Requirement for Trade Advisor

Job Description

*Roles and Responsibility Job Summary
• To drive export Letter of Credit confirmation and negotiation across client segments, non-client beneficiaries and referring leads for client conversion.
• Handle discussions and queries that will directly lead to sales, while Client Services Group will continue to handle clients operational queries and resolve transactional issues
• Drive export Letter of Credit volumes (confirmation & negotiation) across beneficiaries in all segments
• Work with Correspondent Banking Sales in importing locations to ensure that Letter of Credits are advised through the Bank
• Actively solicit confirmation and negotiation business from client and non-client beneficiaries
• Sourcing more inbound trade business from network countries
• Track Letter of Credit advised to beneficiaries, and promptly call beneficiaries to offer advisory and quote bank risk pricing
• Respond to client sales queries, including pricing and bank line availability.
• Work closely with Trade Asset Sales, for up-to-date pricing and country risk information, and proactively share information with beneficiaries
• Where necessary sell down exposure though Trade Assets Sales
• Offer Advisory services to help clients reduce documentary discrepancies, simplifying Letter of Credit terms and avoiding pitfalls
• Maintain deals lost database for feedback to Financial Institutions GAM, to help the latter to fine tune their pricing and offerings
• Screen non clients and make referrals to Origination & Client Coverage / SME departments (depending on sales turnover)
• Follow up with Origination & Client Coverage / SME on status of non client conversion and maintain sales lead database
• Development of the country Correspondent Banking sales plans in line within overall business plans and OCC plan for GCC segments.
• Primary accountability for generation of incremental revenues, from fees and interest income, and attracting and locking-in client relationships through value-added Trade transaction services.
• Protection of Banks reputation. Bank s ability to meet legal and regulatory obligations. Minimizing risk of bank being used by money launderers
Key responsibilities Include :
• Grow Non client Customer Relationship for export CBN
• Client s education in cross border trade structuring and LC formatting as reqd.
• Good Trade Product Knowledge, Data Analysis and Sales activity support
• New Opportunity identification / top-line growth
• Focus on growing the Gift City CBN / FI trade book
• To work with country Transaction Banking Finance to ensure correct tagging of trade revenues
• Work with Product team and Operations team in generating new MIS to accurately forecast business growth
• Responsible for the day-to-day beneficiary marketing program to capture additional export-LC revenue, increase document capture rate, and drive increased volume of FI programs.
• Work closely with Sales in home and other regions to maximize the capture of such flows.
• Work closely with Product Management, Operations, Asset distribution and other relevant stakeholders to refine, and improve product offering.
• Leverage competitive insight, market knowledge, and network to enhance results.
• Provide administrative support, tracking, and reporting as required.
• Ensure compliance with all AML, KYC, and Compliance requirements.
• Build relationships with key internal stakeholders, including Product Management, Trade Operations, Trade Sales, Trade distribution, Compliance, Credit and Legal.
Strategy
• Build strong non client trade relationships (India) & working with network teams to India Onshore A&C Book.
• Identifying Cross Sales of Products with client Banks and Monitoring Pricing.
• Ensure Adherence to all Internal and External Regulation to embed Compliance Risk.
• Using Market Intelligence to provide inputs to Sales on New Ideas and Product Gaps.
Business
• To work with Financial Institutions Origination & Client Coverage and Transaction Banking from network countries to increase trade revenues
• Support and facilitate risk participation so that we may accommodate more trade deals for our clients
• Actively participate in funded/non funded risk participation deals and ensure optimal differential revenue to be booked for all such trade deals
• To work with country Transaction Banking Finance to ensure correct tagging of trade revenues
• Work with Product team and Operations team in generating new MIS to accurately forecast business growth
• Work with finance to ensure that all product no revenue get correctly tagged to the FI bank segments
• Booked Asset & Contingent targets: 15% growth vs previous year
• Annual Revenues growth weighted: 2/3rd confirmation and 1/3rd discounting
• Conversion rate: 10% growth vs previous year
Processes
• Be aware of and fully compliant with the TB operational risk and governance framework
• Timely completion of all mandatory E- learnings
• Review on regular basis products and trade rev. report, providing Sales with updated data trends.
People & Talent
• Perform community activities.
• Diversity and Inclusion to be a key agenda.
• Strengthen partner relationships.
Risk Management
• 100% Adherence to compliance risk monitoring.
• Approach clients regularly to train them Compliance / sanction related priorities.
• Ensure that the business meets its obligation vis- -vis prevention of Money Laundering under group policy and standards and under the local laws and regulations.
Governance
• No failed audits and full cooperation with internal / external auditors.
• Ensure all e-learnings / trainings are duly completed.
Regulatory & Business Conduct
• Display exemplary conduct and live by the Group s Values and Code of Conduct.
• Take personal responsibility for embedding the highest standards of ethics, including regulatory and business conduct, across Standard Chartered Bank. This includes understanding and ensuring compliance with, in letter and spirit, all applicable laws, regulations, guidelines and the Group Code of Conduct.
• Lead the [India / Correspondent Bank to achieve the outcomes set out in the Bank s Conduct Principles: [Fair Outcomes for Clients; Effective Financial Markets; Financial Crime Compliance; The Right Environment.]
• Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.
Key stakeholders
• FI Coverage, Network FI Team, Global Operations, Correspondent Banking sales & Trade product teams .
Other Responsibilities
• To grow / maintain revenues & drivers in line with the overall Segment & Regional strategy & deepening Non client relationships (India wallet)
• Pro-actively support / pitch with overseas FI colleagues to grow India inbound Trade business.
• Ensure RORWA / RWA targets are met.
• Pipeline management discipline, client tagging discipline.
• Minimum of 15 new client calls per month.
Our Ideal Candidate
• University graduate or post graduate education.
• Good understanding of Trade Finance products, services, and processes. Comfort with corporate clients and knowledge of FI segment.
• Experience with beneficiary marketing preferred.
• Knowledge of or experience with Trade Operations and Trade Product Management preferred.
• Sales and/or relationship management experience, especially within the SME sector.
• Experience in commercial, corporate and/or transactional banking.
Role Specific Technical Competencies
• Technical & Computer Knowledge
• Letter writing PPT & Excel skills
• Presentation skills
• Understanding of Cross Border payments
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Keyskills :
netresearchaccountstrade salescross salesgroup policytrade financedata analysisbanking saleslife insuranceclient servicesclient coverage