Senior Manager Structured Trade Finance

Job description / Role

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 set up to strategically drive Cash and Trade business to achieve the 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 include portfolio analysis for all products under the Transaction Banking vertical, driving cross-sell of TB products to C&IB customers through TB Sales team and WB RM teams. Knowledge and 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 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, and 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 and open account. Working on thru-SPV / TradeCO structures. This will include setting up of bank-controlled / orphan SPVs, 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 CPs & CSs.

The candidate will have a specific task of setting up structured trade finance solutions with third-party commodity hedge wraps. This includes putting up strategy papers to management committees, developing a concept paper of mismatches in commodity trade, managing product approvals from all stakeholders, setting up partnerships with third-party hedge administrators, and 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 the Structured Trade domain. The 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 keeping the existing programs fully updated for structured trade propositions. He or she will be responsible for driving the sales team to achieve targeted revenue for a product or service. He or she will be responsible for award participation in the product categories assigned to him or 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
   Work with Senior Product Manager to conduct baseline industry, competitive, and product research and develop clear business cases for new methods and new products, channels, and enhancements. Undertake marketing activities for new product launches and enhancements.
3. Product programs
   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 sessions on new product development and enhancements for internal stakeholders. Ownership of credit standards for the specific products.
6. Product pricing strategy
   Negotiate with corporate clients on pricing and product agreements. Help negotiate marketing agreements and pricing with various third-party vendors.

Education

Bachelor's degree, legal experience.

Experience

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 strategies and experience of handling structured trade products.

Behavioral competencies

Work closely with sales team.