Trade Advisor

2 weeks ago

Mumbai, India Standard Chartered Full time

**Job***: Institutional Banking

**Primary Location***: Asia-India-Mumbai

**Schedule***: Full-time

**Employee Status***: Permanent

**Posting Date***: 22/Feb/2023, 11:09:55 AM

**Unposting Date***: Ongoing

**Roles and Responsibility**
**Job Summary**
- To drive export Letter of Credit confirmation and negotiation across client segments, non-client beneficiaries and referring leads for client conversion.
- Handle discussions and queries that will directly lead to sales, while Client Services Group will continue to handle clients’ operational queries and resolve transactional issues
- Drive export Letter of Credit volumes (confirmation & negotiation) across beneficiaries in all segments
- Work with Correspondent Banking Sales in importing locations to ensure that Letter of Credits are advised through the Bank
- Actively solicit confirmation and negotiation business from client and non-client beneficiaries
- Sourcing more inbound trade business from network countries
- Track Letter of Credit advised to beneficiaries, and promptly call beneficiaries to offer advisory and quote bank risk pricing
- Respond to client sales queries, including pricing and bank line availability.
- Work closely with Trade Asset Sales, for up-to-date pricing and country risk information, and proactively share information with beneficiaries
- Where necessary sell down exposure though Trade Assets Sales
- Offer Advisory services to help clients reduce documentary discrepancies, simplifying Letter of Credit terms and avoiding pitfalls
- Maintain “deals lost” database for feedback to Financial Institutions GAM, to help the latter to fine tune their pricing and offerings
- Screen non clients and make referrals to Origination & Client Coverage / SME departments (depending on sales turnover)
- Follow up with Origination & Client Coverage / SME on status of non client conversion and maintain sales lead database
- Development of the country Correspondent Banking sales plans in line within overall business plans and OCC plan for GCC segments.
- Primary accountability for generation of incremental revenues, from fees and interest income, and attracting and locking-in client relationships through value-added Trade transaction services.
- Protection of Banks reputation. Bank’s ability to meet legal and regulatory obligations. Minimizing risk of bank being used by money launderers

**Key responsibilities Include**:

- Grow Non client Customer Relationship for export CBN
- Client’s education in cross border trade structuring and LC formatting as reqd.
- Good Trade Product Knowledge, Data Analysis and Sales activity support
- New Opportunity identification / top-line growth
- Focus on growing the Gift City CBN / FI trade book
- To work with country Transaction Banking Finance to ensure correct tagging of trade revenues
- Work with Product team and Operations team in generating new MIS to accurately forecast business growth
- Responsible for the day-to-day beneficiary marketing program to capture additional export-LC revenue, increase document capture rate, and drive increased volume of FI programs.
- Work closely with Sales in home and other regions to maximize the capture of such flows.
- Work closely with Product Management, Operations, Asset distribution and other relevant stakeholders to refine, and improve product offering.
- Leverage competitive insight, market knowledge, and network to enhance results.
- Provide administrative support, tracking, and reporting as required.
- Ensure compliance with all AML, KYC, and Compliance requirements.
- Build relationships with key internal stakeholders, including Product Management, Trade Operations, Trade Sales, Trade distribution, Compliance, Credit and Legal.

**Strategy**
- Build strong non client trade relationships (India) & working with network teams to India Onshore A&C Book.
- Identifying Cross Sales of Products with client Banks and Monitoring Pricing.
- Ensure Adherence to all Internal and External Regulation to embed Compliance Risk.
- Using Market Intelligence to provide inputs to Sales on New Ideas and Product Gaps.

**Business**
- To work with Financial Institutions Origination & Client Coverage and Transaction Banking from network countries to increase trade revenues
- Support and facilitate risk participation so that we may accommodate more trade deals for our clients
- Actively participate in funded/non funded risk participation deals and ensure optimal differential revenue to be booked for all such trade deals
- To work with country Transaction Banking Finance to ensure correct tagging of trade revenues
- Work with Product team and Operations team in generating new MIS to accurately forecast business growth
- Work with finance to ensure that all product no revenue get correctly tagged to the FI bank segments
- Booked Asset & Contingent targets: 15% growth vs previous year
- Annual Revenues growth weighted: 2/3rd confirmation and 1/3rd discounting
- Conversion rate: 10% grow

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