Manager - Trade Sales & Advisory

Organization Unit Purpose

Transaction Banking (TB) provides a diverse range of products and services to customers of Corporate & Institutional Banking (C&IB). Large C&IB clients often have customized / bespoke solution requirements which requires an end to end management of the deal process (Structuring, Legal documentation, Accounting, customized processing and monitoring requirements). Such solutions also requires alignment with internal stakeholders to ensure proper approvals and guidance are in place to ensure end to end booking of such transactions. A solutioning approach is required as large transactions particularly with GRE, CTY, LRG and MNC’s may require bespoke solutions and need to advice, structure and execute such transaction.

The TB Solution & Advisory has been setup to strategically drive the Trade & Cash business to achieve bank’s goals while delivering on customers’ requirements. The unit will drive global Trade strategy for the Emirates NBD Group. The main responsibilities of the unit would be:

• Serves as a trusted advisor, leveraging core knowledge to recommend and promote Trade & Cash Management solutions to existing and new to bank clients
• Conduct active coverage engagement to identify sector and client specific opportunities
• Analyze data and identify cross sell opportunities for Trade & Cash Products to C&IB customer
• Competitor Benchmarking to identify market trends
• Drive end to end global and regional cash management request for proposals for key corporates.
• Structure integrated cash management solutions, focusing on liquidity and reconciliation solutions, bringing efficiencies through ERP integrations, electronic banking & API connectivity
• Conduct periodic trainings and product familiarization for RM empowerment
• Identify product gaps for further development on existing and new products. Drive product profitability and usage across C&IB customers.
• Drive cross sell of Trade products to C&IB customers through advisory and solutioning support to C&IB RM teams.

The unit members will also take ownership of marketing material, collateral, industry events, award programs etc. for Emirates NBD Transaction banking. The unit will provide be responsible for competitor analysis and changes in the regulatory environment and their impact on the business in each of the Emirates NBD locations where Transaction Banking exists. The team will also be responsible for developing solutions to meet the customer needs. The team will provide support to Coverage RM as domain experts. The entire product life cycle will be handled by the team from inception to delivery and driving sales. The team will also be responsible for collating feedback – formal/ informal on TB products and presenting it to the management for direction correction in TB strategy.

Job Purpose

Large C&IB clients often have customized / bespoke solution requirement which requires an end to end management of the deal process (Structuring, Legal documentation, Accounting, customized processing and monitoring requirements). Such solutions also requires alignment with internal stakeholders to ensure proper approvals and guidance are in place to ensure end to end booking of such transactions. A solutioning approach is required as large transactions particularly with GRE, CTY, LRG and MNC’s may require bespoke solutions and need to advise, structure, and execute such transaction. While senior members of the team have the onus on origination and structuring, the job holder will be accountable for execution of such deals in transaction banking for the Bank. The position shall require the job holder to:

• Provide structuring and solutioning advisory support for both local and cross-border deals of a complex and bespoke nature. This includes working with coverage teams on structuring and execution Transaction Banking solutions for clients in the C&IB space. Focus area shall remain execution of deals.
• Work with stakeholders (Client, Coverage, Operations, Credit, Legal and others) to execute deals. Such deals may be in the domain of Traditional Trade, Receivable finance, Supply Chain financing, FI deals / transactions among others.
• Work closely with senior members in solutioning and structuring of Trade deals with focus towards bespoke deals. This is with a view towards upskilling to be able to lead solutioning and structuring independently in due course.
• Develop expertise and in-depth knowledge of Trade product structure offerings and risk considerations, system capabilities and industry norms/nuances.
• Have an understanding of Transaction Banking deal structures, product guidelines and processes and the Bank’s regulatory, compliance and operational risk policies in order to ensure that execution of deals conform to such policies and processes.

Solutioning approach in driving the following intended outcomes:

• Improving time to revenue
• Improve Asset balances leading to enhanced revenue from Trade perspective
• Enhance client confidence in ENBD solutions
• Improve the Banks profile as a provider of structured and advisory based Transaction Banking solutions
• Improve Product Cross Sell

Job Content

Efficient time to revenue

• Work with RM, Trade Product colleagues to take lead in sourcing, solutioning, execution, processing and monitoring of bespoke and / or large deals

Enhance asset balances from Trade Finance perspective

• Source and execute large drawdowns for credit approved deals
• Assist in sourcing and execution of large deals
• Enhance asset balances based on above

Improve the Banks profile as a provider of structured, complex and advisory based Transaction Banking Solutions

• Establish ENBD as a comprehensive provider of Transaction Banking solutions aimed at end to end solution for the client

Education

• Post Graduate

Experiences

• 7+ years of banking industry experience with Transaction Banking experience for at least 2-3 years.
• Should have a good understanding of Transaction Banking products especially Trade Finance

Knowledge & Skills

• Technical skills on transaction Banking especially on Trade Finance.

Behavioral Competencies

Work closely with Relationship team and other internal and external; stakeholders

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