Executive Director, Working Capital Management, Tbsd

**Executive Director, Head of Working Capital Management, Transaction Banking Solutions Dept., Asia (TBSD)**

**Job Purpose**:
The transaction banking working capital management role originates, structures, and manages (complex) working capital financing solutions (receivables and payables based) typically on a limited or non-recourse basis. These include Receivables Finance and Supplier Finance solutions. The role will establish the right balance of payments, receivables, inventory, cash & liquidity value proposition for corporate & commercial clients. The role will deal with the trapped cash, undermining the value of balance sheet and hampering the growth opportunities. The role will bring a consultative and data driven approach to find the optimal working capital solution across payments, receivables, and supply chain finance that can optimize the value of the balance sheet.

The person will work in close collaboration with various functions within TB and functions outside TB across APAC and East Asia to deliver optimal operational framework. The role reports to regional head of product cash & trade.

**Responsibilities**:

- Provide end to end structuring, solutioning and commercialization of complex working capital solution across cash & trade products.
- Originate new business opportunities through effective networking and collaboration internally and externally.
- Analyze client needs, identify opportunities, and propose receivables or payables solutions with Trade Solution Sales and coverage team.
- Act as Deal Team leader in the negotiation of deal terms, structuring and execution of new transactions.
- Institute a bespoke approach to determine the best possible working capital plan to match client’s business’ needs.
- Facilitate improved forecasting process using the power of data to maximize balance sheet value.
- Combine global & regional solutioning capabilities with local-market knowledge to provide for the best of both worlds to clients.
- Providing advisory services to improve working capital ratios using industry benchmark data.
- Conduct proper due diligence and client filtering to ensure proper identification of client’s requirements against an appropriate cash & trade solution fit.
- Review/negotiate customized facility documentation, applicable credit insurance policies as well as associated legal opinions.
- Provision of inputs to the credit workshopping process, putting up the trade credit assessment checklists, obtain internal trade approvals and provide structural inputs during the credit assessment process.
- Partner with implementation teams to ensure smooth delivery of mandated.
- Partner with CBAP, JBAP, GTFD and work closely with product management to structure and execute both regional and local deals of a complex and bespoke nature.
- Provide feedback to technology on market and digital trends/client requirements that may impact product design/platform development.
- Define solution & commercialization roadmap across key levers such as client segment, sales process, operational process, and digitization.
- Review & refine processes from time-to-time to keep it fit-for-purpose.
- Recommend digital solutions to achieve process efficiency.

**Requirements**:

- Robust product/domain knowledge in payable & receivable financing.
- At least 10 to 12 years of relevant experience in a leading financial institution or service provider.
- Thorough understanding of credit risk, trade solutions and a proven track record in deal structuring/- and execution.
- A proven track record in receivables purchase/factoring programs, supply chain finance and/or in receivables securitization is preferred.
- A proven track record in trade finance (documentary, open account) is an added advantage.
- Strong track record in new business development and client-facing advisory experience with broad knowledge of cash & trade solution.
- Comfortable in interfacing directly with both internal and external stakeholders at senior levels with strong ability in stakeholder management.
- Proven ability to lead and manage structuring/solutioning deal teams consisting of senior team members (MD/ED) to pitch, structure and deploy bespoke working capital solutions across multiple booking locations in APD region.
- Strong communication and writing skills with attention to details in reviewing and providing accurate assessment of legal, credit, compliance, operational, regulatory etc considerations will be critical.
- Collaborative in nature with ability to foster effective working relationships with JBAP, CBAP, TB Sales, GTFD sales, product management, Credit, Legal and Compliance teams is key.
- Degree in business or finance/accounting, or economics.

**Key Performance Indicators**:

- Business development metrics across various client segments and pipeline building of payable & receivable financing opportunities.
- Client engagement metrics including client calls, customer journeys workshops etc.
- Digitalizat