Associate Director, Trade Finance, US Sales, GBP

 

 

 

Requisition ID: 178434

 Salary Range: 106,400.00 - 203,600.00 

Please note that the Salary Range shown is a guideline only. Salary offered may vary based on factors, including, but not limited to, the successful candidate’s relevant knowledge, skills, and experience.

 

Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

 

Associate Director – Corporate Trade Finance Sales, Global Business Payments

Purpose: 
The Associate Director, Corporate Trade Finance Sales is responsible for the development of Trade Finance business with GBM existing and prospect corporate clients and the maintenance/enhancement of relationships with existing accounts. 

 

The Associate Director has two major roles: (i) to obtain new business through the analysis of client requirements, appropriate marketing efforts and the structuring and implementation of solutions. (ii) to provide high quality account administration.

 

The Associate Director will be responsible for origination and the end to end delivery of the trade finance solutions, including:
i) Trade letters of credit – imports,
ii) Trade letters of credit - exports,
iii) Standby letters of credit,
iv) Guarantees,
v) Other trade related products and services as appropriate.

 

The incumbent will also play a leading role in coordinating the implementation of client solutions with other Regional Offices and Hubs particularly in Europe, USA, LATAM/Caribbean as well as
Asia. Working in collaboration with business partners across the Bank’s global footprint, the Associate Director is responsible for providing guidance, support and execution on Trade Finance solutions for GBM customers and prospects with incoming and outgoing transactions. He/She must work closely with the local teams, GWO, Trade Services Centres and others to ensure customer service is consistent with Scotiabank standards.

 

The Associate Director is expected to independently address complex product, legal, operational and administrative matters for existing accounts and prospects. Client contact will be an integral part of this role and may include contact with clients’ senior Trade Finance and Treasury management functions, compliance, legal counsel and operational teams.

 

Responsibilities: 
1. Support the development and profitable growth of the Trade Finance portfolio (Sales Skills):

• Delivering business development program by planning, organizing and implementing activities designed to maintain an ongoing and active prospect sales pipeline. This includes participating in effective sales calls in order to qualify opportunities, cross selling and leading the promotion and marketing of Trade Finance products and services to GBM clients and prospects;
• Identifying prospects / referrals from both internal / external networks;
• Preparing client presentations and pitch-books customized for specific client solutions;
• Effectively using SalesForce to document pre-call, sales call reports and maintaining pipeline of opportunities. Providing effective post-call follow-up to customer enquiries and/or concerns;
• Promoting referrals to/from different parts of the Scotiabank Group network.

 

2. Managing the GBP Corporate Banking Trade Finance portfolio to maximize revenues and meet established business targets, while protecting the Bank’s position (Know how):

• Participate in negotiating terms, conditions and documentation pertaining to Traditional Trade Finance transactions and facilities;
• Proactively monitoring the growth of the assigned portfolio and monitoring profitability of individual accounts by collating, analyzing and interpreting information from various sources; Providing input on pricing of new and renewals of traditional trade finance facilities;
• Negotiating product terms and facility documentation such as Reimbursement Agreements etc and others with clients, ensuring timely review and amendments, if any, in order to close the transaction within the authorized parameters;
• Developing and implementing account plans to retain and expand customer relationships with the Bank and/or its subsidiaries and branches worldwide.

 

3. Provide service to existing and new customers (Problem Solving):

• Ensuring a high level of service is provided to Trade Finance customers and GBM Partners, and that all activities are in compliance with the Bank’s established Policies and Procedures;
• Developing an in-depth understanding of customer/prospect business and needs to be able to provide appropriate trade finance solutions and/or refer them to the appropriate resources; either local or international;
• Responding pr