As a GTS Client Manager, you'll be responsible for driving Global Trade Solutions (GTS) revenue growth across an existing portfolio (typically up to 300 customers), identifying incremental opportunities, and delivering strong client outcomes through effective account planning and consultative selling. You'll work closely with Relationship Managers and a broad range of internal stakeholders (including Product, Client Services, Implementation, Customer Groups, Marketing, Credit and Compliance) to structure solutions that balance risk and return, while ensuring fair customer outcomes and robust risk management. This role sits within Commercial Banking in Australia and requires a strong understanding of trade and receivables finance, the operating setting, and the end‐to‐end sales process, with a clear focus on operational excellence, compliance, and customer advocacy.
Responsibilities
* Maximise revenue growth across an existing portfolio through opportunity identification, conversion and utilisation management.
* Develop and execute robust account management plans, including calling plans, to achieve portfolio growth and wallet share gains.
* Identify and progress new sales opportunities, structuring appropriate solutions that balance risk and return.
* Manage an end‐to‐end sales pipeline in line with internal sales processes, ensuring effective closure of deals to capture revenue.
* Conduct annual and periodic reviews, proactively managing portfolio risks and escalating issues to senior management where required.
* Partner closely with Relationship Managers and internal stakeholders (Product, Client Services, Implementation, Credit, Compliance and others) to deliver coordinated client solutions.
* Maintain awareness of regulatory, legal, tax and audit considerations impacting customers and provide guidance where appropriate.
* Ensure all sales and account management documentation is complete, accurate and stored appropriately to support performance tracking and compliance requirements.
* Promote a strong risk and compliance culture, ensuring fair customer treatment, sales suitability, and effective management of financial crime and reputational risks.
* Liaise with Client Service teams and Centres of Excellence to support outstanding service delivery and client satisfaction.
Requirements
* Extensive knowledge of global trade and receivables finance products, services, techniques and market trends.
* Strong understanding of the competitive and regulatory environment and detailed knowledge of GTS front and back‐office processes.
* Detailed knowledge of credit and risk, including risk mitigation techniques; ability to liaise to obtain credit approvals supporting GTS facilities.
* Proven senior‐level sales and client management experience, including engagement with senior executives and a strong sales track record.
* Demonstrated ability to identify customer needs and deliver creative, flexible solutions across a broad product set.
* Strong credit assessment skills, particularly for complex and structured facilities with an international dimension.
* Strong business acumen and commercial awareness, with the ability to understand customers' businesses and fundamentals of running a business.
* Excellent interpersonal, stakeholder management and communication skills (written, verbal and presentation).
* Strong analytical capability, with effective time management, planning and organisational skills in a fast‐paced environment.
* Bachelor's degree (desirable) and GTS‐related industry qualifications (desirable).
* Preference will be given to candidates who hold Australian PR/Citizenship or New Zealand Citizenship, or who can demonstrate current unrestricted work rights in Australia without limitations.
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