Account Manager (Wholesale & Trading), SME & Growth

About the role

This role involves managing a portfolio of Singapore-based wholesale, trading, and manufacturing clients. You will focus on growing gross profit by expanding FX and Global Accounts volume, identifying cross-sell opportunities, and serving as the primary contact for client issues. The position requires direct negotiation with business owners and managing operational complexities to maintain strong client relationships.

Key facts

What you'll do

• Drive revenue and gross profit for your client book, focusing on Global Treasury products like FX conversions and Global Accounts fees, as well as local payout volumes.
• Manage the entire pricing process, including building rate justifications, defending margins during negotiations, and trading concessions for increased volume, longer terms, specific corridors, or additional products.
• Analyze each client's trade flow, identifying their buying and selling patterns, payment recipients, currencies used, terms, and areas where cash is held, to uncover new product opportunities.
• Compete effectively by understanding trade finance instruments like letters of credit, FX forwards, and trade financing, recognizing when bank products are habitual versus essential, and defending FX relationships against competitors.
• Promote additional products beyond FX, such as online payment collections, cards and expense management for procurement, batch payouts, and scheduled conversions.
• Serve as the client's advocate during operational and compliance events, gathering information, managing expectations, coordinating internal teams for resolution, and preserving the client relationship.
• Cultivate strong relationships with founders, managing directors, and finance leaders, many of whom prefer in-person interactions and communicate in Mandarin over extended periods.
• Collaborate with Compliance, Financial Operations, Product, and Support teams, providing feedback on vertical-specific needs to inform product development.
• Maintain accurate records of pipeline, account plans, and forecasts within Salesforce.

Requirements

• At least 5 years of experience in account management, relationship management, commercial banking, or B2B sales, with a track record of achieving revenue or gross profit targets on an existing client portfolio.
• Proven ability to conduct commercial negotiations independently, maintaining price under pressure and structuring trade-offs without needing frequent escalation.
• Functional understanding of letters of credit, FX forwards and hedging, and trade or invoice financing to identify opportunities for Airwallex's offerings.
• Capacity to handle operationally intensive clients, addressing issues, managing client dissatisfaction, investigating problems, and providing clear solutions.
• Commercial curiosity regarding business operations, including supply chains, payment terms, margins, and working capital.
• Strong numerical skills to interpret transaction and margin data and identify financial trends.
• Professional fluency in both English and Mandarin, as a significant portion of the client base consists of Chinese-speaking, founder-led SMEs interacting with China-based partners.
• Possess a resilient, optimistic, and self-directed work ethic.

Nice to have

• Direct experience with FX pricing or treasury products from a bank FX desk, cross-border payments provider, or a treasury department.
• Knowledge of trade documentation and mechanics, including incoterms, LCs, telegraphic transfers, supplier deposits, balance payments, freight, and duty flows.
• An existing network within the Singapore trading, wholesale, or manufacturing community (e.g., SMF, SCCCI, SBF).
• Experience in fintech or high-growth environments, with familiarity in Salesforce and data analysis tools.

Practical notes

Airwallex does not request bank details, sensitive ID numbers, or payments during the application process. All official communications will originate from an @airwallex.com email address. Apply only through careers.airwallex.com or the official LinkedIn page. Unsolicited resumes from recruiters are not accepted, and no fees will be paid for such submissions unless a prior agreement exists for specific roles.