By Mandar Taskar, Traydstream
Account management in trade finance is undergoing its fastest overhaul in decades. The winning playbook blends an upgraded coverage model (for big and mid-market clients), digital client experiences (APIs/portals), faster cross-border money movement, smarter risk/compliance, and paper-to-data conversion of trade documents. Legal change (e.g., MLETR/ETDA), the rise of electronic bills of lading (eBLs), and AI are turning long-standing pain points into measurable P&L gains for both banks and corporates.
As per McKinsey & Company, Account Management for global banks is the orchestration layer that brings the “best of the bank” to a client’s trade flows—coverage (RMs/KAMs), product (LCs, guarantees, SCF), service (implementation, operations), risk distribution/insurance, and integrated cash/FX. Modern leaders operate a multi-channel coverage model (specialist squads + digital self-serve) to raise wallet share at lower cost-to-serve.
For corporates it’s a supplier-to-cash control tower—selecting banking partners, negotiating facilities, digitizing onboarding and documentation, embedding trade tools in ERP/TMS, and using analytics to optimize DSO/DPO, working capital and supply-chain resilience.
The Paper Trail That Held Us Back
Account management in trade finance has long been steeped in manual routines. Despite digital channels like email and PDFs, the core process—manually reviewing documents such as Letters of Credit and Bills of Lading, validating compliance, resolving exceptions—has remained slow and repetitive. These constraints have diverted account managers’ attention away from client strategy, keeping them tethered to error-prone operations.
A Strategic Shift Through Digitisation
Digitisation isn’t just a buzzword—it’s reshaping how trade finance operates:
A staggering 70% of trade finance transactions now involve some form of digital documentation, reflecting how deeply the paradigm is shifting.
The International Chamber of Commerce (ICC) estimates that electronic trade documents can reduce transaction times by up to 75%.
McKinsey projects annual cost savings of USD 8–10 billion through digitising trade finance.
This is not hypothetical—the momentum is already here.
A recent FIS survey revealed over half (55%) of global banks intend to ramp up their spending on trade finance platforms within the next year, aiming to modernise aging systems and enhance efficiency and customer experience. Notably, AI and machine learning
are being deployed in live client transactions—surging from 32% usage in 2024 to 45% in 2025.
What This Means for Account Managers
Digitisation repositions account managers from transaction processors to strategic advisors. With automated conversion, AI-driven checks, and centrally managed workflows, account managers can reclaim time and cognitive bandwidth:
Faster turnarounds – Tasks that once took hours can now be completed in minutes.
Reduced risk – Algorithms catch compliance and sanction discrepancies before they escalate.
More client value – Conversations shift from paperwork to opportunities—collaboration, logistics, financing strategies.
As Mandar Taskar notes:
“Digitisation doesn’t take away the human judgment that makes account management valuable—it amplifies it. By removing the repetitive, manual work, we can focus on building relationships and solving clients’ real challenges.”
The Broader Impact on Trade Finance
Mirroring Traydstream’s experience, the entire industry is experiencing meaningful transformation:
The global trade finance industry is estimated at USD 10 trillion, with supply chain finance opening another USD 2.8 trillion opportunity. Invoice financing alone is a USD 3 trillion market.
Blockchain, AI, and automation technologies are delivering real results: the WTO forecasts that digitisation might reduce transaction times by as much as 90%, while fraud can be cut by up to 50% thanks to digital tools.
Countries aligning with electronic trade standards are growing—from 31% adoption in 2022 to nearly 50% in 2024—with projections suggesting 80% global digital alignment by 2026.
Reimagining the Role of the Account Manager
Picture this: A client’s documentation arrives. Within moments, it’s automatically digitised, validated, and presented seamlessly. You, the account manager, see exceptions flagged upfront and have a clear trail of digital audit, allowing you to focus on strategic questions: What financing options suit this use case? How can we mitigate risk while supporting growth?
Here’s how Mandar sees this evolving:
“In the past, account managers were often stuck in reactive mode—responding to issues, chasing missing documents, firefighting. The new digital tools change that dynamic entirely. We can now be proactive partners, anticipating client needs and bringing them solutions before they even ask.”
Looking Forward
The path ahead empowers account managers to lead with insight. Digitisation gives pace and precision; AI brings scale and foresight. Platforms like Traydstream are simply one node in a broader evolution—one in which digital tools shift trade finance away from manual toil and towards client-aligned strategy, with Speed, Accuracy and Efficiently. And for account managers, that’s a transformation worth championing.
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