In this alumni interview, we speak with Andrew Chibwe, Country Team Lead for Trade Sales and Global Transaction Services at Access Bank Plc in Zambia.
Andrew shares his career journey, from starting in foreign exchange to leading trade finance initiatives. He discusses his role in driving business development, managing trade solutions, and fostering international trade partnerships. He also highlights the importance of adaptability and continuous learning in navigating the evolving trade finance landscape.
Andrew is a graduate of our Global Trade Certificate (GTC) and Certified Trade Finance Professional (CTFP) programmes.
Career journey and background
Hi Andrew, can you tell us about your current role and what an average day looks like for you?
I currently serve as the Country Team Lead for Trade Sales and Global Transaction Services at Access Bank Zambia Limited.
My role involves business development and overseeing the bank’s trade finance and working capital offerings. This involves structuring and executing deals, supporting various banking segments – such as corporate and investment banking, commercial banking, business banking, and public sector – and maintaining a robust governance framework to ensure sound risk management and optimal performance.
In addition to business development, I support the transactional banking agenda by delivering cash and liquidity management solutions, streamlining payment processes, and deploying corporate internet banking platforms. I also manage strategic partnerships with international financial institutions and development banks.
One of the more exciting aspects of my role is acting as a Trade Corridor Champion, where I facilitate trade financing opportunities across regions like China-Africa, India-Africa, and intra-African markets. This involves close collaboration with teams across our franchise network to unlock value within these dynamic trade corridors.
My day-to-day work combines strategic oversight, cross-functional collaboration, and hands-on involvement in executing trade finance strategies. It’s a role that constantly challenges me to innovate while delivering tangible value to clients and stakeholders.
Going back to the beginning, what was your first role in banking and what attracted you to the industry?
My first role in banking was as a Foreign Exchange Consultant at First National Bank Zambia, where I processed treasury foreign exchange payments, managed outward Swift payments, reconciled accounts, and served as a key point of contact for internal stakeholders.
My interest in trade finance began during a trade training program at FirstRand South Africa, where I learned about the import and export processes, letters of credit, guarantees, and documentary collections.
I then joined Zambia National Commercial Bank as a Trade Finance Coordinator, managing operations for over 56 branches and supporting SMEs and multinationals. Despite initial challenges, I quickly adapted and thrived in the role, which motivated me to pursue further qualifications in trade finance.
A sponsorship from the African Development Bank (AfDB) allowed me to complete the Global Trade Certificate (GTC) by ICC Academy, deepening my understanding of the sector. I later pursued the Certified Trade Finance Professional (CTFP) qualification, enabling me to handle larger transactions and expand the trade finance business at my bank.
This growth ultimately led to a front-office role at Access Bank Zambia, where I continue to build on my passion for trade finance.
Aside from your training with FirstRand, what motivated you to make the switch to trade finance from foreign exchange?
My move to trade finance was a conscious decision driven by a few key motivations. First, I was looking for more complexity and challenges in my work, to solve real-world problems in a dynamic environment.
I’ve always had a passion for international trade and wanted to align my career with my interest. I also valued the chance to build deeper relationships with clients, by understanding their businesses and delivering financial solutions that meet their needs.
This field also opened doors to diverse career paths, from back-office operations to more strategic roles like transaction banking and structured trade finance. What I enjoy the most is the continuous learning the field demands – it keeps me engaged and constantly growing.
If you were trying to recruit someone to switch from another team within your bank to the trade finance team, how would you sell it to them? What are some of your favourite things about the job/industry?
My favourite part of working in trade finance is its dynamic nature. Every day brings unique challenges and opportunities to solve customer problems. The variety and complexity make the work exciting and intellectually rewarding.
If I were to recruit someone to join the trade finance team, I’d focus on these key points:
[1] Master the fundamentals: Build a strong foundation in trade finance products and processes; it’s essential for long-term success.
[2] Be proactive: Take initiative, think creatively, and seek opportunities to solve problems within the organisation.
[3] Focus on clients: Adapt to each client’s needs – there’s no one-size-fits-all approach in trade finance.
[4] Work hard and stay patient: There are no shortcuts. Gaining experience across different facets of the business will enhance your ability to manage conflicts and resolve issues with confidence.
[5] Commit to lifelong learning: Stay current with industry trends through certifications, webinars, and events. Continuous learning is essential for staying competitive and relevant.
Embrace the three ‘E’s: Enthusiasm, energy, and excellence. Always aim to delivery exceptional results.
Global Trade Certificate (GTC)
Expertise in trade finance
You’ve worked with a diverse range of clients, from SMEs to multinationals across a range of industries. How do you tailor your approach when handling trade finance for different types of businesses?
Tailoring trade finance solutions to diverse clients requires a deep understanding of their unique needs, industries, risk profiles, and challenges. Here’s how I approach it:
For small and medium enterprises (SMEs), I focus on:
- Simplified processes: Use pre-approved product frameworks, distributor credit programs, and streamlined credit facility papers.
- Flexible financing: Provide solutions like factoring, invoice discounting, and purchase order financing to support cash flow.
- Cash flow management: Help SMEs maintain liquidity while scaling their operations.
