Associate Director - Trade Momentum Advisor

About the Role

• Individual Contributor role focused on proactively reaching out to existing clients to broaden relationships and deepen wallet share.
• Drive client calling and on-selling activities to defend, maintain, replenish and grow utilization for existing Trade Finance credit facilities and flow opportunities.
• Flow opportunities include export LC confirmation and discounting; credit facilities span Documentary Trade (Import LC, Bank Guarantees) to Open Account (Invoice, Receivables and Supplier financing) and working capital solutions.
• Define client focus list with Sales and Product leads, explore opportunities with non-clients (including FI products for non-banked beneficiaries) and devise client calling and follow-up plans to maintain and grow accounts.
• Record all client outreach, track wins and lost opportunities (provide feedback on reasons for loss) and gain insights to build leads for upsell/cross-sell.
• Build relationships with internal stakeholders including Product Management, Trade Operations, Trade Sales/distribution, Compliance, Credit and Legal; provide reporting support and ensure compliance with AML, KYC and other requirements.

Key Responsibilities

• Keep abreast of customers’ needs, market trends and product/market intelligence to strengthen the bank’s competitive position and support new product development/enhancements.
• Provide feedback to management regarding client needs, trends and market intelligence.
• Display exemplary conduct and embed high standards of ethics, regulatory and business conduct; identify, escalate, mitigate and resolve risk, conduct and compliance matters collaboratively.
• Collaborate with internal coverage, sales, regional/country product teams, operations and central product management to drive a collective agenda across multiple products.

Key Stakeholders

• Internal: Coverage and TB Sales, Regional/Country Product Teams, Operations, Central Product Management and Product Development.
• External: Clients.

Qualifications

• 5+ years of client-facing experience, with particular emphasis on quota-carrying roles.
• Good working knowledge of Trade Finance products, including Import and Export Letters of Credit, Standby LCs/Guarantees, Invoice Financing, Supplier Finance, Receivables Finance and Working Capital.
• Past experience in Sales, Product Management, Trade Operations or Client Service is a plus.
• Ability to work with a wide range of stakeholders across functions to drive a collective agenda.
• Strong interpersonal and communication skills across phone, digital channels and face-to-face; ability to build rapport with client portfolio and remain resilient after rejections.
• Fluency in English and the local business language is a must — for this posting, fluency in Thai is required.

Skills

• Knowledge of product line and Trade Finance product positioning.
• Marketing strategy and positioning, tactical and strategic planning.
• Business markets understanding and business performance management.

Benefits

• Competitive salary and benefits in line with the bank's Fair Pay Charter.
• Core bank funding for retirement savings, medical and life insurance, with flexible and voluntary benefits available in some locations.
• Time-off including annual leave, parental/maternity (20 weeks), sabbatical (up to 12 months) and volunteering leave (3 days); minimum global standard of 30 days combined for annual and public holidays.
• Flexible working options based around home and office locations and flexible working patterns.
• Proactive wellbeing support through Unmind and other programmes, Employee Assistance Programme, sick leave and mental health first-aiders.
• Continuous learning culture with opportunities to reskill and upskill via physical, virtual and digital learning.

Additional Information

We're an international bank with a purpose to drive commerce and prosperity. The role requires living the Group's values and code of conduct, embracing inclusion, and working collaboratively to build long-term client relationships.