Asia South Trade and Working Capital, Sales Natural Resources - SVP/Director

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Asia South Trade and Working Capital, Sales Natural Resources - SVP/Director

lead · Sales & Business Development

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Job Overview

Services provides global solutions that help corporations, financial institutions, public sector and commercial clients optimize operations and drive their business forward. Through our five business lines – Liquidity Management Services, Payments, Trade & Working Capital Solutions, Investor Services and Issuer Services - we provide cash management, payments/receivables solutions, working capital solutions, post-trade securities services and issuer services across Citi’s global network

Natural Resources (NR) is one of the industry verticals both for Corporate Banking and Services. The client base consists of Corporate Banking clients in the Chemicals, Power, Energy and Commodity Traders (O&G, Metals and Agriculture) segments with headquarters and subsidiaries globally. This sector specializes in products and solutions and the client engagement model. Operating globally and at a fast pace.

This is a senior level, individual contributor role within the Asia South Trade and Working Capital, Natural Resources Sales team based in Singapore responsible for driving client Trade Product revenues. The Trade Product offer includes Core Trade, Payables & Receivable Financing with heavy emphasis on Transactionally Secured, Borrowing Base, Prepayment and Pre-export Finance Facilities which are collateral-based lending solutions tailored mainly for Energy & Commodity Trader clients. The focus of the role is to deepen and broaden the Trade client relationships at multiple levels within Treasury/ Finance, Trading and other decision makers/ influencers, extending the breadth and usage of all Trade Finance solutions especially in the Energy and Commodity Trader sector segments. Given the global nature of Natural Resources clients, the role requires ability to drive growth across all Clusters of the Bank with a focus on the Asia South and other corridors.

Key Responsibilities:

I. Trade Client Acquisition and Relationship Management:

• Contribute to the development of the business by acquiring and expanding new Trade client relationships within stated priorities and policies of the Bank.
• Maintain proactive regular client contact in coordination with Banking partners with the aim of obtaining an important part of the client's Trade share of wallet business.
• Prepare, present and defend Product approval applications to internal committees.
• Understand and analyze client's position in its respective Natural Resources markets.
• Deep understanding and knowledge of Energy & Commodity Trader markets. This includes insight, expertise and understanding in terms of counterparty risk, transactional due diligence, market practices and developments.
• Link up the network across all functions of the bank to ensure accurate market intelligence and smooth cooperation.
• Develop cooperation with Product partners and ensure target sales metrics are met - calling activity, pipeline growth, mandate wins and revenue delivery metrics are met.

II. Negotiate credit facilities and credit transactions (externally and internally):

• Understand and analyze client’s business model, underlying transactions and suitability to the credit, compliance and operational risks for the Bank.
• Structure and negotiate new credit facilities and/or transactions within the established Product guidelines.
• Analyze audited and/or management financial statements including consolidated and individual aspect of borrowers, guarantors and counterparts involved in the facility/transaction.
• Coordinate the receipt of required legal documentation and distribution to the Legal team. Review legal documentation for alignment with agreed business terms and conditions. Working with Legal and Product partners, negotiate legal documentation with clients and/or borrower's counsel.
• Address issues brought up by the Product Approval and Risk departments in reference to the completeness of the loan presentation and legal documentation.
• Monitor and meet deadlines for annual reviews, 1st line reviews and credit and product modifications, where needed.

III. Transaction Management (initiation, follow-up and monitoring):

• Understand credit, operational, compliance, and legal risks related to a particular facility/transaction (incl. price MTM, volatility/hedging, counterparty, trading position statements, insurance and freight risks, etc.) and the associated collateral security interest laws and mechanisms.
• Ensure that all transactions meet the credit and compliance criteria of the Bank.
• Work with Middle Office to 1) prepare transaction/operating memo for each new transaction, highlighting risks pertaining to counter-party, price volatility and execution, 2) review client reporting including borrowing base compliance certificates and collateral audit reports and 3) update transaction/facility information to reflect changes and obtain necessary approvals.
• Ensure quality service to the client and the good execution of approved transactions tending to operational excellence through the development and maintenance of good inter-departmental relationships within the Bank.

Qualifications:

• Bachelor’s degree in finance, Engineering or related field or equivalent experience.
• 10 plus years’ deep experience in Trade Sales, Structuring, Client Relationship Management and Products including Letters of Credits, Receivables, Payables and Commodity Trade Finance.
• Track record of executing complex and structured commodity trade finance. transactions including Borrowing Base, Transactional Secured, Performance Based (Pre-payment and Pre-export) Finance.

Skills:

• Strong verbal and written communications skills.
• Strong organizational skills.
• Strong credit analytical (formally Bank credit-trained a plus) and structuring skills.

Competencies:

• Proven Trade Sales and Product ability in Natural Resources as a Banker or Trade professional.
• Ability to originate, structure, obtain necessary approvals and execute solutions for clients.
• Innovative and creative; think 'out-of-the-box' to find client and internal solutions
• Ability to work under pressure and deliver against tight deadlines.
• Self-motivated and comfortable working in unstructured environment.
• Quick to adapt to constant change; high energy and drive; resilience.

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