IDB3270 – Senior Associate, Relationship Management [Fixed-Term Local Hire]

SECTION I: JOB PURPOSE:

This role is responsible for implementing ITFC’s strategies for market penetration to provide Trade Solutions in the public sector for the designated region. The public sector comprises sovereign, quasi-sovereign, and state-owned entities. The 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 an experienced Senior Relationship Manager. This role will implement ITFC’s Trade Finance strategy while ensuring compliance with the ITFC’s guidelines, rules, and procedures. In addition to the trade finance business, this role will also be required to support the activities of trade-related capacity building and technical assistance designed for the beneficiaries.

SECTION II: KEY RESPONSIBILITIES:

Relationship and Portfolio Management

Market Intelligence Gathering:

• Develop an in-depth understanding of the target countries’ economies and sectors, which serve as focus areas for ITFC’s Trade Solutions
• Gain insight into 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 key stakeholders/predominant players in the Trade Finance market and their offerings across the member countries assigned within the designated region.
• Support the respective Senior Relationship Manager with implementing the Customer Relationship Management (CRM) process for the region by sharing relevant information for all prospective and existing clientele and leveraging the database to guide origination efforts.

Origination (Business Development):

• Source and assess public sector opportunities, identify bankable prospects in target regions and grow and develop new/existing business relationships.
• Have a strong ability to network with Government Stakeholders to follow-up and manage issues related to ITFC’s interventions in the countries.
• Act as a focal point for the clients or support the Senior Relationship Manager throughout the deal cycle, from deal generation to deal closire.
• Liaise with prospective clientele to build awareness around the nature of Islamic Trade Finance products offered by ITFC (such as Murabaha) and various modes of financing provided (import finance, export financing, LC confirmation, working capital solution including structured trade commodity transactions, etc.)

Structuring and Negotiation:

• Build an understanding of the existing/prospective client needs, instructing the transitions and drafting of Term Sheets in line with the relevant guidelines of ITFC.
• Contribute to the due diligence on prospective deals by evaluating the associated risks by robustly to validate the client’s financial standing and risk exposure. Support the Senior Relationship Manager in negotiating and closing the prospective clientele on the proposed Term Sheet in line with the relevant guidelines at ITFC.
• Support the Senior Relationship Manager with the preparation of Credit Memorandums and clarifying the terms and conditions for the provision of Trade Finance instruments.
• Support the Senior Relationship Manager in conducting 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 work to secure approval for implementation.

Portfolio Management and Mentoring:

• After approval, work towards the legal documentation and utilization/disbursement of the financing in a timely manner. Coordinating all communications between the clients and other internal and external stakeholders as applicable.
• Monitor the status of all transactions in the portfolio to ensure timely disbursement, repayment, and renewals while ensuring there are no gaps.
• Have the ability to be proactive and work with stakeholders to devise solutions to address repayment delays promptly.
• Schedule and coordinate follow-up actions with clients in the designated region in case of overdue within the stipulated Days Past Due (DPD) in line with ITFC’s guidelines.
• Ensure regular communication with clients and other relevant stakeholders via periodic (weekly/monthly calls as applicable and documenting outcomes for the records.
• Support the Senior Relationship Manager in the management of country relations with regard to engagements with the Office of the Governor, with all other relevant public sector stakeholders, and with country public relations. Extend support on country engagement documents including strategy papers and Framework Agreements.
• Any other relevant assignment may be required from time to time.

Integrated Trade Solutions:

• Originate leads for ITFC’s Integrated Solution offerings from existing as well as new clientele in the assigned region based on a sound understanding of the market opportunities and clients’ stated and unstated needs and requirements.
• Extend support to relevant departments where necessary on trade solution offerings to the beneficiaries.
• Work with the relevant departments to cross-sell all ITFC’s products and services for financial sustainability and developmental impact.

Other Assignments:

• Contributing to ensuring ITFC’s visibility activities are maximized with internal and external stakeholders to support the ITFC brand awareness and trade finance business.
• Have the ability to network with stakeholders to plan and support ITFC’s events in the member countries.

SECTION IV: QUALIFCATIONS:

• Bachelor’s Degree, preferably with a specialization in Finance/Accounting/Economics/International Business Trade

Language Skills:

• English is compulsory
• Arabic is preferable

Years of Experience:

• Minimum of 3 years of experience