AddressAssociate Director - Distribution Sales
One of our clients, is a Singapore Based Startup - Global fully digitized Trade Finance platform is looking for an ambitious individual with an entrepreneurial spirit to join their Commercial / Distribution team. The individual will have a positive and friendly attitude with three primary areas of responsibilities: (1) prospecting, onboarding new funders (primarily banks but also others including asset management companies) to distribute supply chain finance ("SCF") assets originated by the organization; (2) driving end-to-end execution of these distribution opportunities working closely with organization's Origination Structuring & Solutioning team ("S&S); and (3) leading distribution-related business enablement initiatives.
Responsibilities:
Prospecting and managing funders:
- Contribute to organization's funders acquisition strategy. The focus will be on banks including foreign branches in Asia.
- Prospect new funders and manage funders relationships thereafter in accordance with this strategy and relevant organization policies/ processes
- Close financing facilities for organization which will give the platform access to committed liquidity
- Build marketing materials to engage funders with insightful conversations
- Negotiate NDAs in close consultancy with our Legal team
- Synthesize and relay investor feedback to the Origination team to ensure more targeted deals
- Record investor data and engagement diligently on organization's systems
- Service funders, by rallying relevant organization teams where necessary, through the post-transaction cycle including programme modifications, investment events, complaints handling, etc.
Driving end-to-end execution of distribution opportunities:
- Lead and coordinate all aspects of deal execution from due diligence, commercial negotiation, and legal documentation to tech/ operational setup, including mutual onboarding
- Work closely with the Structuring & Solutions team to ensure investor materials/ investment theses are high quality and funder-ready
- Manage funders' due diligence processes and respond to questionnaires by delivering knowledge from various organization teams
- Drive legal documentation and negotiation in consultation with the Origination, S&S team, Legal, and Management teams `
Leading distribution-related business enablement initiatives:
- Project manage execution of initiatives to further organization's distribution capabilities
- Actively participate in product development in close collaboration with Origination, Legal, and Risk teams
- Collaborate with internal teams such as Digital Solutions, Risk & Compliance, Data & Technology, and others to deliver these initiatives
- Drive continuous improvement of organization's systems and tools e.g., MIS, CRM, Funder Portal
- Contribute to improving organization's commercial and control/ governance framework especially as it relates to investors and distribution
Role specific technical competencies:
- Expert-level technical knowledge in Trade Finance, especially in SCF and open account trade
- Successful track record in distributing, syndicating trade assets, in particular with regards to Open Account transactions
- Successful track record in securing financing facilities from funders
- Excellent knowledge of active funders in the Trade Finance assets space, especially bank funder(s) and specialist asset managers. Deep understanding of their investment criteria, decision making processes & internal and important stakeholders
- Excellent institutional sales, negotiation, and stakeholder management skills
- Interested/motivated to join a FINTECH & able to work in a fast paced environment
- Growth mindset, appetite for innovation
- Highly articulate in verbal and written communication and to-the-point presentations
- Strong track record of cross-functional project management
Qualifications (training, licences, memberships, and certifications):
- Bachelor or master's degree in Business, Finance or equivalent is required
- At least 5-7 years of experience in a similar capacity i.e., Trade Finance distribution/ syndication/platform partnerships
- Experience in the commercial department of a bank Trade Finance department or with a leading tech enabled platform would be preferred
