Key Result Areas

The role is accountable for delivering end-to-end Servicing and Managing assigned Portfolio of the Trade Clients in the country and also inbound Clients from Mashreq Network.

Documentary Trade products and services include Import Letters of Credit, Back-to-Back LCs, Inward Collections, Export Letter of Credit Advising and Confirmation, Outward Collections, Short Term Trade Loans, Export Bill Discounting, and Bank Guarantees / SBLCs.

Open Account Trade products include Trade Loans, Receivables Financing, Invoice Discounting, and other ancillary services.

This Role work closely with the Head of Trade Sales India to drive new business and portfolio revenue growth

Service & Operational Excellence

• Ensure quick turnaround times for customer requests and trade transactions.
• Coordinate with Trade Operations, Credit Administration, and Customer Service units.
• Maintain high service standards and proactive client communication.
• Resolve client queries related to trade transactions and documentation.

Sales & Business Development

• Drive growth in Trade Finance, Working Capital, and related products (LC, BG, Buyers Credit, Supply Chain Finance, etc.).
• Prepare Account Plans for existing & Prospect Clients
• Prepare Term Sheet, presentation and proposals that articulate solution matching the specific needs of the Clients
• Drive Facility Utilization: Follow up Clients to ensure that facilities are utilized for the expected export/import/inventory or working capital needs . Actively pitch for ongoing business and monitor volumes facility utilization and revenue reports.
• Drive Facility Utilization: Follow up Clients to ensure that facilities are utilized for the expected export/import/inventory or working capital needs . Actively pitch for ongoing business and monitor volumes facility utilization and revenue reports.

Portfolio & Relationship Management

• Understand clients’ financial needs and propose appropriate trade & working capital solutions.
• Prepare Term Sheet aligned with client requirements and bank risk appetite.
• Maintain strong ongoing relationships to enhance customer retention and satisfaction.
• Increase share of high-quality business within assigned portfolio.
• Monitor utilization of limits and portfolio performance.

Compliance & Governance

• Ensure compliance with bank policies, regulatory guidelines, and AML requirements.
• Support internal audit and risk management processes.
• Monitor adherence to documentation and operational standards.
• Act within the approved authorization matrix and governance framework.

• Highly competitive and relatively risk oriented market with competition from major Local/Regional/International banks.
• The incumbent functions within identified market segments and geographical boundaries and is required to adhere to and comply with :

1. Local regulatory norms prescribed by the RBI & also global regulations as applicable.
2. MB’s internal credit, operational and risk management policies and manuals.

• Working relationships.

  Internal: IBG, CBG Marketing, Risk Management Unit, Credit Admin. FID, RMD, Operations and TSD.

  External: Corporate clients, regulators (as needed) Legal Counsels, other Regulatory bodies .

Problem Solving

• The nature of the business demands hands-on relationship management required to ensure effective and timely delivery of the bank’s services/products to clients through proactive interaction across the bank, to attain desired level of customer satisfaction.

• Follow-up and close monitoring of all existing relationships is necessary to ensure satisfactory account conduct, early rectification of various related issues, in addition to revenues generation.

• The job requires an in-depth understanding of the best practices in corporate banking and knowledge about the local banking market and regulatory framework around Trade Finance .

• The incumbent resolves on-going issues regarding training, development and motivation of team members.

Decision Making Authority & Responsibility

• Achievement of budgeted revenues and profit while adhering to internal Trade policies as well as all Regulatory guidelines

• Escalate any significant development to the line manager.

Knowledge, Skills and Experience

1. Minimum 6 years of experience in Trade Sales & Service, covering both Documentary Trade and Open Account Trade, servicing major corporate clients in India.

2. Strong understanding of Documentary Trade and Open Accounting including and not limited to Supply Chain Finance

3. Familiarity with Foreign Exchange Management Act, RBI trade guidelines, Export Import policy, UCP 600, URC 522, ISP 98, URDG 758

4. Experience coordinating with Operation, Legal, and Risk teams
5. Proficiency in MIS, reporting, and trade pipeline tracking
6. Fair understanding of international trade products and practices especially as it relates to trade between India, South Asia and other regions including both major importers and exporters

• Strong analytical and data rationale mindset
• Strong communication and interpersonal influencing ability