Ahsan Raza

Our services include end to end advisory on corporate finance and investment banking structures and available debt and capital market / syndications opportunities. Handling of letters of credit, guarantees, SBLCs and indemnities which best serve the interest of our clientele with legal and financial coverage at competitive pricing. Operating as a trade & supply chain advisory boutique specializing in international trade & payments financing, identifying competitive trade routes for supply chain solutions while working closely with financial intermediaries, insurance firms & alternate financing providers. Also, we provide guidance of various Compliance regimes affecting international trade & payments flows in the light of ever evolving regulatory guidelines and frameworks. Our clients include small and medium size enterprises, corporates & commercials & financial institutions from both developed and emerging markets. For our clients, we serves as a “One Stop Shop” where they can get both off the shelf as well as customized solutions for their various financing needs in the area of International Trade and Supply Chain Management.

Prepare spreadsheets and underwrite credit applications (annual reviews/ new proposals) of corporates/ commercials. Establishing financing lines with due focus on risk analysis and mitigants in terms of financial, business, operational, management and environmental factors duly supported by the financial highlights addressing key factors in accordance with the bank's Policy. Review and approve specific draw down requests. Developed understanding of complex legal documents (e.g. loan agreements, security documents) for credit transactions. Maintaining/exceeding established standards and targets while adhering to all credit policies, procedures and guidelines. Optimize credit opportunities by assisting partners in adjudicating, structuring, packaging and authorizing credits. Assessing credit worthiness of prospective customers and approving / recommending credit terms and limits appropriate to the customer’s requirements on corporate & commercial accounts. Assist Relationship Managers with proper pricing of loans to ensure profitability of borrower relationship.

Coordinate with dealers on day to day basis for placement of transactions in systems i.e. FortiClient and VMware Horizon. Work on credit approvals with mutual funds credit team. Monitor clients limit and seek enhancements & maneuver limits within various funds. Monitor fund’s performance update market bulletins. Undertake full KYC of Clients & seek compliance approvals. Manage high volumes.

 My client coverage role involved building and maintaining relationships Corporates, global, regional and local banks and (NBFI’s).  Total Corporates : 140 ~ portfolio managed : USD 70 million - yoy Growth of corporate loan book by 28%. Cross sell trade and deposit based products of USD 40 million. Prominent names: Gul Ahmed Textile, Al Karam, Kia Motors, Indus Motors (Toyota), Amreli Steels, PARCO, Pak Refinery Ltd, Ismail Industries, Gatron Group, National Foods, Shan Foods, K-Electric, Pak Cables & Pharma industry names.  Remained proactive to client planning across the portfolio collaborating with product partners and senior management. Improved corporate department efficiencies by stressing on faster turn arounds of credit approvals by introducing standardised credit memos templates.  Ensuring strong deal planning and pipeline management by focussing on high return and big ticket lucrative transactions. Identify and develop 4 to 5 new leads each month. Team resources are deployed on working closely with the GTB Sales team to understand client’s needs and provide GTB client offerings that support client objectives. Review and continuously monitor performance of existing accounts & clients relationships.  Responding promptly and expertly to client, internal partner and correspondent bank inquiries, issues, and complaints developing workable solutions. Ensure irregularities with respect to the securities held are reported and appropriate follow up diarized.  Review Offer Letters to ensure compliance to approved credit and Bank policies. Perform security reviews for individual client.  Provided customized structured trade solutions i.e. supplier’s finance, receivables finance, improving working capital by extending payment terms. Ensure compliance of Bank’s Target Market, Credit Policy and SBP regulations and KYC/CDD.

• • Maintained and developed relationship with new and existing FIs and Non-Bank Financial Institutions (NBFIs) relationships to facilitate timely & accurate transactional banking business meeting SLA requirements. Generated deposits of USD 20 million and manage & grew NBFIs assets portfolio to USD 11 million. Monitor industry trends and regulatory agencies for any changes which may impact clients. • Assisted corporate bank in targeting trade business by joint marketing pre and post shipment financing, supply chain credit solutions, export finance, project related trade finance. Arranged liquidity for corporates to facilitate goods flow and connected counter parties. • Provide customized structured trade solutions (supply chain finance)i.e. supplier’s finance, receivables finance, improving working capital by extending payment terms, early discounted payments improving cash flows hence increase volumes.

Built and maintained strong relationships with existing and prospective clients through deep understanding of client needs and alignment of our products/services to ensure smooth correspondent and commercial banking operations of the bank. Introduced structured FI products i.e. CDS, CLN, bilateral loans to FIs, unfunded risk participations in both funded loans and trade finance transactions etc. Also establish and monitor country limits. Provided high quality sector, competitor and client analyses in support of marketing strategy, and credit processes. Established an effective working relationship with Risk Management. Actively adhered to effectiveness of day-to-day business controls vis - vis operational risk, regulatory compliance risk, AML&ATF & Operational Risk Management. Participated at various levels in both primary and secondary syndicated term loan transactions in order to generate revenue. Review and continually monitor performance of existing accounts and client relationships. Evaluated product offerings by international banks to the best of FGB’s benefit and negotiate effective and competitive products and services in treasury, trade finance, investments, payments and retail banking areas of the bank. Implemented supply chain concept and make joint calls with corporate bank to grow import business. Held good working knowledge of ICC rules, URDG 758 and UCP 600. Created pitch books and participate in client presentations, both trade and multi-product.

Actively managed HSBC Group’s global relationships with FIs and NBFIs in MENA. Marketed HSBC Group's Payments & Cash Management, trade finance, debt & capital markets, forfaiting and risk distribution, securitization, banknotes, insurance and sub-custody products and services. Assisted treasury in marketing structured treasury products i.e. IRS & structured notes to customers. Marketed syndicated finance transactions of both corporates and banks to relationship names raising term loans for HSBC's customers. Prepared credit reviews of FIs and NBFIs for establishing trade and treasury lines with due focus on risk analysis and mitigants in terms of financial, business, operational, management and environmental factors. Ensured clean and satisfactory asset quality. Developed marketing plans for new and existing customers and adapted facilities and products to the needs of customers in each relationship country. Ensured maximum profitability from risk assets and liability portfolios. Managed and controlled trade finance transaction approvals.

Managed and developed FI relationships. Established NBFIs desk within CIB for developing low cost depository relationships with insurance companies, airlines, (NGOs) & (IOs). Contributed towards asset growth by enhancing the commercial portfolio and solicited acceptable new relationships in order to meet pre-set objectives. Managed payments business, including sales and customer service for bank to bank reimbursements, cash letter collection, (deposits), premier collections (clean collections), international money transfers, letters of credits (trade finance), export receivables, SWIFT formatting, overnight investments, money market products. Marketed new nostro and vostro accounts. Developed marketing plans of existing customers. A/C setup and pricing proposals. Managed cross border transactions. Marketed letter of guarantee/ bonding business.

Marketed Habib's overseas network to local banks for LC advising, confirmation and negotiation business. Marketed new nostros accounts of Meezan, Bank Al Habib, Soneri, Askari and Metropolitan Bank. Liaison with Habib's branches to ensure smooth routing of trade business of correspondents.

Letter of Credit issuance and export document handling and related correspondences. Import bills lodgment and retirement after receiving documents. Booking of foreign exchange against LC/ contracts. Performing first check on documents received against usance/ sight LCs.