Job Details

Job Purpose:

• • This is a senior managerial role that strategically focuses on delivery of Trade Finance sales and products to increase the share of wallet and revenue for Zanaco Plc.
  • The Head Trade Finance will be responsible for driving the growth of Trade finance business for the bank, through leading a team of Trade specialists, who together will offer innovative best in class product suites to clients.
  • The role holder will be tasked with the development of distinctive Trade Products and digitizing their journeys, with the aim of providing excellent customer service to the targeted client base.
  • The Head Trade Finance will work closely with the compliance and credit teams to ensure adherence to policies, processes, and TAT on the full cycle of product provision, while ensuring compliance with all internal controls.
  • Responsibility is expected in the delivery of E2E propositions to customers through planning, managing and effectively selling of the Trade solutions in partnership with relationship management teams.
  • The role holder is to ensure effective delivery of the customer value propositions where revenue generation can be expeditiously realized in order to achieve the desired financial objectives of the team and the bank

Job Responsibilities

• • Originate and complete trade finance transactions across a spectrum of sectors in Zambia and outside in liaison with the relationship teams and with support from the Head of Transactional Banking.
  • Increase market penetration and share of wallet for Trade finance portfolio within Corporate businesses through deep understanding of individual client needs and sustainable pricing.
  • Develop Trade transactions and negotiating term sheets to execution.
  • Participate in the preparation of annual business development strategies and budgets, covering all aspects of international trade finance.
  • Execute Trade specific business development plans into real business for the Bank from all segments of trade finance market.
  • Design schemes and roadshows for establishing market presence with emphasis on broadening the geographic scope of the Bank’s activities both within Mauritius as well as SSA regions.
  • Manage given portfolios, from the process of origination, credit approval and contracting to ensure that the process is finalized within optimal time.
  • Support the credit department with information to facilitate the credit process and the legal department in the facilitation of transaction documentation.
  • In line with the above, liaise with the Operations department to ensure that once approval is got, disbursement is done within the required timelines and that the portfolio is managed according to the terms of the agreement and to the client’s satisfaction, until expiry of the same.
  • Establish ties with market participants including international banks, African financial institutions, (trade finance intermediaries), corporates and commodity boards and organizations.
  • Partner with relationship Heads in customer account planning and have the indication of wallet opportunities and growth strategy in place in order to increase Product Per Customer (PPC)
  • Have a pipeline of deals from initiation to revenue realization.
  • Monitor channel utilization on the portfolios and liaise with the Transaction Banking Officers to identify Trade transactions for the top 100 clients.

• • Develop new and redesign existing Trade products and product programs for the bank.
  • Monitor product lifecycles and performance of each Trade product.
  • Maintain a refreshed guideline of bank’s Trade channels and products.
  • Work hand in hand with Trade specialists and Transaction Banking Officers to ensure all products and solutions offered to clients are fully implemented.
  • Conduct training to Relationship Heads on Trade products and needs identification.
  • Frequently review client’s satisfaction with service and solutions offered.
  • Develop and implement Go to Market strategy over products offered.

• • • Review trade transactions that require approval within your matrix, as per bank policy, procedures, and guidelines.
    • Randomly review applications to confirm agreements are signed off for Trade products and all relevant documentation provided.
    • Follow up for any audit issues to be concluded before provided timelines in order to attain the respective operating risk thresholds.
    • Confirm that the right standards of telephone etiquette and client correspondences are maintained on every instance of client engagement by Trade specialists.
    • Timely responses to issues raised from other departments in relation to Trade finance.
    • Flag any risks identified in relation to KYC/AML or provision of solutions to clients.
    • Work closely with Risk and compliance in enhancing policies and client reviews.

• • Evaluate and manage performance of staff in your team.
  • Motivation and teamwork are essential for this role for the success of the portfolio under management.
  • Understand each team member’s strengths and weaknesses.
  • Mentor and guide on performance matters as well as work culture support.
  • Oversee staff leave management as well as training needs.
  • Own approvals and thoroughness within your team to ensure adherence to policies and processes.
  • Your team will act as primary contact point for customers on Trade Finance products.

• • Perform visits to local and international clients on a regular basis and provide a call report to respective parties indicating opportunities identified.
  • Review customer complaints raised and TAT on response by your team.
  • Document any recurring complaints and raise with the relevant team (e.g. branch, Trade Operations, Treasury, etc.) on the right forums.

Preferred Experience and Knowledge

• Sound experience of at least 8 years with a leading organization at managerial level, and familiarity with the major trade finance products to be offered to clients especially structuring, co-financing, correspondent banking products including letters of credit, factoring, forfaiting, structured trade finance, carbon financing, corporate finance risk participations, project-related financing and considerable knowledge of how these work.
• Proven record of having managed a high performing Trade Finance Team- Minimum of 5 years of able leadership
• Proven experience in marketing trade and project finance products. The candidate must demonstrate experience and knowledge of designing and selling structured trade finance products.
• Solid service or relationship management experience.
• Good understanding of the Sub Saharan Africa region.

Preferred Behavioral Skills .

• Outgoing, assertive and with good verbal, presentation, and written communication skills.
• Build effective relationships with internal and external stakeholders.
• Proven ability to think strategically and act tactically.
• Willingness to travel.
• Teachable

Qualifications

• Graduate relevant degree with substantial banking experience.
• A masters Degree in an relevant field will be an added advantage