Revenue Growth & Business Development

• Drive Trade Finance revenue, balance sheet growth, and customer acquisition targets for the Emerging Enterprise segment.
• Originate and structure trade solutions including:
  • Letters of Credit (LC)
  • Bank Guarantees (BG)
  • Shipping Guarantees
  • Trade Loans
  • Invoice Financing
  • Account Receivables Purchase (ARP)
  • Supply Chain Financing
• Identify cross-sell opportunities across cash management, foreign exchange, and other transaction banking products.
• Develop and execute sales strategies to increase trade wallet share among existing and prospective customers.

Client Coverage & Relationship Management

• Jointly manage client relationships with Relationship Managers across East Malaysia.
• Conduct client calls, trade reviews, and working capital advisory discussions.
• Understand clients' business models, supply chains, trade flows, and financing requirements.
• Build strong relationships with key decision-makers including business owners, CFOs, Finance Managers, and Procurement Teams.

Trade Solutioning & Advisory

• Provide consultative trade advisory to clients, helping them optimize working capital and mitigate trade risks.
• Structure end-to-end trade and supply chain financing solutions tailored to client needs.
• Support clients in expanding regional and international trade activities.
• Deliver market insights on trade trends, supply chain developments, and trade-related risks.

New-To-Bank Acquisition

• Partner with Relationship Managers to identify and acquire New-To-Bank trade customers.
• Participate in customer pitches, industry events, and business networking activities.
• Develop target client lists within key East Malaysian industries such as:
  • Palm Oil
  • Agriculture
  • Timber & Manufacturing
  • Construction
  • Oil & Gas Services
  • Wholesale & Trading
  • Consumer & Retail

Portfolio Management

• Monitor trade portfolio performance, profitability, and asset quality.
• Ensure timely execution and conversion of trade opportunities within the sales pipeline.
• Maintain strong pipeline discipline and accurate sales forecasting.
• Drive customer activation and utilization of approved trade facilities.

Risk & Compliance

• Ensure all trade transactions comply with internal policies, regulatory requirements, and AML/KYC standards.
• Work closely with Credit, Operations, Legal, and Compliance teams to facilitate deal execution.
• Promote prudent risk management practices while balancing commercial objectives.

Stakeholder Management

• Collaborate closely with:
  • Relationship Management Teams
  • Product Management
  • Trade Operations
  • Credit Risk
  • Legal & Compliance
  • Treasury & FX Sales
• Act as the Trade Finance subject matter expert for the Emerging Enterprise segment.

Key Performance Indicators (KPIs)

• Trade Finance Revenue Growth
• Trade Asset Growth
• Trade Deposit Growth
• New-To-Bank Trade Customers
• Trade Product Penetration Rate
• Cross-Sell Revenue
• Account Receivables Purchase (ARP) Growth
• Supply Chain Finance Growth
• Trade Fee Income
• Pipeline Conversion Ratio
• Customer Engagement Activities

Qualifications & Experience

Education

• Bachelor's Degree in Business, Finance, Accounting, Economics, Banking, or related disciplines.
• Professional certifications such as CDCS, CSDG, CITF, or equivalent are advantageous.

Experience

• Minimum 2 years of experience in Trade Finance, Transaction Banking, Corporate Banking, or Commercial Banking.
• Proven track record in trade sales and working capital solutioning.
• Experience covering SME, Business Banking, Emerging Enterprise, or Middle Market segments.
• Strong knowledge of international trade practices and supply chain financing structures.

Competencies

Technical Competencies

• Trade Finance
• Supply Chain Finance
• Receivables Finance
• Structured Trade Solutions
• Working Capital Advisory
• Cash Management
• Foreign Exchange
• Credit Fundamentals