Institutional Clients

Roles & Responsibilities

Job purpose:

The FK-ICTBS Specialist Cash/Trade Intl. is either specialized in Cash Management or Trade Finance products and services and responsible for identifying the areas of corporate clients' demands and needs as well as consequent exploration of sales potentials and acquisition of new business. In several locations it could be possible that he/she is not specialized in Cash Management or Trade Finance products. In this cases he/she will work in an Allrounder position. Moreover, he/she is in charge of developing concepts for maintaining and expanding relationships with existing clients as well as newly acquired ones. Pursuing those tasks, he/she orients himself/herself to the company strategy and business policy of Commerzbank and closely works together with relationship managers and other specialists, supporting and cooperating in a team and task oriented manner.

Key activities:

Sales

• Revenue responsibility for an assigned client portfolio
• Independent, professional and sales oriented advisory and service for corporate clients in the area of responsibility, prioritising the clients according among other criteria, by revenue and potential revenue generation
• Advisory and service towards the client considering clients' special needs and taking the bank's economical and capital requirements, rules and regulations as well as compliance related tasks into consideration
• Specialist Cash/Trade Intl. is responsible for global party and thus for the worldwide revenue responsibility in Cash management and/or Trade Finance area
• Trade Specialist mainly:
  
  Analysis of clients' needs and the creation of solutions and concepts regarding international trade finance business, export financing, import financing, tender management, and currency business
• Cash Specialist mainly:
  
  Analysis of clients' needs and the creation of solutions and concepts regarding international cash services and cash management business, tender management, and currency business
• Close cooperation and coordination with other members of the client service team incl. relationship managers and specialists
• Planning and executing of sales initiatives, including proactive tender management, monitoring and realization of agreements taken with clients (e.g. contract negotiation with clients, and colleagues responsible for legal topics and Relationship Management)
• Monitor competitor and market movements and planning accordingly
• Responsible for revenue-oriented exploration of pricing competencies, acting in accordance with pricing rules. Excellent knowledge of the bank's tools to estimate revenues, calculate price break-even, risk-weighted assets etc.
• Participate in market events, client events and qualification seminars of the bank as attendee and speaker/advisor, enrol in relevant associations etc.

Compliance

• Responsible, together with the respective local and/or global business/support/product unit, to the best of his/her knowledge and to the extent possible, and always within means and capacities provided by the bank, to comply with the local laws and provisions (amongst other things, regulatory requirements, labour laws, tax and commercial laws), as well as the relevant internal regulations of Commerzbank
• Observe the bank's rules of action, policies and regulations, including, but not limited to, regulations on competences, limits, regulations pursuant to Comrules in Comnet, Code of Conduct, Compliance Regulations (Sanctions, embargos, Anti Money Laundering, Know Your Customer, Fraud prevention, Markets, Anti-Bribery and Corruption rules etc.) and ensuring compliance with first line of defence responsibilities
• Support of the colleagues that are responsible for KYC processes for Corporate Clients with respect to trade finance and cash management products: Ensuring adequate knowledge of the client and understanding of its business nature to comply with first line of defence principles, which includes local legislation, internal regulations of the bank aimed at Anti Money Laundering (AML) and Counter Financing of Terrorism (CFT)

Miscellaneous

• Support junior staff
• He/she owns competences (e.g. pricing competences) that he/she uses in a responsible and profit-conscious manner within the framework of guidelines
• Provide information to the responsible Regional Head International about special business activities and developments in his/her area of responsibility
• Individually agreed responsibilities (after confirming with the Regional Head)
• Depending on local specifics and staffing it could be necessary that Sales Cash Specialist has to deputise Sales Trade Specialist or vice versa within location or in exceptional cases across countries

Formal education:

• Apprenticeship in banking, preferably completed with 'Bankfachwirt', or
• Completed Dual Study (combination of apprenticeship or job with university or university of applied science), or
• Completed University or University of Applied Science study, or
• Proof of other adequate qualification
• Cash Management: Cash Management Certificate to be determined (or enough working experience depending on ComMap)
• Trade Finance: Trade Finance Certificate to be determined (or enough working experience depending on ComMap)

Detailed Requirements for each career level

CC 03

• Holistically approaching problem scenarios
• Interpreting clients' needs and identifying related requirements moreover proactively developing solutions for clients with individual requirements and needs
• Actively controlling and managing revenues identifying and managing portfolio-related risks

CC 04

• Representing the company in the field of responsibility and openly sharing knowledge with colleagues
• Proactively analysing customer (existing and prospective customers) scenarios, creatively developing ideas and solutions for the client and advising in the field of competence
• Long-term view on customer scenarios as well as appropriate solutions for customers with specific and non-trivial problem situations
• Anticipation of business background and development of customers

Tell employers what skills you have

Anticipation
Defence
Currency
Legislation
Anti Money Laundering
Relationship Management
Interpreting
Trade Finance
Fraud
Cash Management
Prevention
Tender Management
KYC
International Trade
Contract Negotiation

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