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Head of Trade Finance Product, India

3 months ago

Mumbai, Maharashtra, India Mashreq Full time

Job Purpose:

The primary objective of this role is to deliver a competitive suite of targeted trade products for Mashreq's Corporate and FI clients wishing to avail these services or book deals in India whilst driving programs to capture high quality trade assets and transaction flows that will generate strong revenue growth and attractive returns for the Bank in India.

Key Result Areas:

Overview

The role will be primarily focused on delivering a full suite of documentary trade products together with a more targeted set of open account trade products.

The role is accountable for delivering the product P&L in the country and includes end to end management responsibility for product strategy, innovation, development, commercialization, and compliance of these products with global/local regulatory requirements and bank policies.

Documentary Trade products and services include Import Letters of Credit, Back-to-Back LCs, Inward Collections, Export Letter of Credit Advising and Confirmation, Outward Collections, Short Term Trade Loans, Export Bill Discounting, and Bank Guarantees / SBLCs.

Open Account Trade products include Trade Loans, Receivables Financing, Invoice Discounting, and other ancillary services.

The overall global trade product strategy and development is driven by central Trade product teams in UAE. This role will act as the local representative of the global product teams and be responsible for both rolling out global trade products in the local market as well as developing and delivering local products.

Key Responsibilities

  • Drive Overall Financial Performance – drive the overall financial performance of your products by launching products and initiatives to grow volumes and trade assets whilst establishing strategies to optimize fee pricing, and Net Interest Margins (NIMs) on deals. Work with Technology and Operations to identify opportunities to digitize processes and lower costs.
  • Understand the Market – understand the market landscape for your products by constantly scanning the market for regulatory developments, trends, drivers, client needs and competitor offerings (including fintechs and alternative providers) through market analysis, feedback from Sales, direct client interaction, participation in industry bodies and associations, interaction with colleagues at other banks, discussions with Compliance and regulators, industry research papers, and feedback from voice of the client surveys.
  • Develop the Product Strategy – develop a comprehensive strategy for your products by clearly defining the market landscape and drivers, core product proposition, target market and client segments, addressable market size, projected share of wallet and associated volumes/revenues, competitor capability assessment, product development roadmap, and commercialization strategy.
  • Drive Product Innovation – identify opportunities to launch global products, develop new local products or enhance existing products based on market/sales feedback, client needs and/or regulatory changes. Build a pipeline of potential product developments by advancing and testing concepts with key stakeholders, prioritizing developments based on a sound commercial assessment of each opportunity, preparing formal investment plans, and seeking internal approvals.
  • Support Product Development – work with the central Product Development team (and local Operations and Technology teams where relevant) to deliver new products or enhancements by participating in the working level project team as the Subject Matter Expert for your products. Clearly defining the scope of each product build/enhancement by preparing a comprehensive Business Requirements Document, or modifying global documents for local use, and providing regular and real-time feedback on any product impacts from the systems development and testing as it progresses for each product. Participate in the development of test cases, standard operating procedures and the product implementation guide supporting delivery of the product to market.
  • Commercialize Offering – develop and execute a comprehensive 'Go to Market' plan for each core product including revenue/volume targets, client target market and prospect lists, core marketing/sales materials, and product training for the local Sales and Coverage teams. Track and monitor execution against specific calling targets and pipeline, participate in joint calls on clients to propagate product knowledge, support solutions for key deals, and directly engage with teams who are not meeting product targets to agree remedial actions and/or remove roadblocks.
  • Seek out Partnerships and New Channels – identify third party service providers, fintechs, digital platforms, ecosystems, and emerging channels (where relevant in your local market) that can either support or drive volumes in your products or act as a future source of new business or competitive advantage through bundling of capabilities. Evaluate commercial models and prospects of partnering, investing, or buying in capabilities and present investment or partnering opportunities to the central product teams for validation. Establish partnerships for approved projects including commercial terms and service levels and manage ongoing performance.
  • Optimize Product Performance – constantly look for opportunities to improve the client experience and performance of your products by engaging with Operations, Service, Technology, Risk, Legal and Compliance to identify opportunities for continuous improvement in all aspects of product performance. Work with partners to digitise delivery channels and automate processes wherever possible. Regularly review pricing strategies and market positioning to maximize financial and volume performance as well as product cross-sell opportunities. Identify opportunities to refresh the product strategy, enhance products or focus more attention or resources on underperforming products. Retire products that have limited revenues and growth opportunity. Monitor revenues, costs, volumes, pricing, turnaround times and efficiency to ensure your products are performing as expected and take remedial action to address underperformance. Engage in industry advocacy and submissions to improve the regulatory and legal framework including scheme rules where this can improve the effectiveness, market demand or operational delivery of products in the market.
  • Adhere to Product Governance & Compliance – own the updating and review of the Country Addenda to the Product Program Guidelines (PPG) based on a comprehensive understanding of the inherent risks associated with your products and the legal, regulatory, compliance, tax, credit risk in your market together with other relevant frameworks and internal policies governing your products, including local regulatory and scheme rule requirements. Regularly engage key stakeholders to understand the impact of these areas on your products including changes on the regulatory horizon and pro-actively manage the development and delivery of your products to ensure alignment with the Bank's policies, guidelines, risk management processes and risk appetite. Communicate key changes to local Country Management, GTB Management, Sales and Coverage to promote awareness of risk and compliance issues.
  • Represent GTB Product in Management Forums – participate in local country management forums as relevant.

Knowledge, Skills, and Experience:

  • Minimum 10-12 years product management experience in documentary and open account trade in the Indian market
  • Deep understanding of international trade products and practices especially as it relates to trade between India, South Asia and other regions including both major importers and exporters
  • Strong understanding of specific regulatory requirements in India and more broadly UCP600 rules
  • Ability to advise on technical aspects and support solutioning of complex structured trade products
  • Track record developing, implementing, and successfully commercialising multiple trade products
  • Experience in agile product and technology development approaches
  • Strong people management skills
  • Strong analytical and data rationale mindset
  • Strong communication and interpersonal influencing ability