- Personalised service: Offer guidance, training, and support to navigate trade finance processes.
- Strategic partnerships: Leverage guarantee schemes, IFC programs, and insurance to enhance access to financing.
For large and multinational corporations (MNCs), I focus on:
- Structured solutions: Develop complex financing structures, including escrow-backed arrangements.
- Cross-border operations: Facilitate international trade through risk participation frameworks and currency management.
- Risk mitigation: Use tools like hedging and insurance to mitigate trade-related risks.
- System integration: Customise solutions to align with existing systems, such as host-to-host integrations for efficiency.
- Supply chain finance: Offer tailored programs to optimise working capital and improve supply chain resilience.
- Stakeholder coordination: Collaborate with multiple internal and external stakeholders to ensure smooth execution.
Different industries have specific considerations to account for, such as:
- Commodities: Managing price volatility, storage, and logistics.
- Manufacturing: Addressing supply chain disruptions and inventory management.
- Agriculture: Navigating seasonal fluctuations and weather-related risks.
- Technology: Supporting rapid inventory turnover and intellectual property considerations.
- Energy: Ensuring compliance with regulations and managing price volatility.
What prompted you to enrol in ICC’s Certified Trade Finance Professional (CTFP) programme?
After completing the Global Trade Certificate (GTC), I wanted to build on that knowledge, so I enrolled in the Certified Trade Finance Professional (CTFP) programme as the natural next step. The CTFP offered a credible and comprehensive curriculum covering key areas. The programme’s holistic approach, addressing both operational and strategic aspects, was invaluable for my growth.
What is the biggest impact the CTFP has had on your day-to-day work in trade finance?
The CTFP programme has improved my confidence and expertise in handling complex trade finance transactions and advising clients on tailored solutions. It deepened my understanding of trade finance products, risk management strategies, and familiarity with ICC rules, which has been crucial in my transition from back-office to front-office roles. It has been key in enhancing my day-to-day performance.
Certified Trade Finance Professional (CTFP)
Operational excellence and client relationships
Building and maintaining long-lasting client relationships is a key part of your role. Can you share some strategies that have been effective for you in developing these relationships?
Building strong client relationships starts with active listening to understand their needs and tailoring solutions accordingly. Clear communication, professionalism, and transparency are key to building trust. I maintain and deepen relationships by regularly checking in, providing value-added insights, and celebrating client milestones.
I also focus on forming strategic partnerships, sharing industry expertise, and celebrating clients’ milestones to foster long-term connections.
My golden rule is to put myself in the client’s position to truly understand their perspective, ensuring their needs are met with empathy and precision.
What long-term goals do you have for your career?
My long-term goal is to become a recognized expert in trade finance and supply chain, driving innovation, digitalisation, and automation while supporting the growth of SMEs. I aim to contribute to regulatory advocacy, shape trade finance policies, and help bridge Africa’s trade finance gap, aligning with the African Continental Free Trade Area (AfCFTA) agreement.
The future of trade finance and advice for aspiring trade finance professionals
How do you see the trade finance industry evolving in the next few years, particularly in areas like sustainable trade finance and technological advancements?
I see trade finance rapidly evolving, with sustainability and technology at the forefront. Sustainable finance is driving the creation of green trade products like ESG-linked guarantees, and climate-risk assessments and decarbonisation initiatives are becoming standard practices.
On the technology side, digitalisation is transforming the industry, with tools like blockchain, electronic bills of lading, and AI streamlining processes and enhancing transparency. APIs and fintech integrations enable more seamless transactions, and new standards like the ICC’s digital trade rules are paving the way for a fully digital trade finance ecosystem. These advancements are set to make trade finance more efficient, sustainable, and future-ready.
What is the biggest lesson you have learned as a trade finance practitioner that you would pass on to someone new to the industry?
The biggest lesson I’ve learned is the importance of accuracy and compliance.
Trade finance relies heavily on precise documentation and adherence to regulations, as even minor errors can lead to delays, financial losses, and reputational damage.
It’s important to always double-check documents, stay updated on the latest ICC rules, and other regulatory changes.
For someone new to the industry, my advice is to start by mastering the basics and being open to various roles, whether in the back office or customer-facing positions. Engage with customers to learn practical insights and familiarise yourself with key terms like the Incoterms® rules. Certifications like the GTC and CTFP can help build foundational and advanced knowledge.
Most importantly, maintain a willingness to learn – curiosity and adaptability are your greatest assets in the industry.
How do you stay updated with the latest trends and regulations in trade finance? Do you have any favourite resources?
I stay updated on trade finance trends and regulations through a mix of reliable resources and continuous learning. I follow business reports and industry updates from Bloomberg, the International Chamber of Commerce (ICC), and newsletters from associations like JPMorgan. Conferences, such as those by Deutsche Bank and Oddo BHF, also provide valuable insights into regulatory changes and best practices.
Networking plays a key role—I engage in LinkedIn groups, ICC alumni networks, and WhatsApp forums to exchange industry updates. Additionally, I track developments from institutions like IFC, AfDB, and Afreximbank. Lifelong learning is crucial – since I’ve completed the CTFP, I am pursuing an MSc in International Trade, Law, and Policy to stay ahead in this ever-evolving field.
