Lead Commercial Banking growth by originating new business, structuring complex solutions, and expanding client relationships.
As a Trade & Working Capital Sales Leader, you will lead the development and execution of the Structured Working Capital strategy for Commercial Banking. You will bring expertise across Receivables Finance, Supply Chain Finance, Inventory Finance, Sales Finance, and other structured solutions. You will drive client targeting, account strategy, pipeline development, and market execution in partnership with key internal stakeholders. A key focus will be originating new business, structuring complex transactions, and growing a sustainable book of business. You will serve as a senior advisor to clients and partners while delivering strong client and financial outcomes.
Trade & Working Capital (T&WC) is a strategic growth business within Payments. The business structures and executes both Core Trade and Structured Working Capital solutions for clients. Products and structures include Supply Chain Finance, Receivables Finance, Sales Finance, Inventory Finance, Export Agency Finance, Letters of Credit, Trade Loans, and Bills of Exchange / Promissory Notes.
Job Responsibilities
- Lead Structured Working Capital Sales for Commercial Banking, driving origination, pipeline development, client acquisition, portfolio growth, and execution across the client base.
- Lead and develop a team of sales professionals, establishing priorities and driving accountability for origination, execution, client outcomes, and financial performance.
- Originate and structure complex working capital transactions across Receivables Finance, Supply Chain Finance, Inventory Finance, Sales Finance, and other structured financing solutions.
- Serve as Industry lead and advise on complex structured and off-balance-sheet financing opportunities, coordinating across clients, Commercial Bankers, Product, Credit, Risk, Legal, and other partners.
- Develop and execute the Structured Working Capital strategy for Commercial Banking, including client targeting, industry prioritization, account planning, and go-to-market execution.
- Act as a senior Trade & Working Capital touchpoint for key Commercial Banking clients, identifying working capital challenges and translating them into actionable financing opportunities.
- Originate new business and develop strategic financing ideas for CFOs, Treasurers, CPOs, and other senior financial decision-makers.
- Build and grow a sustainable book of business through new client acquisition, expansion of existing relationships, and disciplined portfolio management.
- Apply strong financial, credit, and structuring expertise to develop solutions that meet client objectives while delivering appropriate risk-adjusted returns.
- Partner with Commercial Bankers, Payments Sales, Product, and other coverage teams to broaden client relationships and deliver the full value of the Payments franchise.
- Identify emerging client, industry, and market opportunities and translate them into actionable sales strategies and new areas of growth for Trade & Working Capital.
Required Qualifications, Skills and Capabilities
- 8+ years of experience in Trade Finance, Working Capital Finance, Structured Finance, Commercial Banking Sales, or Relationship Management, with demonstrated leadership experience.
- Proven track record of originating, structuring, and executing complex working capital or structured finance transactions.
- Strong knowledge of the Trade & Working Capital product set, with demonstrated expertise in Receivables Finance and structured working capital solutions.
- Experience originating new business and building and growing a book of business within Commercial Banking or a comparable institutional client segment.
- Strong understanding of credit, risk, lending, and transaction structuring, including the ability to analyze client financials, cash flows, and working capital needs.
- Proven experience managing senior client relationships and engaging effectively with CFOs, Treasurers, CPOs, and other senior decision-makers.
- Demonstrated ability to lead and develop sales professionals while driving accountability for origination, pipeline execution, revenue growth, and client outcomes.
- Ability to build strong partnerships across Commercial Banking, Product, Credit, Risk, Legal, Payments, and other internal stakeholders.
- Strong understanding of how clients use working capital and financing solutions and the ability to translate business and balance-sheet challenges into actionable opportunities.
- Strong commercial judgment and knowledge of the competitive landscape, with the ability to differentiate solutions and develop compelling client strategies.
- Excellent communication, executive presence, strategic thinking, and analytical skills, with the ability to translate market opportunities into execution.