CB- Sales Specialist - Associate / AVP

Institutional Cash and Trade (ICT) works with banks world-wide fostering and enabling Deutsche Bank’s clearing and documentary trade flow business with these clients, both in- and outbound.

The ICT Accountable Client Officer (“ACO”) will report to the Director & Client Manager, Institutional Cash and Trade, Middle East and Africa. The ACO will be an integral part of the Sales team, coordinating client interactions and acting as back up to Sales team when they are traveling. The ACO will originate, arrange and facilitate transactions of letters of credit and trade-related guarantees from the banks we cover, destined into Deutsche Bank’s global network of trade finance locations. Reversely, we help our branches to issue instructions, on behalf of Deutsche Bank’s corporate clients, to the banks we cover. The ICT ACO will also work in close coordination to support the lead Cash FI ACO with clearing products and support functions. In coordination with other areas of Corporate Bank and Investment Banking, we have to ensure that Deutsche Bank’s Know-Your-Customer (KYC) requirements on these clients and for our particular business are fulfilled and documented.

Your key responsibilities :

1. Taking responsibility for selling the entire range of Trade and Cash FI products to Financial Institutions (FIs) located in Middle East and Africa region, with particular expertise on South and East Africa. The product range consists of traditional trade products (such as LCs, guarantees, and collections), FI Financing, trade reimbursement services, structured short-term trade finance (e.g. Structured LCs) and electronic banking products. In addition support will be provided to the lead ACO covering Cash FI products in the market.
2. Being in charge of Know-Your-Customer (KYC) reviews and on-boarding of new customers as well as taking accountability for FI client relationships (as “Accountable Client Owner”).
3. Coordinating and corresponding internally and with clients in cases of off-boarding legacy clients.
4. Supporting the organization and management of client events (e.g. product presentations at seminars).
5. Analyzing trade flows and internal MIS data to identify business opportunities.
6. Preparing marketing material, customer presentations, and business proposals.
7. Reviewing existing price schemes, conducting profitability analysis and initiating respective action to ensure that FI customer relationships are profitable.
8. Liaising with Product Management for new and innovative solutions.
9. Keeping dialogue with CRM on determining credit lines for FIs as well as DB's credit appetite (including country limits).
10. Interacting / Cross-selling with other areas of the bank, such as STEF, SeS and ICG.

Your skills and experience :

1. University degree (preferably with a major in economics, business administration, or similar field of study) or equivalent professional experience.
2. Relevant work experience in GTB business, esp. Trade Finance in Sub Saharan African markets.
3. Strong understanding of all trade finance products.
4. Motivated team player with strong interpersonal skills and multi-cultural understanding.
5. Ability to communicate effectively at varying levels of seniority (internally and externally).
6. Creative (e.g. when preparing marketing material, such as business proposals) and innovative (e.g. when structuring trade finance deals) working style.
7. Client-centric attitude, while living the values of Integrity and Discipline in assuring the bank does not incur financial, non-financial, or reputational risk.
8. Effective and concise communicator in English (verbally & in writing) paired with good presentation skills. Additional knowledge of Arabic and French is helpful.
9. Easiness with the Microsoft Office Suite (especially Excel, Word, PowerPoint).

How we’ll support you :

1. Flexible working to assist you balance your personal priorities.
2. Coaching and support from experts in your team.
3. A culture of continuous learning to aid progression.
4. A range of flexible benefits that you can tailor to suit your needs.
5. Training and development to help you excel in your career.