Industrial Trade Sales - VP

About this role

The Vice President (VP), Corporate Trade Sales – Industrial Portfolio is a client-facing professional responsible for driving strategic revenue growth, wallet penetration, and end-to-end deal execution across a sophisticated portfolio of large corporate clients within the Industrial sector. The Industrial Portfolio includes market-leading multinationals across heavy manufacturing, automotive, aerospace, chemicals, and capital goods. These companies are characterized by asset-intensive balance sheets, expansive global procurement footprints, and complex supply chains that require structured liquidity, working capital optimization, and risk mitigation. In this role, the VP acts as a trusted advisor, structuring customized solutions across both Structured Products (Supply Chain/Supplier Finance, Receivables,  and Trade Loans) and Traditional Trade Products (Standby Letters of Credit, Import/Export Letters of Credit, and Open Account solutions).

Team & Portfolio Context The Corporate Trade Sales team offers a dynamic opportunity to work across the entire spectrum of Trade and Working Capital products in a high-velocity, client-centric transaction banking environment. Operating within a highly matrixed global framework, the VP will serve as the primary bridge between corporate treasury teams and internal execution engines. The role requires frequent and influential engagement with senior internal stakeholders—including Corporate Banking (CB), Treasury and Trade Solutions (TTS) Global Solution Sales, Global Subsidiaries Group (GSG)—as well as trade-specialized functional partners across Legal, Product Management, Risk, Implementations, and Operations.

Key Opportunities & Value Proposition This assignment provides a high-performing professional with the opportunity to: • Drive Strategic P&L Impact: Manage and grow a high-value portfolio with direct responsibility for revenue targets and portfolio profitability.

• Manage Fortune 2000 Relationships: Establish, deepen, and navigate complex treasury relationships with senior C-suite and treasury executives.

• Lead Complex Structuring: Design and implement bespoke, multi-jurisdictional Trade and supply chain structures in partnership with Banking, Risk, and Product teams.

• Shape Market Strategy: Develop high-impact client strategies that respond proactively to macroeconomic shifts, supply chain digitization, and competitive dynamics.

Responsibilities:

1. Origination & Sales Advisory • Strategic Client Advisory: Engage directly with client treasurers and CFOs to analyze cash conversion cycles, identify working capital bottlenecks, and propose value-additive trade structures.

• Pipeline & Portfolio Growth: Build and maintain an active, high-yield deal pipeline, tracking transactions systematically from origination to close to meet or exceed financial targets.

• Systematic Cross-Selling: Identify and originate cross-sell opportunities within the existing portfolio, expanding client utilization from single-product transactions to integrated multi-product trade programs.

• Bespoke Marketing Campaigns: Develop and deliver highly customized pitch presentations, proposals, and marketing programs designed to address specific industrial sector challenges.

2. Deal Structuring & Commercial Negotiation • Innovative Solution Design: Customize global and domestic trade programs (such as Supplier/Receivables Finance or structured open-account facilities) tailored to complex supplier and buyer networks.

• Pricing & Yield Optimization: Formulate commercial pricing models, negotiate terms sheets, and ensure the portfolio achieves optimal return on risk-weighted assets (RWA) and balance sheet efficiency.

• Legal Documentation Negotiation: Partner with Legal and Product teams to draft, review, and negotiate specialized trade agreements and supplier onboarding documentation with clients.

3. Credit, Risk, & Portfolio Management • Credit Process Ownership: Lead the end-to-end internal credit and risk approval process, collaborating with Risk Management and Credit Officers to ensure robust underwriting and appropriate facility structuring.

• Portfolio Monitoring: Monitor portfolio health, tracking asset utilization, revenue performance, program ramps, and P&L dynamics to optimize capital allocation.

• Compliance & Due Diligence: Partner with KYC, Anti-Money Laundering (AML), and Sanctions compliance teams to ensure all transactions, supplier agreements, and client programs meet rigorous regulatory and internal standards.

4. Implementation & Matrix Leadership • Deal Champion (Post-Mandate): Act as the single point of contact and lead deal coordinator for both corporate clients and internal stakeholders throughout the deal lifecycle.

• Flawless Delivery Coordination: Partner with Implementations, Onboarding, Operations, Legal, and regional partners to deliver seamless program rollouts and supplier onboarding.

Qualifications: • Minimum Experience: 6-10 years of transaction banking experience, with a heavy emphasis on Trade Sales, Product Management, or Corporate Banking Client Management.

• Product Expertise: Prior experience structuring and executing Structured Trade Finance (Supplier Finance, Receivables/Payables Financing) and/or Loan Financing is highly preferred.

• Sector Familiarity: Prior experience managing Industrial, Manufacturing, Automotive, or physical supply-chain-heavy client portfolios is a distinct advantage.

Technical & Analytical Skills: • Financial & Credit Acumen: Solid understanding of corporate balance sheets, cash conversion cycles, working capital metrics, credit underwriting, and risk management policies.

• Digital & Productivity Tools: Advanced proficiency in Excel (for financial modeling and portfolio analysis) and PowerPoint (for executive-ready presentations).

Soft Skills & Competencies: • Negotiation & Presentation: Exceptional client management, presentation, and negotiation skills, with the ability to influence C-suite

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