups to finalize Solutions and close deals across multiple portfolios/most complex clients.
• Working closely with cross functional deal teams consisting of internal and external stakeholders, coordinate, oversee and drive the successful execution of Trade Finance deals in allocated sector/s, and provide strategic oversight and accountability to ensure completeness, compliance and overall quality while also acting as the primary point of contact for client and solution escalations.
• Utilize in-depth understanding of commodities eco system, life cycle, product and risk transfer between suppliers and off takers to inform the development and structuring of short-term self-liquidating solutions. Review and approve all corporate Trade Finance Solutions, including associated documentation due diligence reports and deliverables to ensure base case models and term sheets are aligned to the client need and CIB commercial, risk and regulatory frameworks
• Lead and manage the content development of Trade Finance solutions across multiple portfolios by providing advice on content, pitchbook planning and approve final proposals, pitchbooks and other origination content, adding expert opinion and refining recommendations, ensuring the solution meets client needs and adds client value.
• Acts as a credible Transaction Banking advisor and thought leader, working across multiple clients, industries and / or markets to inform broader Transaction Banking solutioning and opportunities across multiple product streams
• Anticipates and leads the development of new income streams (including new to bank clients or new to bank flows) and originates new opportunities across multiple clients by co-creating with others, understanding and planning for markets that are less stable and more disruptive
• Performs analytics across different dimensions i.e. balance sheet and income statements to co-create new wallets for existing and / or non-existing markets
• Understands the client need in the context of any solutions across any TxB Trade solution set. Review and analyse the client portfolio to identify potential upsell and / or cross-sell opportunities
• Lead TxB client engagement across SBG (directly or as a member of a cross-functional CIB team i.e. CST) . Collaborate with product and other relevant teams to unlock opportunities with the potential to upsell and / or cross-sell
• Acts as the Transaction Banking champion of CIB clients, and own and consolidate structured solutions, projecting client revenue up to three- years and priorities client solutioning (may involve tradeoffs).
• Leads and shapes the client discovery methodology using broader market and industry trends and client behavioural economics to better inform the solutioning teams across all solution sets, and use an iterative process (ideate, design, test) to test the solution with the client
• Creates client bespoke positioning that addresses client need in a compelling and differentiated way, and engages the broader SBG solution teams with regards to assigning accountabilities so that team members add definitive value to the pitch
• Position the bespoke offering in a compelling manner
• Terms prescribed within Solutioning toolbox parameters
• Celebrate and socialise deals awarded to mobilise teams and enable better team outcomes. Meets all deal pipeline deadlines to enable accurate projections. Activate the branding plan where applicable. Capture all system requirements, sort mandates and any client exceptions
• Co-ordinate all implementation documents to meet time deadlines across geographies and / or solutions, including the allocation of accountabilities to other sales colleagues accountable for local activation
• Acts as the primary interface for client and represent the client “face” to teams, co-ordinate client satisfactions measures across multiple clients, geographies and solutions
• Check client revenues against sales force plan (three-year cycle) and close any variance with clients based on projected revenues and conditions. Leverage the deal brand externally by working with Brand and Marketing to enable targeted and bespoke approaches
• Prioritise and manage own work to deliver assigned tasks and take responsibility for own development and career progression to consistently deliver work and meet agreed targets

Qualifications

• Type of Qualification: Advanced Diploma
• Field of Study: Business Commerce

Experience Required

• Trade Sales leadership experience required
• Transaction Banking
• More than 10 years
• Predicts the trends impacting the local and broader contexts. Interprets trends to show impact on client planning and revenues (three-years plus).
• More than 10 years
• Formulates a compelling vision and clearly articulates the benefits and future applications of any solutions, trends, client impacts across the Transaction Banking solution landscape.
• More than 10 years
• Develops clear client value proposition aligned to client needs and focused on creating differentiated client experience and value. Works across the Transaction Banking landscape and agrees the appropriate level of client service i.e. which clients should be partnered and / or acquired to gain market share and growth
• More than 10 years
• Leads the simplification of Sales ways of working/processes/measures to enable transparency, better controls and speed to market.
• More than 10 years
• Identifies opportunities across Transaction Banking to expand and influence the market, client and / or industry through the application of digital and data disruptors. Partners with solutioning thought leaders to ensure that clients future needs are included in medium term planning and prioritization.
• More than 10 years
• Uses and packages insights from the macro environment and relationships to better manage client relationships and sustainable solutioning. Aligns tactics to overarching SBG strategy and priority
• More than 10 years
• Leads the simplification of Sales ways of working/processes/measures to enable transparency, better controls and speed to market.

Additional Information

Behavioural Competencies:

• Convincing People
• Embracing Change
• Exploring Possibilities
• Generating Ideas
• Interacting with People
• Making Decisions
• Producing Output
• Providing Insights
• Pursuing Goals
• Seizing Opportunities
• Showing Composure
• Upholding Standards

Technical Competencies:

• Client Business Case
• Client Retention
• Cross and Up-Selling
• Industry Knowledge
• International Market Knowledge
• Local Market Knowledge
• Product Development
• Risk Management
• Value Identification