Transactional Products & Services; This team is constantly working to extend our service capability and product range, consolidating our operations in established markets while expanding and extending in emerging markets. We divide our core capabilities into three product groups – Investor Services, Transactional Banking and International Trade Services.
Job Purpose
Responsible for and co-own the client outcomes in Trade for the portfolio of clients through the TBCT (both revenues and risk outcomes (such as NPLs)). For clients that are Trade centric, take responsibility as the TB in the TBCT (as directed by Head TPS).
Accountability for deep understanding and hence foretelling the client needs’ evolution for the client portfolio, in the space of Trade and Trade Finance. This may include, identifying the changes in service requirements / market benchmarking in Trade for a specific sector (leveraging the knowledge of multiple clients in an eco-system/sector).
Manage the Trade product suitability risk / transaction structure appropriateness risk for the client portfolio, through the TBCT (as directed by Regional Head of Trade) thereby ensuring that we are doing the right business the right way.
Be led by the country Head of TPS towards focus and resource allocation to client franchise and by the Regional Head of Trade towards realizing the opportunity that is Trade from the client franchise, in a manner that lives upto our shared value driver of ‘Risk and Conduct’.
Key Responsibilities/Accountabilities
Input into, as consulted, for the working capital planning phase, sales pitch/presentation phase and appropriate phases of client engagement and pipeline management, as a member of the TBCT.
Take responsibility for the Solutioning/Proposal generation phase, to meet the risk management & working capital financing needs for a client (taking responsibility for Trade product suitability, market competitiveness, pricing, product risk analysis) as a member of the TBCT with Solutions Structuring Group(SSG)) – be it in terms of transaction structuring, legal documentation and implementation.
Take responsibility for Trade product suitability and transaction structure appropriateness while structuring to meet the client need; so as to ensure that we are doing the right business the right way.
Take responsibility for the credit origination aspects; as we try to meet the client needs; incl., engaging credit analyst to appropriately capture client need, credit spreading, credit committee presentation (as per appropriate DAs) and delivery of Condition Precedents.
Co-own the client outcomes in terms of revenue realization; after putting in place a limit/credit line – specifically; ensuring appropriate product/line utilization, working with the TBCT
For a client that is Trade centric, take on the role of TB in the TBCT (which will mean responsibility for client planning (taking part in the Client Service Teams, called for by Coverage), working capital planning, sales pitch) in-addition to above activities.
Manage NPLs (all credit risk categories, incl., overdrafts) and operational losses for the clients in the client portfolio.
Strategy, Planning and Budgeting
Develop Sales Strategy (with the sales team) for trade products in the country, to meet Country sales targets in line with the overall CIB Strategy. Identify business opportunities or threats for Trade products. To continually scan the business environment for new opportunities or threats and take action as appropriate. To articulate this view in an annually published Operating Plan To identify and translate market opportunities into new trade product programs, or enhancements to existing products, in order to generate a profitable business. Includes demonstration of business cases for products, defining features and functionality, P&L projections, and changes required to internal operations and delivery. To establish and implement competitive pricing policies and tariff structure to maximise product profitability and shareholder value. To monitor competitor banks in the market. Keep abreast of their new product offerings / service developments, assess the threat to our business and plan remedial action to maintain a competitive edge for trade products throughout the country
Developing Client Propositions
Responsible for the management of assigned new and enhanced products throughout their development life cycle to meet client specific requirements. To maintain high level of customer contact through, customer workshops, focus groups, client calls and product and concept research to ensure feedback is gained on product offerings and modifications made as appropriate.
Performance Measurement and Tracking
Monitor against budgeted revenue forecasts, highlight underperforming products / territories and devise remedial action. Monitor actual project expenditure against budgeted expenditure to allow finance areas to project future quarters funding requirements. Monitor overall service standards, maintain good relationship to ensure that quality of service to customers remains superior to competition.
Product Commercialization
To plan new product launches, as required, with Business Development, to ensure that new products meet planned revenue and volume targets and / or develop strategies / tactics to gain market share and grow liabilities through new products and existing services. To provide technical assistance to facilitate the close of large / complex deals. Co-ordinate with Marketing and local business areas for the commercial launch of new products, or re-launch of existing products. Assist with the production of marketing collateral and design post launch sales plans. Support Group product initiatives and campaigns. To provide training and ongoing support to Transactional Bankers and Relationship Managers.
Preferred Qualification and Experience
University Degree
3-5 years of Product management experience
Relevant client and/or geographical experience
Past involvement with industry bodies is a plus
Minimum working experience preferably 5-10 years in financial services.
Ideally gained experience working in/across multiple geographic locations
Knowledge/Technical Skills/Expertise
High Familiarity with Corporate Bank and Global Markets product set
Excellent (market leading) Trade Product knowledge.
Firm understanding of balance sheet and financials
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