Senior Associate, Relationship Management

Senior Associate, Relationship Management - Private Sector (Russian Speaking)

JOB PURPOSE
This role is responsible for implementing 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 a Senior Relationship Manager. 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): _
- Source and assess opportunities, identify bankable prospects in target regions, grow and develop new/existing business relationships_. _Act as focal point for the clients or supporting the Relationship Manager throughout the deal cycle, from deal generation to deal closure.
- Liaising 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 solution including structured trade commodity transactions etc).
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 with prospective clientele on the proposed Term Sheet in line with the relevant guidelines at ITFC.
Deal Execution:

- Support the Senior Relationship Manager with the 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, repayment, and renewals
- 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 Gathering:

- 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.
- Any other relevant assignment as may be required from time to time.
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 strategies for effective penetration and lead generation in the designated region for ITFC’s Trade Finance offering.
- Contribute to the sales planning by delivering market information of their respective segments/markets to the responsible Senior Relationship Manager.
- Contribute to maintaining relationships with clients in the designated region and overseeing the upstream investment process in order to ensure seamless implementation.
- Contribute to ensuring ITFC’s visibility activities are maximized with internal and external stakeholders to support the ITFC brand awareness and trade finance business.
Qualifications & Other Certifications
- Bachelor Degree, preferably with a specialization in Finance/Accounting/Economics/International Business/Trade
Language Skills
- English and Russian are compulsory
- Arabic is preferable