Zonal Head - TBG (Trade Sales)

Hiring for: A leading private sector bank in India, offering a wide range of banking and financial services to corporate, retail, and institutional clients.

Role: Zonal Head - TBG (Trade Sales)

Experience: 10 to 15 years

Location(s): Mumbai

Salary: Up to INR 40 LPA

Key Responsibilities

1. Business Growth & Revenue Delivery

• Drive Trade Finance revenue growth and achieve fee income targets for the zone.
• Enhance wallet share from existing customers and acquire new-to-trade opportunities.
• Increase penetration of Trade Finance products across the Commercial Banking portfolio (50–500 Cr turnover clients).
• Own the Trade P&L for the zone, ensuring healthy revenue quality and portfolio mix.

2. Market Strategy & Execution

• Develop zone-specific Trade strategies in alignment with regional market dynamics and industry trends.
• Identify emerging business opportunities and design actionable plans to capture market share.
• Lead the execution of strategic initiatives through Regional Trade Sales and BU teams.

3. Team Leadership & Capability Building

• Lead, mentor, and guide Regional Trade Sales Managers across the zone.
• Build strong Trade Finance capabilities within relationship teams through training and joint client engagement.
• Foster a performance-driven culture and ensure effective succession planning.

4. Stakeholder Management & Collaboration

• Work closely with Business Zonal Heads, Relationship Managers, Credit, and Operations to deliver holistic client solutions.
• Collaborate with Product teams to improve offerings and market competitiveness.
• Ensure seamless coordination with cross-functional units for product push, compliance, and risk management.

5. Client Engagement & Portfolio Management

• Participate in key client meetings to position Trade solutions and close high-value deals.
• Strengthen portfolio quality by promoting structured, compliant, and high-yield Trade products.
• Monitor portfolio performance, risk indicators, and transaction behaviour at zone level.

6. Governance, Risk & Compliance

• Ensure adherence to internal policies, regulatory guidelines, AML/KYC norms, and product governance standards.
• Drive disciplined portfolio monitoring with timely actions on risk alerts, overdue documents, and compliance deviations.

Key Skills & Competencies

Functional Competencies

• Strong knowledge of Trade Finance products (LC, BG, BGI, Supply Chain, Export/Import Financing, EDPMS/IDPMS, etc.)
• Expertise in Trade P&L management and fee income maximization
• Understanding of Commercial Banking client needs and market landscape
• Ability to design and implement region‑specific market strategies

Educational & Experience Requirements

• Postgraduate in Business, Finance, or related fields (MBA preferred)
• 15 years+ of experience in Trade Finance, with at least 5 years in a leadership role