• Develop a deep understanding of clients’ strategic objectives, their business value chains, working capital cycle and the sectors within which they operate. 
• Develop an understanding of clients’ trade cycle, working capital cycle and practices with reference to imports, exports and local trade, with a view of providing advice on trade solutions to assist in mitigating payment risk and performance risk.
• Understanding client working capital cycles with a view of structuring and executing supply chain finance and working capital solutions.
• Structuring supply chain finance solutions to meet client needs in respect of liquidity, cash flow, risk mitigation, balance sheet management and supply chain continuity.
• Structure simple and complex trade finance solutions as and when required by working with relevant stakeholders within the bank, i.e. Credit, Trade Product, Operations.
• Lead the development of TXB innovative solutions tailored to the specific sector(s) needs which will allow TXB to meet the sector(s) business requirements.
• Foster long term client relationships with you and the bank through client centric engagements with the client, and by expanding the bank’s touch points at all levels throughout the client.
• Maintain a proficient and relevant knowledge of TXB products, pricing, services and capabilities across the team and other TXB geographies to ensure relevant and informed client conversations.
• Leverage research products offered by the bank for the client’s advantage and focus on enhancing cross selling opportunities and originating profitable transactions in conjunction with other product areas and Client Coverage.
• Build trusted advisor status by engaging in value adding strategic conversations with clients, anticipating their needs and responding proactively to those needs.
• Deliver the group to the client through the coordination of appropriate TBCT representative of the bank’s entire value proposition and ensure their ongoing effectiveness in creating value to the client and the bank.
• Partner with product and channel team and ensure the creation of product and channel solutions for the client.
• Deliver the solutions to the client, craft fit for purpose proposals and present the solutions to the clients.
• Marketing, structuring and execution of documentary trade solutions for clients, including but not limited to letters of credit, guarantees and documentary collections.
• Marketing, structuring and executing value added trade solutions such as Bank confirmations, LC discounting and Import LC financing in collaboration with Bank sector Sales team.
• Implementing supply chain finance and working capital solutions.
• Partner with the client implementations team and take accountability of the commercialization of the client deal.
• Develop an in-depth knowledge of the key clients’ strategy, business context, financial performance and their Working Capital cycle to unlock opportunities for TXB.
• Undertake an ongoing review of the client business to ensure detailed understanding.
• Ensure that the TXB solutions that the clients utilize are refreshed constantly
• Effective management of business revenue key drivers and align sales plans to achieve the required corrective actions.
• Actively manage the deal pipeline and drive both strategic and operational collaboration with all other areas of CIB, PBB, and Africa regions in order to convert the opportunities for TXB and the bank as a whole.
• Creation of key account plans for MNC and all other top clients and drive collaborations with Trade and Investor Service, Investment Banking (IB) and Global Markets (GM) to ensure there is a Sector coordinated client plans for both South Africa and Africa Regions for GTB clients.
• Attend to account management function for documentary trade products – advising on processes & documentary requirements and assisting clients on amendments/cancellation of LC’s, guarantees and documentary collections.
• Identification and acquisition of new client relationships and/or opportunities in order to deliver on the bank’s revenue and asset growth targets
• Drive client and portfolio revenue by Growing the portfolio revenue by means of price increases, Cross sell and Up sell opportunities.
• Improve sustainability of portfolio revenues by maximizing cross sell ratio per client.
• Active management of key revenue drivers.
• Build an understanding of current and targeted client share of wallet.
• Coordinate the consolidation of annual client revenue budgets and influence final outcome.
• Active management of the client pricing.
• Active management of the client data and profiles.
• Take ownership for the client centricity agenda in the TXB sector(s) ensuring that any new product, process, or service design initiative is well articulated and supported in order to better meet the clients’ needs.  
• Actively manage ‘clients at risk’ ensuring there are clear mitigating actions to retain key clients.
• Create key practical actions with guidance from the Sales Head and Head of Client Service to have a positive shift in client experience for the sector.
• Proactively define and manage the desired level of client relationship across the bank and actively drive bank wide planning and collaborations for clients where TXB performs Client Coordinator role for the client.
• Work with all key stakeholders and originate credit facilities where credit appetite exists(including co-ordinating and driving of NBAC process for new facility origination).
• Manage the level of TXB exposure and set limits in line with bank’s risk appetite for the particular clients.
• Active management of the client credit risk and participate in all relevant risk forums.
• Act as the “first line of defence” for TXB as required by the Credit Standard.
• Effective Credit Planning and Risk Management to improve credit and capital management by the:
• Review of daily exposures report.
• Review of Utilization.
• Drive annual credit reviews.
• Perform client portfolio risk reviews on a periodic basis.
• Effective Capital Management and Optimization of Capital Return by achieving hurdle ROE for products and client.
• Proactively build collaborations with credit and Business Support & Recoveries to ensure credit’s understanding of TXB Client strategy and plans in order to solicit credit support on TXB clients and to actively prevent losses from clients
• Proactively manage TXB clients credit exposures for the portfolio and actively prevent credit losses for TXB by monitoring both current exposures and watch listed clients.
• Foster an atmosphere of compliance and ensure that all relevant external regulatory requirements (FAIS) and internal policies and procedures are communicated and adhered to.

Qualifications:

• Education: Honours Degree Finance and Accounting, Business Commerce or Master’s degree.
• Experience: 5-7 Years in Corporate Banking.
• Relevant sales management experience (specific industry sector experience, such as dealing with industry stakeholders at a senior management level.  
• Minimum of 10 years of TXB Experience, leadership and people management role.
• Being responsible for Transactional Banking Sales in a set of markets in Africa with positive outcomes.