WBCG:CoE Team and Trade

About Wholesale Banking Coverage Group (WBCG)
The Wholesale Banking Coverage Group (WBCG) focusses on doing business with customers such as the Government, Strategic, large and mid-corporates and the SMEs across industries like Infrastructure, Engineering, Chemicals, Oil and Gas, Metals, textiles etc. The Corporate lending business emphasizes on doing business with higher rated corporates with a focus on garnering a higher share of the cash flows by providing working capital facilities and also covers Institutional (foreign & domestic) clients.

About the Role
To drive execution for the Centre of Excellence as a sector-led business growth engine, with responsibility for developing sector expertise, identifying business opportunities, building client ecosystems, managing the opportunity pipeline, and supporting revenue-focused execution across identified sectors, clusters, and geographies.
The role will also support the growth of the Trade business by identifying Trade opportunities within client ecosystems and value chains, developing relevant Trade propositions, and partnering with Coverage, Trade Product, Risk, Credit, and Operations teams for structured solutioning and deal execution.
The role requires strong business acumen, a sound understanding of sector and client ecosystems, and working knowledge of Trade Finance, along with the ability to coordinate across multiple stakeholders and convert CoE-led opportunities into measurable business outcomes.

Key Responsibilities
Centre of Excellence and Sector Development:
.Build and institutionalise a deep understanding of identified sectors, including sector dynamics, client ecosystems, value chains, emerging trends, regulatory developments, and key opportunity areas.
.Drive business origination and pipeline creation across priority sectors, clusters, and geographies through focused market development and client engagement.
.Strengthen the Bank's presence across identified sectors and markets by supporting acquisition, relationship activation, and business development initiatives.
.Map sector ecosystems comprising anchor clients, suppliers, dealers, distributors, intermediaries, partners, and other relevant participants to identify potential business opportunities.
.Build and deepen relationships with clients, industry bodies, intermediaries, ecosystem partners, and other relevant stakeholders to generate a sustainable business pipeline.
.Develop sector-specific propositions, playbooks, client engagement approaches, and go-to-market models in partnership with Business and Product teams.
.Support CoE-led campaigns, client programs, and focused business initiatives to improve sector penetration, client acquisition, product adoption, and business momentum.
.Track opportunity pipeline, quality, movement, and conversion across sectors and clusters, and provide visibility through structured reporting and periodic business reviews.
.Analyse pipeline progression and identify gaps affecting opportunity development, stakeholder engagement, solutioning, or conversion.
.Partner with cluster, regional, and business teams to translate sector priorities and CoE strategies into local execution plans and measurable business opportunities.
.Develop market intelligence on sector trends, client developments, competitor activity, ecosystem opportunities, and evolving customer requirements.
.Share sector insights, successful business approaches, client use cases, and best practices across business teams to support wider adoption and replication.
.Support strategic client pitches, senior management reviews, sector forums, and business discussions through relevant insights, opportunity analysis, and proposition inputs.

Trade Business Development and Solutioning:
.Identify Trade business opportunities across client ecosystems and value chains by understanding trade flows, supply chains, working capital requirements, and transaction patterns.
.Work with Coverage and Trade Product teams to originate Trade opportunities and improve penetration of suitable Trade Finance and Transaction Banking solutions.
.Support structured Trade solutioning and deal execution in partnership with Coverage, Trade Product, Risk, Credit, Operations, Legal, and Compliance teams.
.Facilitate the progression of Trade opportunities through solution development, credit evaluation, documentation, onboarding, implementation, transaction activation, and revenue realisation.
.Develop sector-specific Trade propositions and use cases based on client requirements, industry practices, transaction flows, and value-chain opportunities.
.Identify opportunities to improve Trade product penetration, transaction volumes, utilisation, fee income, and wallet share across existing and prospective client relationships.
.Track Trade pipeline quality, deal progression, conversion, and revenue contribution through structured reviews and reporting.
.Identify bottlenecks affecting Trade deal execution and facilitate coordination across stakeholders for timely resolution and closure.
.Support Trade-focused client campaigns, ecosystem programs, strategic pitches, and business interventions to improve Trade penetration and revenue momentum.

Key Outcomes / Metrics
.Business sourced and revenue contribution through CoE-led initiatives.
.Pipeline build, quality, progression, and conversion across identified sectors and clusters.
.Sector and geography-level business growth and activation.
.Client acquisition and penetration across identified sector ecosystems.
.Development and adoption of sector-specific propositions, playbooks, and engagement models.
.Business generated through CoE-led campaigns, ecosystem programs, and client initiatives.
.Trade business sourced and revenue contribution from identified clients and ecosystems.
.Growth in Trade product penetration, wallet share, utilisation, transaction volumes, and fee income.
.Number and value of structured Trade opportunities originated and converted.
.Timely resolution of dependencies affecting business conversion, Trade implementation, transaction activation, and revenue realisation.

Qualifications
.Strong business development, sector analysis, and execution orientation.
.Ability to understand client ecosystems, sector value chains, and business opportunities.
.Sound knowledge of Trade Finance products, trade flows, and transaction banking solutions.
.Strong stakeholder management across Coverage, Product, Risk, Credit, and Operations teams.
.Strong analytical ability to assess pipeline quality, prioritise opportunities, and improve conversion.
.Data and AI-led approach to market analysis, client targeting, pipeline prioritisation, and business outcomes.

Role Proficiencies:
Experience in Wholesale Banking, Corporate Banking, Commercial Banking, SME Banking, Transaction Banking, Trade Finance, sector-focused business development, or a Centre of Excellence role. The incumbent should have demonstrated exposure to business origination, pipeline development, client engagement, sector or ecosystem mapping, and multi-stakeholder deal execution. A sound understanding of Trade Finance products, client trade flows, working capital requirements, and structured Trade solutioning is required. Experience working with Coverage, Product, Risk, Credit, and Operations teams across sectors, clusters, or geographies would be preferred.