IDB3289 – Manager, Relationship Management – Private Sector

JOB PURPOSE:

This role is responsible for developing and driving the implementation of ITFC’s strategies for trade financing for the private sector in the designated region. The private sector covers the Financial Institutions and Corporates. This role is intended to manage client relationships first-hand and oversee the end-to-end implementation of the investment process under the guidance and supervision of the Division Manager. This includes identifying prospective clients, evaluating their associated risks and structuring deals for trade finance products in line with available product offerings. This role is responsible for ensuring adherence to ITFC’s risk guidelines, policies and procedures.

KEY RESPONSIBILITIES:

Core Responsibilities

Relationship and Portfolio Management

Origination (Business Development):

• Initiate the process of ITFC’s intervention (trade finance and development) in any designated market, including country/regional review and market review as per ITFC’s business plans and objectives and in line with the rules and regulations guiding ITFC’s operations. 

• Liaise with prospective clientele to build awareness around the nature of Islamic Trade Finance products offered by ITFC (such as Murabaha) and various mode of financing provided (Import financing, export financing, LC Confirmation, working capital solutions including structured trade commodity transactions etc).

• Source and assess opportunities, identify bankable prospects in the private sector in target regions, grow and develop new/existing business relationships. Act as the main focal point for the client relationship throughout the deal cycle, from deal generation to deal closure.

• Receive and follow-up on financing requests from prospective clientele (financial institutions and corporates) on the emerging needs and requirements.

Structuring and Negotiation:

• Build an understanding of the existing/prospective client needs, structuring the transactions and drafting of Term Sheets in line with the relevant guidelines of ITFC.

• Conduct due diligence on prospective deals by evaluating the associated risks in a robust manner to validate the client’s financial standing and risk exposure. Negotiating and closing the proposed Term Sheet in line with the relevant guidelines at ITFC.

Deal Execution:

• Preparation Credit Memorandum and clarifying the terms and conditions for the provision of Trade Finance instruments.

• Conduct a thorough risk evaluation to identify the potential risk factors and incorporate mitigating clauses in the Credit Memorandum

• Contribute to the presentation of prospective deals in the Credit Committee meetings at ITFC and working to secure approval for implementation. After approval, work towards the legal documentation and disbursement of the financing in a timely manner. Coordinating all communications between the clients and other internal stakeholders within ITFC.

Portfolio Management:

• Monitor the transactional approvals are executed accordingly and conduct weekly/monthly call reports for timely disbursement and repayment.

• Schedule and coordinate follow up actions with clients in the designated region in case of overdues within the stipulated Days Past Due (DPD) in line with ITFC’s guidelines.

Market Intelligence and Strategy

• Develop in-depth understanding of the target countries and sectors which serve as focus areas for ITFC’s export/import financing products. Gaining insight on the economic, political, social and regulatory factors impacting the ease of facilitating international trade across the member countries assigned. 

• Develop market intelligence to build an understanding of the predominant players In the Trade Finance market, and their offering across member countries assigned within the designated region.

Integrated Trade Solutions

• Originate leads for ITFC’s Integrated Trade Solution offerings from existing as well as new clientele in the assigned region based on sound understanding the market opportunities and clients stated and unstated needs and requirements.

• Work with the relevant departments to cross-sell for all ITFC’s products and services for financial sustainability and developmental impact. 

Managing Regional Presence

• Provide input to devise country specific and regional strategies for effective penetration and lead generation in the designated region for ITFC’s Trade Solutions offering.

• Ensure visibility for ITFC’s activities are maximized with internal and external stakeholders to support the ITFC brand awareness and trade finance business.

• Represent ITFC and participate in international trade conferences.

• Maintain relationships with clients in the designated region and oversee the upstream investment process in order to ensure seamless implementation.

• Manage assigned local offices and support ITFC employees assigned to the respective local office, if applicable.

Qualifications & Other Certifications:

• Bachelors Degree in Finance/Accounting/Marketing/International Business or Trade

Language Skills:

• English and French are compulsory

• Arabic is an advantage

Years of Experience:

• Minimum of 4 years experience

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