Vice President - Trade & Working Capital Sales

Do you want your voice heard and your actions to count? Discover your opportunity with Mitsubishi UFJ Financial Group (MUFG), one of the world’s leading financial groups. Across the globe, we’re 120,000 colleagues, striving to make a difference for every client, organization, and community we serve. We stand for our values, building long-term relationships, serving society, and fostering shared and sustainable growth for a better world. With a vision to be the world’s most trusted financial group, it’s part of our culture to put people first, listen to new and diverse ideas and collaborate toward greater innovation, speed and agility. This means investing in talent, technologies, and tools that empower you to own your career. Join MUFG, where being inspired is expected and making a meaningful impact is rewarded.

OVERVIEW OF THE DEPARTMENT/SECTION

MUFG has a developing and thriving Transactional Banking business, headquartered in Tokyo and spanning all continents. Transaction Banking, EMEA (incorporating Europe, Middle East and Africa) forms part of MUFG’s Global Transaction Banking Division. Our key responsibilities are to drive regional business and support global & regional clients with Transaction Banking solutions for Cash and Liquidity Management, Foreign Exchange, Trade and Working Capital through a comprehensive suite of proprietary and 3rd party digital channels. We support our local and international cash management services for our Corporate, FI and NBFI client base. Transaction Banking EMEA consists of Trade, Working Capital, Cash and Liquidity Management solutions for our chosen client base and comprises of product, sales, implementation, client services, planning and risk functions.

MAIN PURPOSE OF THE ROLE

Responsible and accountable as a Business Development Manager – “BDM” (Trade & Working Capital Finance) for working with coverage bankers and product partners in growing the baseline of Transaction Banking EMEA’s business with a designated portfolio of existing clients (“sales”) and to identify and develop new client and business acquisition (“origination”) across a mix of global corporate clients primarily based in Europe and Africa but managed out of the UK. Role holder will be a SME in trade and working capital finance solutions and applicable UK &/European regulatory landscape. The Sales BDM is a key transaction banking product contact point for coverage partners and clients.

KEY RESPONSIBILITIES

• Sales – Responsible and accountable for growing the baseline of trade finance revenues and enhance returns from existing clients in a designated portfolio to meet individual and EMEA team regional/booking center targets in addition to origination of the same into the MUFG global network.
• Origination – Responsible and accountable for working with the coverage partners across the EMEA region to identify and acquire new trade & working capital clients and new to bank business opportunities with existing clients in a designated portfolio to meet individual and EMEA team regional/booking center & global ‘network’ targets.
• Accountable for defining and executing client strategy for a designated client portfolio including account and wallet planning progression, identifying key targets and focus solutions in collaboration with coverage and product partners.
• Responsible for achieving individual pipeline targets and demonstrate role model pipeline management skills and behaviours across all trade & working capital products and solutions.
• Responsible for diversifying the revenue source of a designated client portfolio by cross selling the entire suite of trade & working products and avoiding selling just one or two products in pipelines and mandated business.
• Responsible for managing the process of responding to regional and global RFIs/RFPs on a designated client portfolio while coordinating input from across the GTB functions and regions.
• Accountable for developing strong, effective working relationships across all key stakeholder groups, including transaction banking product, client implementation, risk, coverage, compliance, legal etc. within EMEA and across the other regions.
• Be the first line of defense in the mitigation of all trade and working capital deal related matters on a designated client portfolio pertaining to compliance, legal and risk and to share learnings within the wider Transaction Banking UK sales team.
• Escalate any supposed weaknesses or breaches and work with appropriate colleagues to pro-actively contribute to the continual improvement of our risk identification and management framework and processes.
• Fluency in industry, risk, technology and funding issues impacting treasury, finance, procurement and risk elements of corporate treasury, finance and procurement centers.
• Working capital fluency, identification of strategies and collaboration across the bank product partners outside Transaction Banking to deliver a one MUFG proposition.
• Responsible for formulating and providing coaching and/or training to appropriate team members and internal stakeholders to ensure the continual up-tiering of the level of understanding of trade and working capital within MUFG and also the sophistication of our planning, sales and origination efforts.
• Represent MUFG trade and working capital at internal and external industry and client events.

WORK EXPERIENCE

Essential: A minimum of 7 - 10 years Vice President level trade and working capital sales experience at a Tier 1 global financial institution. Proven track record of adapting to different operating environment and market conditions. Experience of senior client global corporate / MNC & FIG sales and management within a comparable trade and working capital sales role. Demonstrated revenue growth across a 2-year business cycle and ongoing enhancement of critical factors such as new to bank revenue, utilization, balance sheet optimization and diversification of cross sell revenue. SME knowledge of European, African and Asia markets including competitive landscape.

Preferred: Experience within transaction banking environments and use of emerging technology solutions an advantage.

SKILLS AND EXPERIENCE

Functional / Technical Competencies:

Essential: Strong technical knowledge across all trade and working capital finance products, regulatory and industry trends. Solid experience with platforms – bank owned as well as third party and emerging working capital finance themes and technology. Strong knowledge of changing regulatory and industry climate in terms of Basel 3.1, CRD 6 etc. Developed influence and negotiation skills. Strong communication and able to operate at all levels – written, verbal, presentation material etc. Strong understanding of risk and market environments across the trade and working capital spectrum – including credit, legal, compliance, implementation, operations etc. Strong analytical skills to aggregate, collate and make actionable insights from complex clients and market data to identify opportunity, client efficiencies and bank/client mutual benefit. Experienced in active participation in business & credit committee reviews.

PERSONAL REQUIREMENTS

Excellent communication skills. Results driven, with a strong sense of accountability. A proactive, motivated approach. The ability to operate with urgency and prioritise work accordingly. Strong decision making skills, the ability to demonstrate sound judgement. A structured and logical approach to work. Strong problem solving skills. A creative and innovative approach to work. Excellent interpersonal skills. The ability to manage large workloads and tight deadlines. Excellent attention to detail and accuracy. A calm approach, with the ability to perform well in a pressurised environment. Strong numerical skills. Excellent Microsoft Office skills.

We are open to considering flexible working requests in line with organisational requirements. MUFG is committed to embracing diversity and building an inclusive culture where all employees are valued, respected and their opinions count. We support the principles of equality, diversity and inclusion in recruitment and employment, and oppose all forms of discrimination on the grounds of age, sex, gender, sexual orientation, disability, pregnancy and maternity, race, gender reassignment, religion or belief and marriage or civil partnership. We make our recruitment decisions in a non-discriminatory manner in accordance with our commitment to identifying the right skills for the right role and our obligations under the law.