Senior Manager, Trade Finance at NCBA Bank Tanzania

Job description

Organization: NCBAJob Title: Senior Manager, Trade FinanceReports To: Head of Corporate and Institutional BankingUnit: Trade FinanceDepartment: Corporate and Institutional Banking JOB PURPOSE STATEMENT The Senior Manager, Trade Finance will provide support to the Head of Department for Trade Finance sales. Deliver assigned Trade Finance business and revenue targets through the development, implementation and marketing of Trade Finance products to existing and new clients directly and via ARMs, in order to maximise customer profitability by providing innovative and value-added financing while at the same time reducing risk to the Bank. Identify opportunities for new or improved Trade Products, raise the profile of NCBA in the Trade Finance market and make NCBA the go-to Bank for Trade customers in Tanzania. KEY ACCOUNTABILITIES, DUTIES AND RESPONSIBILITIES Revenue - 75% Drive the growth of Trade Finance income and business volumes through marketing, selling and cross-selling various Trade products to an assigned portfolio of current and prospective customers in order to generate maximum interest and fee-based income. Originate deals directly and in conjunction with ARMs from existing and prospective clients in order to maximise customer profitability by providing innovative and value-added financing while reducing risks to the Bank. Work with the Head of Department, Corporate, Commercial and Business Banking teams to develop sales pipelines of trade-related business in line with overall Account Plans. Structure Working Capital solutions. Sell Trade products and services to new and existing customers in: Corporate Banking Commercial Banking Business Banking Meet or exceed sales goals and targets in respect of: Revenues Drivers Transaction volumes Be jointly responsible for achieving the quantitative and qualitative performance objectives set for the Trade Finance Department. Customer Experience - 10% Enhance customer service delivery by minimising customer complaints and disputes. Provide support to Corporate, Commercial and Business Banking Teams in structuring and packaging trade-related deals. Understand customers’ businesses and anticipate requirements through a consultative selling approach. Match customer needs with product capabilities through the presentation of tailored demonstrations and proposals to clients and internal stakeholders. Negotiate and propose: Pricing Terms Conditions Maximise revenue and profitability through appropriate customer solutions. Provide structured solutions to meet specific Trade Finance requirements of customers and prospects within the Bank. Cross Selling - 5% Establish and implement appropriate procedures and processes for guiding the unit’s activities. Review and modify procedures and processes from time to time to align with other units’ established work and risk management processes. Ensure the Bank is not exposed to undue risks or losses. Expand the Bank’s product offering to current and prospective customers through: Product feature enhancement Promotion of traditional Trade products Promotion of innovative Trade-related products Understand clients’ businesses and anticipate their requirements through consultative cross-selling. Match clients’ needs with product capabilities through tailored proposals in order to maximise revenue and profitability. Be a crucial part of the solution implementation and follow-up team to ensure client inconvenience is minimised. Provide advisory and guidance services to: Relationship Managers Operations staff Credit Risk teams Branch networkin relation to Trade Finance products and transactions. Coordinate utilisation reports for Structured Trade Finance facilities between the back office and Credit Risk for monitoring purposes. Ensure effective escalation and resolution of operational issues covering areas under direct control. People and Culture - 10% Take a leadership role in training and transaction structuring for all Trade products and services. Train ARMs and other staff in: Product knowledge Technical product expertise Conduct joint calls to ensure: Joint sales goals are met New revenue opportunities are identified Customer feedback on products and competition is obtained Provide specialist comments. Ensure credit applications are technically in order and compliant with Credit Policy and processes. JOB DIMENSIONS Reporting Relationships Direct Reports Head of Corporate and Institution Banking Indirect Reports Not stated. Source Note: The source lists Head of Corporate and Institution Banking under Direct Reports, while the same role is also listed at the beginning as the position this job reports to. Both have been preserved as provided. STAKEHOLDER MANAGEMENT Internal Stakeholders Relationship Managers Credit Unit Trade Operations External Stakeholders NCBA Group Customers Correspondent Banks DECISION MAKING AUTHORITY / MANDATES / CONSTRAINTS The position holder is empowered to make the following decisions: Price concession for Trade Products: Operational Develop new products: Strategic IDEAL JOB SPECIFICATIONS Academic Bachelor Degree. Master’s Degree is an added advantage. Professional Qualifications Professional Banking Qualifications such as the following are not mandatory but will be an added advantage: CDCS CITF DESIRED WORK EXPERIENCE At least 10 years of banking experience. Minimum of 3 years in a senior management or leadership role. Demonstrated experience in: Trade Finance products Trade operations Customer service Banking operations Strong understanding of general branch banking operations. Practical experience in Trade Finance Operations is an added advantage. Proven experience in: Relationship management Business development Delivering exceptional customer service Demonstrated ability to: Manage Trade Finance solutions Drive business growth Ensure effective service delivery CORE VALUE BEHAVIOURS / PERFORMANCE DRIVERS 1. Responsiveness Solutions Oriented Customer Centric Timely & Efficient Supportive & Collaborative 2. Professionalism Empowered Respectful Pursues excellence Dresses appropriately 3. Integrity Trustworthy Honest Accountable Openness 4. Passion Commitment Drive Decisive and action oriented Business Acumen 5. Innovation Entrepreneurial Open-minded Creative Stewardship IDEAL JOB COMPETENCIES Technical Competencies Good knowledge of Trade Finance and International Banking operations. Good understanding of the BOT and Banking Acts and their implications on the organisation. General awareness of the Bank’s products and services. General awareness of the Bank’s procedures and requirements of the Trade Operation Manual. Detailed knowledge of targeted market segments. Wide Trade product knowledge. Knowledge of other products for corporate clientele in order to provide packaged solutions that meet increasing customer demands and sophistication. Ability to carry out appropriate Trade pricing recommendations. Problem-solving ability on: Customer queries Other issues affecting Trade business Ability to network with both internal and external relationships in order to maximise NCBA’s share of Trade business. BEHAVIOURAL COMPETENCIES Good interpersonal and networking skills. Excellent verbal communication skills. Excellent written communication skills. Excellent presentation skills. Strong personal ethics. Demonstrates integrity in work and business contacts. Intelligent and highly analytical. Goal-driven and results-oriented. Adequate product pricing awareness. Tact and diplomacy to develop customer relationships.