Director, Trade Asset Sales & Syndications

Job Summary

Role is very strategic in nature, a key enabler of bank’s strategic pillars around originate to distribute and improving the returns. This is a critical business enabling role for both Corporate and FI businesses since the person interacts with business and Credit stakeholders (Heads of businesses and their teams) on a regular day-to-day basis to support Trade Finance business for Hong Kong, Korea and Japan directly; and the global trade finance business indirectly as he/ she helps find investors based in Hong Kong, Korea and Japan, and solutions for deals originating out of other regions as well.

As a key member of Trade Asset Sales & Syndications (TASS) team, under Trade Distribution function, Syndicate & Portfolio Management, this role is an origination enabling one. Even though the current role is performed as a single person for the covered regions, this role influences and takes support from equivalent counterparts in other regions to access their investor bases and leverages multiple resources from Trade Credit Insurance, Trade Programs teams as well as from Middle Office and Back Office teams for execution of distribution / syndication

The role requires regular engagement with senior stakeholders in the bank both within and across the region, given the Bank’s continuous focus on growth, while managing deal & client level returns. Distribution is a central part for most Trade deals.
•    The role requires continuously bringing new investors for corporate/FI deals by educating them about new markets / risks and structures (conducting deal / country road shows) and the ability to take a view on underwriting & Syndicating deals.
•    The role leads and delivers syndications deal jointly with other partners across the bank, and within Trade Asset Sales & Syndications team. 
•    With new players (funds/ private credit) entering trade business, the role requires not only a deep understanding of both Trade products & Structures, but also an understanding of credit mitigation strategies (first loss/ mezz structures), various competing instruments for this risk (loans/ bonds) and also aspects around the right risk/price dynamics for these deals, for this new investor segment
•    Further, the role also requires a strong understanding of other verticals in the bank across Financial Market space, to help the bank originate & distribute trade deals using new structures such as Trade receivables securitisation / Credit Linked Notes/ Loans etc.

Job Responsibilities

•    Responsible for meeting all distribution needs of the regions in scope, across all distribution channels, by managing bank and non-bank investors directly and by coordinating with other investor managers from insurance and programs teams.
•    Interact regularly with Senior stakeholders across functions such as Relationship teams, Credit, Trade Sales, Product, SSD and help enable origination of new deals on back of distribution, crafting the distribution strategy for the region and effectively delivering the same.
•    Directly responsible for Trade Asset Distribution, and the management of trade assets for global distribution which have been originated from the regions in scope
•    Work towards achieving distribution objectives to help TB achieve better management of credit exposures, improved client delivery and management of RoRWA.
•    Work within the TASS team to ensure trade assets originated globally are offered and distributed successfully to investor clients in the respective regions.
•    Coordinate the end-to-end process for the management of all TB transactions booked in the regions that are elected for distribution.
•    For certain processes, the role has decision authority delegated, for example, using a particular distribution program, choosing the right investor for a deal, etc. For many others, there is a lot of collaborative engagement, in line with the defined process universe.
•    Develop and maintain FI investor relationships for the region for distribution and Syndication of trade assets. Work proactively and closely with TB sales and CIB to understand their pipeline needs and communicate TB’s distribution capabilities and market appetite and pricing.
•    To work closely with other units within TASS & TCI and to develop constructive alternative risk distribution conduits
•    Develop deeper investor base for the regions in scope.

Job Requirements

•    Bachelor degree holder or above 
•   Corporate Credit Risk Management Certification (CCQRMC) – Not mandatory
•    Skill and Experience: 
     - Cross-Selling
     - Customer Behavior and Preferences
     - Market Risk
     - Prospecting
     - Sales Proposals and Presentations
     - Selling
•   Language: Fluent in English; Cantonese preferred