Senior Manager – Structured Trade Finance

Organization Unit Purpose

Transaction Banking (TB) provides a diverse range of products and services to customers of C&IB. The customers in these market segments are demanding and expect a significant level of expertise from the business.

The TB Product Unit has been setup to strategically drive Cash and Trade business to achieve bank’s goals while delivering on customers’ requirements. The unit will drive global Cash and Trade strategy for the Emirates NBD Group. The main responsibilities of the unit would be portfolio analysis for all products under the Transaction banking vertical. Drive cross sell of TB products to C&IB customers through TB Sales team and WB RM teams. Knowledge/ Domain expertise will be with the team members. The unit will own identifying and mitigating risks in new and existing products. Develop and run product programs which are aligned with the Emirates NBD strategy. Design products and services in line with the customers’ needs and market developments. Identify product gaps for further development on existing and new products. Drive product profitability and usage across C&IB customers. Own the pricing policy and discounts/ waiver policy for Transaction banking products. Own and direct the entire C&IB channels strategy for Emirates NBD and its branches. The unit members will also take ownership of marketing material, collateral, industry events & awards

Job Purpose

The job holder will help develop, drive and implement strategy for the structured trade product/s under the Trade Finance domain, encompassing both physical and electronic. This will include providing structured trade solutions by leveraging existing products on documentary trade & open account. Working on thru-SPV / TradeCO structures. This will include setting up of Bank controlled / Orpha SPV’s, client engagement to structure bespoke deals, preliminary drafting of the legal agreements, working with internal and external legal counsels, engagement with Solutioning, Coverage and Credit for deal presentation, approvals and execution. Setting up Middle Office and Agency functions for monitoring of SPV, transactional CP’s&CS’s.

The candidate will have a specific task of setting – up structure trade finance solutions with 3rd party commodity hedge wraps. This includes putting up strategy paper to management committees, developing a concept paper of mis-matches in commodity trade, managing product approvals from all stakeholders, setting – up partnerships with 3rd party hedge administrators, setting up ancillary products for supporting margin money calls.

The purpose of the Product manager – Trade Finance is to own the full end to end process, of products falling in Structured Trade domain. Job holder will be a recognized trade subject matter expert. The job holder will also be responsible for ensuring development of new product programs and keep the existing programs fully updated for structured trade proposition. He/ She will be responsible for driving Sales team to achieve targeted revenue for a product/ service. He/ She will be responsible for award participation in the product categories assigned to him/ her.

Job Content

1. Product Revenue

• Monitor product performance: Revenue, Volume, and margin against current - year budget and future year forecasts for global cash management.
• Develop Tactical and strategic business plans for commercialization

2. New Products

• To work with Senior Product Manager to Conduct baseline industry, competitive and product research and develop clear business cases for new methods and new product, channels and enhancements.
• Undertake marketing activities for new product launches and enhancements.

3. Product programs

• To work with Senior Product Manager to develop business requirements to build systems and procedures to support product development and ongoing product enhancements.
• Oversee internal and external product development activities.

4. Marketing

• Analyze competitive situations and develop benchmarking prices and product distribution recommendations.
• Serve as product expert and engage in sales support role with sales and RM teams.

5. Risk Mitigation

• Provide training session on new product development and enhancements for internal stakeholders.
• Ownership of Credit Standard for the specific products

6. Product Pricing Strategy

• Negotiate with corporate clients on pricing and product agreements.
• Help negotiate marketing agreements, pricing, with various third-party vendors.

Education

Bachelor’s Degree, Legal Experience

Experiences

10+ years of banking industry experience with Trade experience for the last 8 years. Should have a good understanding of Trade Operations

Knowledge & Skills

ICC Rules such as UCP 600, URDG, ISP, ISDGP, ISBP, URR and ability to develop product strategy/ ies and experience of handling structured trade products

Behavioral Competencies

Work closely with Sales team.

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