Sales Executive - APAC

About Ossiano Capital

Ossiano Capital is a specialized trade finance firm headquartered in Montreal, Canada, with operational footprints in the Americas, Europe, MENA, and Asia. For more than 40 years, we have been directly involved in financing global trade flows of commodities and industrial goods such as metals, chemicals, machinery, and food across over 50 countries. Our core offerings focus on Trade Payable and supplier financing to provide faster payments to suppliers, extended terms for buyers, and improved liquidity throughout the supply chain.

Role Overview

We are seeking a senior, results-oriented Sales Executive to lead and expand our presence across the Asia Pacific region. This role entails developing and closing Trade Payable and supply chain financing deals with suppliers, manufacturers, distributors, and large industrial buyers. As a senior professional, you will manage your regional sales pipeline, cultivate relationships with key decision-makers including C-level executives, treasurers, and procurement heads, and represent Ossiano Capital’s interests in the region.

Key Responsibilities

• Identify and secure new Trade Payable and supply chain financing deals across Asia Pacific with a wide range of industrial clients.
• Formulate and implement a regional sales strategy aimed at meeting revenue targets and expanding market presence.
• Maintain and manage a detailed sales pipeline using CRM tools like Salesforce, ensuring lead qualification, accurate forecasting, and timely monitoring of sales activities.
• Build strategic partnerships with senior executives, finance and procurement teams, and treasury professionals within client organizations.
• Conduct thorough needs assessments, present compelling financing solutions with clear value propositions, and deliver detailed risk-adjusted returns analyses.
• Lead comprehensive deal processes including structuring terms, coordinating with credit, risk, legal, and operations teams, and overseeing client onboarding procedures.
• Work closely with marketing, product, and operations teams to customize solutions for APAC market needs and enhance customer satisfaction.
• Stay informed on regulatory, compliance, tax, AML/KYC, anti-corruption, and other local financial regulations across jurisdictions to ensure full adherence.
• Gather and analyze market intelligence on competitors, pricing trends, and regional developments to continuously refine sales strategies.
• Represent Ossiano Capital at industry forums, conferences, webinars, and client engagements.
• Prepare executive-level proposals and conduct contract negotiations, managing client renewals and upsell opportunities.

Qualifications and Experience

• Bachelor’s degree in Business, Finance, Economics, or related disciplines.
• Minimum five years’ proven success in B2B sales within Asia Pacific, ideally in financial services, credit insurance, private credit, or supply chain financing.
• Strong record of closing complex and sizable financial transactions with suppliers and buyers.
• Fluent in English; Mandarin proficiency is a strong advantage due to Greater China’s significance in regional trade flows.
• Exceptional communication, presentation, and negotiation capabilities.
• Analytical mindset with expertise in consultative selling methods.
• Experience navigating multi-country sales within APAC, and adeptness addressing diverse regulatory environments.

Core Competencies

• Account-led, consultative, and advisory sales approach.
• Financial structuring and understanding of credit risk.
• Collaborative work ethic across credit, risk, legal, and operations functions.
• Cultural awareness and intelligence relevant to Asia Pacific markets.

Additional Desirable Attributes

• Established networks among buyers and suppliers in APAC trade corridors.
• Background working in or with markets like Singapore, Hong Kong, Mainland China, India, Vietnam, or Indonesia.
• Knowledge of APAC commodity and industrial sectors such as base metals, coal, palm oil, rubber, electronics, specialty chemicals, and high-value agricultural products.
• Existing relationships with treasury and procurement leadership at mid-market exporters and manufacturers.
• Experience with structured trade finance platforms or receivables discounting solutions.

Working Conditions

• Remote work enabled with preference for proximity to APAC counterparties.
• Extensive regional travel expected, approximately 40-60%, due to the relationship-driven nature of trade finance.
• Direct reporting line to the Head of Origination and collaboration with an experienced trade finance team.

Onboarding & First Year Objectives

• Months 1-3: Comprehensive onboarding, market familiarization, and credit structure training with senior origination team.
• Months 3-6: Active sales pipeline development, deal origination, client meetings, and transaction structuring alongside credit and legal teams.
• Months 6-12: Portfolio growth through multiple client acquisitions, establishing replicable origination practices, and expanding into neighboring markets.

Performance Metrics

• Volume of Trade Payable financing closed.
• Accounts receivable growth.
• Average deal size achieved.
• Pipeline conversion rates.
• Maintenance of a balanced, risk-adjusted return on equity portfolio.

Company Culture & Candidate Profile

Ossiano Capital operates with a focus on long-term trade cycles rather than short-term performance metrics. We value professionals who perceive trade as a tangible interaction involving physical goods, counterparties, and timing rather than mere financial instruments. Candidates who read client cultures incisively, ask proactive questions, and thrive independently while maintaining close coordination with senior teams are most likely to succeed.

Equal Opportunity Employer

Ossiano Capital is committed to creating an inclusive workplace and welcomes applications from all qualified individuals.