Job Description

Date Posted: 2010-07-20 Ref. JB1543165

Manager, Client Management, Trade and Supply Chain,

Purpose of job
• Manage preparation and implementation of a focused Trade business development plan for Commercial Banking (CMB) and Global Banking (GB) clients, to ensure financial targets for TSC are met.

Key responsibilities:
• Grow trade business from CMB and GB client base. Work closely with RM’s and Sr. Manager TSC Business Development to initiate and build a strong working relationship with commercial departments of target corporates, to result in increased utilization of trade limits and turnover where non facility trade business is involved
• Manage approx. 60 top trade relationships in UAE
• Promote and enhance, image and visibility of HBME’s TSC business in UAE by participating in industry conferences and customer engagement programs
• Work closely with RM’s on account planning; where appropriate recommend trade limit increases, re-pricing of facilities, manage attrition, etc.
• Work closely with TSC Middle office (Client Service and CoE’s) and other product providers to grow wallet share and manage attrition
• Embrace sales and activity management disciplines viz. pipeline management, client calls, etc.
• Enhance TSC product awareness for clients and RM teams through key customer engagement and training events
• Develop strong working relationship with Group offices abroad, so as to increase direction of business to HBME’s Group offices rather than keep it open

Additional comments
• Although job is mainly Dubai based, role may require managing Abu Dhabi clients
• Job may require intermittent travel in the region

Skills

• At least 5 to 7 years in trade operations and 1 to 2 years in trade business development / sales supplemented by a few years commercial banking experience with HSBC or a reputed global Trade Bank.
• Knowledge of credit issues and application of trade products in business cycle essential.
• Good knowledge of Trade FIM, UCP 600, URC 525, etc.
• CDCS qualification an advantage
• Reasonable knowledge of HIE / HUB
• Excellent communication and interpersonal skills
• Strong good computer skills in Excel, Powerpoint, etc.
• Effective customer service and negotiation skills
• Experience as a ‘Trade Trainer’ an advantage