Senior VP, Financial Supply Chain Management (FSCM) & Trade Sales, Group Transaction Banking

Company: 1011 United Overseas Bank Ltd

About UOB

United Overseas Bank Limited (UOB) is a leading bank in Asia with a global network of more than 500 branches and offices in 19 countries and territories in Asia Pacific, Europe and North America. In Asia, we operate through our head office in Singapore and banking subsidiaries in China, Indonesia, Malaysia and Thailand, as well as branches and offices. Our history spans more than 80 years. Over this time, we have been guided by our values – Honorable, Enterprising, United and Committed. This means we always strive to do what is right, build for the future, work as one team and pursue long-term success. It is how we work, consistently, be it towards the company, our colleagues or our customers.

Job Description

The Wholesale Bank function operates a dynamic business model that provides financial services and solutions to help our clients achieve their strategic business objectives. Our mission is to become the premier-provider of banking services and solutions for Asia-based commercial banking companies (small medium enterprises), large corporations, financial institutions as well as multinational corporations. Our coverage teams work in full alignment with specialised teams across Transaction Banking, Investment Banking, Global Markets and Group Retail to deliver seamless solutions to our clients.

Position & Job Scope:

The FSCM & Trade Sales role will focus on driving, structuring & delivering trade solutions including financial supply chain management to help clients address their working capital, balance sheet and risk management objectives and mainly targeting corporates which are based in Singapore and having cross border trade flows across key trade corridors.

Main responsibilities:

The candidate is required:

• To identify potential and target trade customers working alongside RMs, Sector Solutions Group and Cash Management Sales covering the UOB’s target clients/customers

• To provide trade advisory & structure solutions to the target clients/customers to enable UOB to be their preferred provider of trade finance across their trade corridors by addressing their
  • Working capital objectives
  • Balance sheet management
  • Documentary trade risk management

• To have and apply up-to-date industry/market knowledge on ‘best-in-class’ trade finance structures including operations and technology/fintech driven techniques that will support our corporate customers growth ambitions

• To maintain close relationships with existing and target customers and develop a deep understanding of the customers’ business and banking requirements.  You will collaborate with Relationship Managers/Sector Solution/Trade Sales with respect to sales related activities such as joint sales call, account planning/wallet sizing and sales planning.

• To formulate and articulate regional trade & FSCM solutions to potential target clients/customers.

• To own the end-to-end trade sales process from opportunity identification, designing and positioning the solutions to clients, winning the sales mandate, documentation and implementation of the deal.

• To take the lead in responding to all Requests for Information (RFIs) / Requests for Proposals (RFPs) for Trade Finance & FSCM.  In this respect you will coordinate with all key internal stakeholders in formulating responses / designing solutions that are both critical and/or pertinent to the RFIs and RFPs.

• To lead in deal origination and collaborate with Relationship Managers, Trade Product Management & Sales Managers by providing product advisory, designing of solutions and winning Trade & FSCM  mandates/deals

• To achieve or exceed revenue, operating contribution targets and key performance indicator targets. Meet or exceed revenue targets and key performance indicators assigned to you (comprising open & mandated pipelines, portfolio growth, incremental balances and transaction volumes from new deals, customer calling, run campaigns & initiatives)

• To participate actively in pipeline reviews with the objective of tracking sales activities, provide deals status updates, escalating issues, sharing successes (with objective of replication of success) and lessons learnt.

• To collaborate closely with Relationship Managers on joint sales call, account planning/ wallet sizing, sales strategy/plan.

• To actively participate and support marketing & branding activities such as product forums, client events and Media Publication Awards especially with respect to winning awards.

• To ensure that you adhere to compliance and regulatory policies / guidelines and Our Bank’s Organizational and Human Resources Policies / guidelines.

• To professionally complete ad-hoc assignments and tasks assigned by your immediate superior and/or by the GTB Management Team. 

Requirements:

• Holder of a University Degree from a recognized University
• More than 7-10 years of transaction banking experience in sales position focusing on Trade Finance and FSCM.
• Competency in documentary trade and open account trade services and financing, both at the domestic and regional level.
• Good knowledge of working capital solutions and ability to articulate value propositions from a working capital perspective.
• Conversant with regulatory, legal and compliance related matters pertaining to Trade Finance & FSCM.
• Possess working knowledge of electronic banking delivery, Host-to-Host solutions, ERP, etc.
• Good interpersonal and communication skills, with strong negotiation and problem solving skills
• Possession of good presentation skills.
• Knowledge of Chinese language to manage Chinese clients would be an added advantage.
• Must be highly motivated and possess good initiative.  Must be a good team player with strong collaborative skills.

Additional Requirements

Chinese (Mandarin), Develop, Engage, English, Execute, Role Type (GTO), Strategise, The candidate is required:
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To identify potential and target trade customers working alongside RMs, Sector Solutions Group and Cash Management Sales covering the UOB’s target clients/customers
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To provide trade advisory & structure solutions to the target clients/customers to enable UOB to be their preferred provider of trade finance across their trade corridors by addressing theirWorking capital objectives
Balance sheet management
Documentary trade risk management
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To have and apply up-to-date industry/market knowledge on ‘best-in-class’ trade finance structures including operations and technology/fintech driven techniques that will support our corporate customers growth ambitions
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To maintain close relationships with existing and target customers and develop a deep understanding of the customers’ business and banking requirements.  You will collaborate with Relationship Managers/Sector Solution/Trade Sales with respect to sales related activities such as joint sales call, account planning/wallet sizing and sales planning.
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To formulate and articulate regional trade & FSCM solutions to potential target clients/customers.
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To own the end-to-end trade sales process from opportunity identification, designing and positioning the solutions to clients, winning the sales mandate, documentation and implementation of the deal.
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To take the lead in responding to all Requests for Information (RFIs) / Requests for Proposals (RFPs) for Trade Finance & FSCM.  In this respect you will coordinate with all key internal stakeholders in formulating responses / designing solutions that are both critical and/or pertinent to the RFIs and RFPs.
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To lead in deal origination and collaborate with Relationship Managers, Trade Product Management & Sales Managers by providing product advisory, designing of solutions and winning Trade & FSCM  mandates/deals
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To achieve or exceed revenue, operating contribution targets and key performance indicator targets. Meet or exceed revenue targets and key performance indicators assigned to you (comprising open & mandated pipelines, portfolio growth, incremental balances and transaction volumes from new deals, customer calling, run campaigns & initiatives)
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To participate actively in pipeline reviews with the objective of tracking sales activities, provide deals status updates, escalating issues, sharing successes (with objective of replication of success) and lessons learnt.
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To collaborate closely with Relationship Managers on joint sales call, account planning/ wallet sizing, sales strategy/plan.
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To actively participate and support marketing & branding activities such as product forums, client events and Media Publication Awards especially with respect to winning awards.
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To ensure that you adhere to compliance and regulatory policies / guidelines and Our Bank’s Organizational and Human Resources Policies / guidelines.
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To professionally complete ad-hoc assignments and tasks assigned by your immediate superior and/or by the GTB Management Team. , University-Bachelor - Accounting & Finance

Be a Part of the UOB Family

UOB is an equal opportunity employer. UOB does not discriminate on the basis of a candidate's age, race, gender, color, religion, sexual orientation, physical or mental disability, or other non-merit factors. All employment decisions at UOB are based on business needs, job requirements and qualifications. If you require any assistance or accommodations to be made for the recruitment process, please inform us when you submit your online application.

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