Transactor, Trade, Consumer & Diversified Industries & TMT at Standard Bank Group

Job Description

• To act as an advisor and thought leader generating new income streams and identifying business opportunities. Lead engagements across Corporate and Investment Banking and consolidate clients plans, working with multiple clients across multiple locations and industries to apply flow, structured and FinTech solutions across a combination of solution sets in Trade (i.e. structured trade & commodity finance, traditional trade and Supply Chain Finance, working capital and Financial Institutions trade solutions) to maintain and grow revenue.

Essential Functions

• Manage the achievement of objectives for a single trade finance portfolio of complex or moderately complex clients by through individual deal origination, structuring and execution.
• Formulate and implement client portfolio strategy to grow revenues on existing clients and new clients
• Develop, lead and Work in partnership with relevant business leadership in Trade, Client Coverage and / or Transaction Banking and other BU’s when required to define and drive the implementation of the Trade Finance strategic objectives for a single portfolio of moderately complex clients, to optimize client and / or shareholder returns, grow Transaction Banking revenue and market share
• 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.  Attend to due-diligence and structuring to mitigate transactional risks.
• 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.
• Utilise 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.
• 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 within a single product stream (i.e. Trade)
• Leads the development of new business areas and generates new income streams by starting to identify market gaps that are not addressed through current flow solutions while also anticipating market and client disruptors, looking at the impact on current client portfolios
• Understands the client need in the context of any solutions across trade finance solutions (Review and analyze the client portfolio to identify potential upsell and / or cross-sell opportunities
• Lead Transaction Banking 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 meet client needs and achieve portfolio growth through 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 prioritize client solutioning (may involve tradeoffs).
• Manages the solution ideation process by gathering multiple inputs and use targeted client discovery approaches to gather ideas to inform client solutioning (outcome is generally unknown) 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
• Meets all deal pipeline deadlines to enable accurate projections. Communicate the deal broadly (TBCT and CSTs) and 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
• Prioritize and manage own work to deliver assigned tasks and take responsibility for own development and career progression to consistently deliver work and meet agreed target.

Qualifications

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

Experience Required

• 10 years Trade Sales 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