IDB2101 - Division Manager - Trade Finance [Middle East & Asia]

Business Unit: ITFC
Division: Not Applicable
Department: Not Applicable
Country: Saudi Arabia
Location: Saudi Arabia - Jeddah
Closing date: 29-Jul-2018

SECTION I: JOB PURPOSE:

This role is responsible for developing ITFC’s strategies for market penetration and deal generation in the designated region, and driving implementation. This role is intended to oversee client relationship management within the region and ensure smooth end to end implementation of detailed action plans for the assigned region, in line with ITFC’s operational plan. The holder of the role is tasked with managing and motivating a team of relationship managers both in field offices and at the Headquarter and drive team performance to achieve desired organizational targets. This role is also responsible for ensuring adherence with ITFC’s trade finance policies and applicable risk guidelines.

Experience:

Key Strategic Responsibilities:

  • Developing in depth understanding of the target countries and sectors which serve as focus areas for ITFC’s export / import financing products. Gaining insight on the economic, political, social and regulatory factors impacting international trade across member countries in the region assigned.

     

  • Devising strategies for effective market penetration and deal generation in the designated countries for ITFC’s Trade Finance offering. Identifying target sectors and clientele and strategizing on the way forward for executing effective marketing plans.

     

  • Developing market intelligence to build an understanding of the predominant players In the Trade Finance space, and their offering across member countries within the designated region.

     

  • Contributing to the departmental strategy for regional presence, considering the market potentials, costs and business prospects of the respective region.

     

  • Providing input to the Head of Trade Finance Department for new product development, to expand ITFC’s offering in the Islamic Trade Finance products space, and enhance the ability to partner with target clientele.

     

  • Devising strategies for client retention and driving more business growth out of the existing customers through responsiveness and high level of customer service.

     

    Managerial Responsibilities:

     

  • Managing assigned local offices and support all employees assigned to the respective local office, if applicable.

     

  • Determining the manpower needs for the region based on the work load and work allocation and finalizing these with the Head of Trade Finance.

     

  • Managing work allocation within the team in order to build efficiencies into the deal originations and deal structuring process. Ensuring that the functioning of the team is structured in a manner that drives the achievement of the division’s goals and objectives.

     

  • Supervising the team under the region by evaluating the performance of team members, providing feedback on an ongoing basis, identifying development needs and coaching them to ensure ongoing capability development.

     

  • Developing new and/or junior members of the team through coaching and training and providing them with effective leadership to drive high performance.

     

    Core Responsibilities:

     

  • Overseeing Client Relationship Management (CRM) within the region assigned, and ensuring that client front ending is handled in a manner that is consistent with driving the growth and strategic objectives in the region.

     

  • Developing a robust CRM process for the region by ensuring an updated database of all existing and prospective clients and executing ITFC strategies in line with the local member country context.

     

  • Maintaining and enhancing relationships with key client accounts and prospective clients to ensure business continuity and growth. Showcasing ITFC’s Trade Finance offering to target clientele and building deal flow.

     

  • Building efficiencies into the due diligence, deal structuring and deal processing for ITFC’s Trade Finance products by formulating and enhancing guidelines on the modes of funding provided and the terms and conditions mandating transactions.

     

  • Overseeing the Due Diligence process for prospective deals and ensuring that risk factors are identified and addressed by the Term Sheets and Credit Memoranda developed.

     

  • Reviewing Credit Memoranda for accuracy of information presented and proposing for approval, as per ITFC’s Approval Delegation Matrix.

     

  • Ensuring adherence of risk evaluation and proposed structure with ITFC’s risk guidelines and initiating corrective action, as required.

     

  • Advising Relationship Managers on the risk factors associated with complex transactions, and the clauses imperative in mitigating these. Participating in Due Diligence activities for complex transactions in order to identify and mitigate the identified risk factors.

     

  • Presenting complex Trade Financing transactions in the Review Committee meetings (i.e. the Operations Review, Credit Review Committees) and working to secure approval for implementation.

     

  • Monitoring the portfolio for repayment overdues within the stipulated Days Past Due (DPD) in line with ITFC’s Asset Classification Criteria. Intervening in distress situations with clients to salvage the relationship and develop solutions to keep clients on board and satisfied.

     

  • Participating and providing inputs in various committees, as applicable to the role.

     

  • Leading specific missions with Relationship Managers and / or participating in high level missions with CEO, as required.

 

  • Overseeing the pricing strategies and guiding the Relationship Managers in all regions and segments under his responsibility.

SECTION IV: KNOWLEDGE, SKILLS & COMPETENCIES:

Masters / Post Graduate Degree, preferably MBA with a specialization in Finance/Accounting/Marketing/International Business/ or Trade

Language Skills:

  • English is compulsory

  • Arabic is strongly preferred
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