Trade Product Manager- Financial Institutions

Job Purpose

The primary objective of this role is to deliver a competitive trade product offering for Financial Institutions that will generate strong revenue growth and attractive returns for the Bank.

Key Result Areas
- Drive Overall Financial Performance – drive the overall financial performance of your FI Trade products by launching products and initiatives to grow volumes and trade assets whilst establishing strategies to optimise fee pricing, Net Interest Margins (NIMs), return on capital, and lower processing costs by working with Technology and Operations to streamline and digitise processes
- 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 FI 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 commercialisation strategy
- Drive Product Innovation – identify opportunities to develop new 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 Product Development 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 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
- Commercialise Offering – develop and execute a comprehensive ‘Go to Market’ plan for each core product including a market rollout plan, revenue/volume targets, client target market and prospect lists, core marketing/sales materials, and product training for 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 that are either supporting or driving volumes in your products or could 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 GTB Management. Establish partnerships for approved projects including commercial terms and service levels and manage ongoing performance
- Optimise Product Performance – constantly look for opportunities to improve the client experience and performance of your products by engaging with Coverage, GTB FI Sales, Operations, Service, Technology, Risk, Legal and Compliance to deliver 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 maximise 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 Product Program Guidelines (PPG) and country addenda based on a comprehensive understanding of the inherent risks associated with your products and the legal, regulatory, compliance, tax, credit risk and other relevant frameworks and internal policies governing your products. 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 GTB Management,

Knowledge, Skills and Experience
- Minimum 8-10 years trade product management experience (preferably the within FI segment) or in associated functions e.g. Trade Operations or Trade Sales
- Good understanding of FI Trade market and application of relevant products
- Track record developing and successfully commercialising new 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