Business Development Manager – Trade Finance at Co-operative Bank of Kenya

Business Development Manager – Trade Finance - BDMTF/CIBD/2022

Reporting to the Head – Trade Finance, the Business Development Manager – trade finance will be required to develop & drive trade finance products and market quality and high-value trade finance business in collaboration with business segments & product houses to grow trade finance business volumes.

The Role

The successful jobholder will be required to:

• Innovate & develop new trade finance products to grow the Bank’s contingent book and non-funded income streams.
• Develop sales strategy for trade finance products to meet sales targets in line with overall bank strategy.
• Align product process flows and the operations manual to achieve quality and efficient standards.
• Identify and translate market trends into new trade finance opportunities, or re-engineer existing products, in order to generate a profitable business.
• Originate and structure business deals, through appropriate use of term sheets and capture an end-to-end sequence of events to mitigate any inherent risks.
• Develop and maintain working relationships with local and international financial institutions with aim of deriving trade finance business. 
• Identify general and specific opportunities and threats in order to position trade finance products for the overall competitive advantage of the Bank, within the stipulated service level agreements.
• Collaborate with other business teams in structuring trade finance transactions, to ensure that customer needs are attended to in an efficient and timely manner while safeguarding against potential transactional risks.
• Benchmark with the market to keep abreast with competition and product offerings/service developments. Assess the threat to the business and plan remedial action to maintain a competitive edge for trade products throughout the country.
• Champion risk approvals for trade deals, provide risk management of trade portfolio and Structured solutions to mitigate risk.
• Provide relationship managers/ business bankers & customers continuous trade product knowledge through training, workshop and forums to maximize trade opportunity identification/solutions.
• Drive overall client satisfaction and service benchmark of trade offering and build customer loyalty. 
• Continually drive and ensure consistent and superior client-oriented culture and high-quality service delivery to trade customers. 
• Implementation and monitoring of KYC and ALM measures in line with the Bank and regulatory requirements.

Qualifications, Skills and Attributes

The successful candidate will be required to have the following skills, attributes and competencies:

• A University degree with ACIB or equivalent.
• Knowledge of UCP 600, URDG 758, URC 458 and Incoterms 2010.
• Knowledge of international trade rules.
• Good negotiating skills and strong analytical skills.
• Ability to package solutions that fit emerging customer needs.
• Ability to drive sales and uptake of trade finance products.
• Knowledge of trade finance products and services.
• Ability to drive revenue from all the revenue streams, Lc Commissions, Guarantee Commission, interest revenue and structuring fees.
• Capacity to ensure compliance with the Product Credit Policy and Operation.
• Monitor product performance vs the target figure.
• Team player who can work with business segments to identify client potential and follow through to closure on approved lines