Trade Relationship Manager

Job Description Trade Acquisition Manager

Position

Trade Acquisition Manager

Department

Sales / Business Development / Trade Finance

Location

[Location]

Experience

3–7 years in trade finance, banking, financial services, B2B sales, or client acquisition

Job Summary

We are looking for a dynamic and results-oriented Trade Acquisition Manager to drive the acquisition of new business clients and expand the company's trade finance portfolio.

The role will focus on identifying prospective customers, building relationships with exporters, importers, manufacturers, distributors, and SMEs, and converting opportunities into profitable trade finance relationships. The candidate will work closely with internal teams such as Credit, Operations, Trade Finance, Compliance, and Relationship Management to ensure smooth customer onboarding and transaction execution.

Key Responsibilities

• Identify and acquire new customers requiring trade finance and working-capital solutions.
• Develop and maintain a strong pipeline of prospective clients through market mapping, referrals, networking, and direct sales.
• Build relationships with importers, exporters, manufacturers, traders, distributors, and SMEs.
• Understand customer business models and identify opportunities for trade finance, working capital, and related financial products.
• Drive acquisition of products such as:
• Letters of Credit (LC)
• Bank Guarantees (BG)
• Import/Export Finance
• Pre-shipment and Post-shipment Finance
• Bill Discounting / Invoice Financing
• Supply Chain Finance
• Working Capital facilities
• Foreign Exchange and other transaction-banking solutions
• Conduct customer meetings and presentations and convert qualified leads into business relationships.
• Coordinate with Credit, Legal, Compliance, Operations, and Trade teams for timely onboarding and sanction/disbursement.
• Ensure adherence to KYC, AML, credit, compliance, and internal risk policies.
• Track acquisition targets, revenue, disbursements, transaction volumes, and portfolio performance.
• Cross-sell relevant banking/financial products to acquired customers.
• Maintain strong relationships with existing customers to generate referrals and repeat business.
• Monitor market trends, competitor offerings, and industry developments to identify new business opportunities.
• Prepare regular sales and pipeline reports for management.

Key Performance Indicators (KPIs)

• New customer acquisition
• Trade finance book growth
• Monthly/quarterly disbursement or transaction volume
• Revenue and fee income generated
• Number and value of active trade accounts
• Customer activation and utilization
• Cross-sell and wallet share
• Lead-to-conversion ratio
• Portfolio quality and compliance

Candidate Profile

• Bachelor's degree in Commerce, Finance, Business Administration, Economics, or a related field.
• MBA/PGDM in Finance or Marketing will be an advantage.
• 3–7 years of relevant experience in trade finance, corporate banking, SME banking, NBFC, fintech, or B2B financial-services sales.
• Strong understanding of trade finance products and processes.
• Proven track record in new client acquisition and business development.
• Strong knowledge of KYC, AML, credit processes, and basic financial analysis.
• Good understanding of financial statements and working-capital requirements.
• Excellent communication, negotiation, presentation, and relationship-management skills.
• Strong target orientation with the ability to work independently and manage a sales pipeline.