Relationship Manager - Trade Sales

Job Description

To drive the acquisition, origination, structuring, execution and growth of Structured Trade & Commodity Finance solutions by identifying client opportunities, assessing risks, structuring bankable transactions, obtaining credit approval and managing client relationships throughout the deal lifecycle.
The role is responsible for achieving revenue, asset growth and portfolio quality objectives while ensuring compliance with credit, legal and regulatory requirements.

Key Responsibilities

1. Business Development & Origination

• Identify and acquire new Structured Trade & Commodity Finance clients across targeted industry sectors.

• Develop and execute a proactive sales and origination strategy.

• Build referral networks with Relationship Managers, Commercial Banking, Islamic Banking, Corporate Banking and other FirstRand divisions.

• Generate quality deal flow that aligns with STCF risk appetite.

• Retain and expand existing client relationships through cross-selling and value-added solutions.

• Meet agreed revenue, asset, profitability and pipeline targets.

2. Client Engagement & Relationship Management

• Conduct client visits and management meetings.

• Understand clients' business models, supply chains, trading cycles and funding requirements.

• Act as the trusted advisor on trade and working capital solutions.

• Maintain executive-level relationships with business owners, CFOs and financial managers.

• Ensure high standards of client service and responsiveness.

3. Deal Structuring

• Analyse commercial transactions and identify funding opportunities.

• Structure tailored trade finance solutions including:

  • Purchase Order Finance

  • Inventory Finance

  • Receivables Finance

  • In-Transit Finance

  • Escrow Structures

  • Transferable Letters of Credit

  • Back-to-Back Letters of Credit

  • Guarantees and Trade Instruments

  • Hybrid Trade and Working Capital Solutions

• Design risk mitigation structures aligned to the underlying transaction.

• Determine collateral, cash flow controls and security requirements.

4. Credit & Financial Analysis

• Perform detailed financial statement analysis.

• Evaluate business performance, leverage, liquidity and cash generation.

• Assess borrower, supplier and off-taker risk.

• Conduct industry and market assessments.

• Complete transaction cash flow modelling and stress testing.

• Prepare credit applications and investment motivations.

• Present recommendations to credit committees and approval forums.

5. Risk Assessment & Governance

• Ensure all transactions comply with STCF Credit Policy and regulatory requirements.

• Identify transaction, operational, country, commodity and counterparty risks.

• Recommend appropriate risk mitigants.

• Ensure compliance with internal mandates, legal requirements and policy frameworks.

• Manage problem accounts proactively and escalate emerging risks.

6. Deal Execution

• Coordinate deal implementation with Credit, Legal, Operations and Risk teams.

• Drive transactions through approval and fulfilment processes.

• Facilitate Deal Conclusion Forum (DCF) requirements.

• Ensure fulfilment of conditions precedent.

• Manage stakeholder alignment to achieve timely deal payout and execution

7. Portfolio Management

• Monitor portfolio performance and profitability.

• Conduct periodic client reviews.

• Manage renewals and facility increases.

• Identify early warning signs and deterioration in credit quality.

• Ensure annual reviews, covenant monitoring and compliance requirements are met.

• Optimise portfolio returns while maintaining acceptable risk levels.

8. Pricing & Profitability Management

• Structure transactions that achieve target returns.

• Negotiate pricing, fees and ancillary income opportunities.

• Ensure risk-adjusted returns are achieved.

• Contribute to portfolio profitability and capital efficiency objectives.

9. Stakeholder Management

• Maintain strong working relationships with:

  • Credit

  • Legal

  • Operations

  • Risk & Compliance

  • Product Management

  • Commercial Banking

  • Corporate Banking

  • Islamic Banking

  • External clients and advisors

• Promote collaboration across FirstRand businesses.

Key Performance Indicators (KPIs)

Financial

• New business revenue generated.

• Net interest income growth.

• Fee income generated.

• Portfolio profitability.

Business Growth

• New clients acquired.

• Pipeline value.

• Deal conversion ratio.

• Cross-sell opportunities realised.

Risk

• Portfolio impairments.

• Watchlist accounts.

• Policy compliance.

• Quality of credit submissions.

Service

• Client satisfaction.

• Deal turnaround times.

• Execution efficiency.

Essential Skills & Competencies

Technical

• Structured Trade Finance

• Working Capital Finance

• Financial Analysis

• Credit Assessment

• Cash Flow Modelling

• Financial Modelling

• Risk Assessment

• Trade Products

• Deal Structuring

• Negotiation

Behavioural

• Commercial Acumen

• Client Centricity

• Strategic Thinking

• Influencing Skills

• Problem Solving

• Relationship Building

• Results Orientation

• Resilience

• Attention to Detail

• Presentation Skills

Qualifications & Experience

Minimum Qualifications

• BCom Finance, Accounting, Economics or equivalent.

• Relevant banking or credit qualification.

Preferred Qualifications

• CA(SA), CFA, CIMA or postgraduate finance qualification.

• Trade Finance or Working Capital certification.

Experience

• 5–10 years' experience in:

  • Structured Finance

  • Corporate/Commercial Banking

  • Trade Finance

  • Credit Origination

  • Working Capital Solutions

• Proven track record in originating and executing complex transactions.

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Important Closing Date Note

Take note that applications will not be accepted on the below date and onwards, kindly submit applications ahead of the closing date indicated below.

01/08/26

All appointments will be made in line with FirstRand Group’s Employment Equity plan. The Bank supports the recruitment and advancement of individuals with disabilities. In order for us to fulfill this purpose, candidates can disclose their disability information on a voluntary basis. The Bank will keep this information confidential unless we are required by law to disclose this information to other parties.