Head, Trade Sales - DM-SM at Peakware Group

Purpose/Job Dimension

• To strategically lead and manage the Trade Sales team in originating, developing, and growing the bank’s trade finance business (including Letters of Credit, Guarantees, Bills for Collection, and Supply Chain Finance). The role is responsible for achieving aggressive sales targets, deepening client relationships, and maximizing revenue from the bank’s trade finance products and services.

Key Roles and Responsibilities 

• Develop and execute the annual trade sales strategy and budget to achieve defined financial and non-financial targets.
• Identify and pursue new business opportunities within the existing client portfolio and with prospective clients to grow market share.
• Drive the adoption of the bank’s full suite of trade finance and transactional products.
• Maintain a deep understanding of market trends, competitor activities, and regulatory changes to adapt strategies accordingly.
• Act as a key relationship manager for top-tier corporate clients, understanding their business cycles and trade flows to provide tailored solutions.
• Partner with Relationship Managers to conduct joint calls on clients to present trade solutions and win mandates.
• Ensure the highest level of client satisfaction by providing expert advice and ensuring efficient service delivery.
• Lead, mentor, and motivate a high-performing team of Trade Sales Managers and Officers.
• Set clear performance goals (KPIs), monitor progress, and provide regular coaching and feedback.
• Foster a collaborative and high-performance culture within the team.
• Be accountable for the revenue and profitability of the trade sales portfolio.
• Ensure prudent pricing of facilities to maintain healthy margins while remaining competitive.
• Closely monitor the trade portfolio to ensure quality and minimize risk.
• Lead, mentor, and motivate a high-performing team of Trade Sales Managers and Officers.
• Set clear performance goals (KPIs), monitor progress, and provide regular coaching and feedback.
• Foster a collaborative and high-performance culture within the team.
• Revenue Generation & Portfolio Management:
• Be accountable for the revenue and profitability of the trade sales portfolio.
• Ensure prudent pricing of facilities to maintain healthy margins while remaining competitive.
• Closely monitor the trade portfolio to ensure quality and minimize risk.

Required Skills and Competencies

• Strong business acumen and analytical skills.
• Excellent relationship management and interpersonal abilities.
• Proficiency in financial analysis and credit assessment.
• In-depth understanding of commercial and corporate banking products and services.
• Leadership and team management skills.
• Strategic thinking with the ability to execute tactical plans effectively.
• Strong negotiation and problem-solving skills.
• Unquestionable integrity and a high level of commitment.

Experience and Qualifications

•  Bachelor’s degree in finance, Business Administration, Economics, or a related discipline from a recognized university.
• A postgraduate qualification or relevant professional certification is an added advantage.
•  A minimum of 6-8 years of experience in banking, with a focus on Trade Sales.
• Demonstrated experience in strategic management, business development, and profitability management within a banking context.
• Comprehensive knowledge of financial analysis, credit risk assessment, and banking regulations.
• Proven track record of building and maintaining strong client relationships.