VP Product Sales Trade and Working Capital -Construction, Building Materials, Chemicals and Mining

GTB UK is a key growth business within BBVA London branch. We offer trade and working capital solutions, cash management, advisory and customer funding solutions. The business constantly changes with macroeconomic conditions. As a result, all GTB business lines continue to evolve to provide optimum trade and working capital solutions, liquidity, and payment solutions to clients.

About the role

Reporting directly to the Head of GTB UK and Northern Europe, the role will be responsible for providing account management for existing clients, multinationals and develop new relationships with clients who have local presence in the UK including Northern Europe. The preferred candidate would have previously covered the construction, building materials, chemical and the mining sectors and is able to develop new relationships across the defined geographical remit. The candidate will also assist in the origination and end to end structuring of all GTB products related solutions.

• Develops client centric solutions to remove or reduce payment risk or facilitate working capital by employing trade finance and structure trade products (Standby Letters of Credit / Guarantees, Import Letters of Credit, Export Letters of Credit, or Documentary Collections, pre-payments, PXF, Inventory finance etc.) associated with client’s requirements.
• Collaborate with the GTB Branch Manager in defining the business strategy, business plan and budget.
• Identify and generate new trade finance business opportunities with current and prospect clients.
• Visit and call on clients proactively, occasionally accompanied by the Relationship Manager, offering funding and guarantees to the clients’ trade activity.
• Offer a comprehensive financial and technical advisory service adapted to the client’s financial profile and trade finance needs.
• Conduct the analysis of the operation, defining the funding structure proposal.
• Negotiate credit agreements with clients, multilaterals, export credit agencies, other financial institutions and legal advisors.
• Define and negotiate the contract’s terms and conditions in collaboration with Legal.
• Obtain the Risk approval.
• Register the proposal in the risk management tool and participate in different committees in order to defend the credit proposals.
• Preparation and supervision of all documentation required for the deals closing and administration.
• Close collaboration with the middle and back office units, especially with the local middle office teams for the guarantees administration and incidences management.
• Generate recurring income in order to meet the revenue targets that are set each year.
• Liaise alongside with CIB product units for fostering products’ cross-selling and with CIB support units for the deal execution.
• Register, modify and update customers’ business opportunities in the in-house client management tools and data sources.
• Stay abreast of the specific regulatory and compliance framework that may affect the trade finance products.
• Report to the GTB Branch Manager on a periodic and ad-hoc basis.
• Evaluate main performance indicators.
• Acts as first line of defence and understand the Bank’s risk appetite while balancing business goals and objectives.
• Understand and comply with all internal and external policies and procedures.

This role is suited to a detail-oriented individual with a client-centric focus, and a strong understanding of and demonstrated judgement related to financial sponsor clients, credit structuring and execution of GTB products, and risk. The successful candidate will be a strong advocate and trusted advisor for their clients, while balancing the requirements of GTB and the firm.

Requirements and Languages

• Strong knowledge of traditional trade finance and working capital product knowledge across various structures.
• Strong knowledge in construction, building materials, chemicals and mining sectors.
• Strong credit analysis.
• Strong capacity for teamwork.
• Excellent interpersonal skills including an ability to establish and maintain effective working relationships both internally and externally.
• Minimum 5 years of direct trade Finance, working capital.
• Previous exposure to credit origination and facility structuring.
• Excellent presentation, negotiation, and communication skills, both written and verbal as well as the ability to deliver compelling presentations.
• Ability to drive resolution of client issues.
• Undergraduate degree ideally complimented with an MBA &/or CFA.
• Spanish language desired but not mandatory.