Overview
Objective: The Trade Finance Sales Officer (TSO) plays a pivotal role in driving revenue growth by actively identifying and successfully acquiring Trade Finance clients and deals, with the goal of expanding the Bank's trade finance business. The TSO will strategically engage with clients, provide customized solutions and leverage relationships to maximize trade finance product adoption and expand the Bank's footprint in the Market.
Responsibilities
Revenue-Driven Deal Origination & Client Acquisition:
• Lead the sales effort by proactively targeting and acquiring new trade finance clients, with a focus on delivering measurable revenue growth.
• Develop and execute a strategic sales plan that prioritizes high-potential clients, industry sectors and markets to meet or exceed sales targets.
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• Leverage data and market intelligence to identify new business opportunities within the Middle Market Banking and Commercial Banking areas.
• Supporting and/or leading the structuring of trade finance transactions in partnership with relationship managers to develop and deliver trade solutions for clients.
Client-Centric Sales Strategy:
• Collaborate closely with market coverage teams to create tailored trade finance solutions that directly address client needs, improving conversion rates and deepening client relationships.
• Maintain a deep understanding of client industries and supply chain dynamics to present compelling value propositions that resonate with client business objectives.
Pipeline Management & Sales Execution:
• Build and manage a robust sales pipeline, ensuring timely follow-up, deal progression, and closing of trade finance deals.
• Track sales and performance metrics, forecast revenue, and ensure alignment with quarterly and annual sales goals.
• Identify cross-sell and upsell opportunities by leveraging existing relationships within the Bank's commercial and middle market banking teams.
Relationship Building & Strategic Partnerships:
• Cultivate strong, lasting relationships with key decision-makers at client organizations, positioning the Bank as a trusted partner in trade finance solutions.
• Develop external partnerships with centers of influence (COIs) to gain referrals and market intelligence that lead to new business opportunities.
• Strengthen internal collaboration with trade operations, risk, compliance and product teams to ensure smooth and efficient deal execution, while enhancing the client experience.
Product Promotion & Market Penetration
• Actively promote the Bank's full suite of trade finance products, demonstrating a keen ability to align products with client challenges and objectives.
• Drive market penetration by educating bankers and clients on the benefits of the Bank's offerings.
• Regularly conduct market, client and COI presentations, demos and product showcases to highlight our value proposition and differentiate the Bank's solutions from competitors.
Stakeholder Coordination:
• Liaise with internal teams, including Operations, Credit, Risk, Compliance and Legal, to ensure all trade finance deals meet internal policy and regulatory standards.
• Build strong relationships across the internal international ecosystem to identify opportunities and enhance the client experience.
Key Competencies:
• Strong understanding of Trade Finance, credit and market trends.
• Credit Training
• Proven sales acumen with a strong track record of meeting or exceeding revenue targets.
• Ability to create tailored client solutions and confidently sell value-driven trade solutions.
• Solid relationship management capabilities with internal and external stakeholders
• Results-driven mindset, with a relentless focus on achieving sales goals and driving product adoption.
• Experience financing international transactions to include knowledge of risk, compliance and legal documentation.
Qualifications
Bachelor's Degree and 6 years of experience in OR High School Diploma or GED and 10 years of experience.
Benefits are an integral part of total rewards and First Citizens Bank is committed to providing a competitive, thoughtfully designed and quality benefits program to meet the needs of our associates. More information can be found at https://jobs.firstcitizens.com/benefits.