United Overseas Bank Ltd (UOB)

VP/AVP, Regional BBT Trade Sales & Advisory, Group Transaction Banking

United Overseas Bank Ltd (UOB) | Date Posted: 7-Dec-2018
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Job Nature:
Permanent
Job Category:
Qualification:
Diploma

Job Description

Functional area: Transaction Banking
Employment type: Full-time
Job Type: Permanent

The Regional Trade Sales role will focus on driving, structuring & delivering Borrowing Base Trade Finance (“BBTF”) trade solution to help client address working capital, balance sheet and risk management objectives targeting the corporate clients.

Responsibilities:
  • Identify potential and targeted BBTF customers (working with respective RMs, SSG specialists and Cash Management Sales) (“Potential Corporate Customers”).
 
  • Provide BBTF trade advisory/structuring solutions to Potential Corporate Customers on how UOB can support and be their trade bank provider to their regional requirements addressing:
    • Working capital objectives
    • Balance sheet management
    • Documentary trade risk management
 
  • You will need to have and apply up-to-date industry/market knowledge  on ‘best-in-class’ trade finance structure including operations and technology/fintech driven techniques that will support our corporate customers as they grow geographically outside of their home-country
 
  • You will maintain close relationship with existing and target customers and develop a deep understanding of the customers’ business and banking requirements.  You will collaborate with Relationship Managers / Sector Solution / Trade Sales with respect to sales related activities such as joint sales call, account planning/wallet sizing and sales planning.
 
  • To own the end-to-end BBTF trade sales process from opportunity identification, designing and positioning the solutions to clients, winning the sales mandate, documentation and implementation of the deal.
 
  • To take the lead in responding to all Requests for Information (RFIs) / Requests for Proposals (RFPs) for BBTF Trade services. In this respect you will coordinate with all key internal stakeholders in formulating responses / designing solutions that are both critical and/or pertinent to the RFIs and RFPs.
 
  • To lead deal origination and collaborate with Relationship Managers / Trade Product Management Product & Sales Managers by providing product advisory, designing of solutions and winning the BBTF mandates/deals
 
  •  To achieve or exceed revenue, operating contribution targets and key performance indicator targets. Meet/exceed revenue targets and key performance indicators assigned to you (comprising of: open & mandated pipelines, portfolio growth, incremental balances and transaction volumes from new deals, crossing selling revenue, Customer calling, initiatives)
 
  • To participate actively in pipeline reviews with the objective of tracking sales activities, provide deals status updates, escalating issues, sharing successes (with objective of replication of success) and lessons learnt.
 
  • To collaborate closely with Relationship Managers on joint sales call, account planning/wallet sizing, sales strategy/plan.
 
  • To actively participate and support marketing & branding activities such as product forums, client events and Media Publication Awards especially with respect to winning awards.
 
  • To ensure that you adhere to compliance and regulatory policies/guidelines and Our Bank’s Organizational and Human Resources Policies/guidelines.
 
  • To professionally complete ad-hoc assignments and tasks assigned by your immediate superior and/or by the GTB Management Team. 
 
Job requirements:
  • Holder of a University Degree from a recognized University
  • More than 8-10 years of Structured Trade Finance / Transaction Banking (Trade Finance) experience.  Past experience in BBTF is a definite added advantage.
  • Conversant in documentary trade and open account trade services and financing, both at the domestic and regional level.
  • Good working knowledge of working capital solutions and ability to articulate value propositions from a working capital perspective.
  • Possess working knowledge of electronic banking delivery, Host-to-Host solutions, ERP, etc. will be an added advantage.
  • Good interpersonal and communication skills, with strong negotiation and problem solving skills
  • Excellent command of written and spoken English and possession of good presentation skills.
  • Must be highly motivated and possess good initiative.  Must be a good team player with strong collaborative skills. 
Company Overview
United Overseas Bank Ltd (UOB)