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.

POSITION : Product Manager, Cash Management

Job Purpose

Along with the Country Heads of Transaction Banking, Product Management and Cash Management to drive the P&L and balance sheet component for Cash Management products

To understand the competitive environment for Cash products (customer needs and behaviour, competitor offerings etc) and to respond to the consequent opportunities or threats in that product or overall business

Understand the needs of customers and prospects, and thereby business opportunities and threats in targeted segments for Cash Management products

Support and co-ordinate targets with Sales for Cash Management products

Articulate a country strategy for Cash Management products and formulate dynamic plans to implement this in the country

Conduct market research along with TBs / RMs to ensure that new products and opportunities are identified to meet business opportunities in order to grow cash consistent with overall CIB strategy

Develop and co-ordinate new products and modify existing products within budget and agreed schedules both in-country and with RoA Product Management

Key Responsibilities/Accountabilities

Strategy, Planning and Budgeting

Contribute to the sales strategy (with the sales team) for Cash Management products in the country, to meet country sales targets in line with the overall CIB Strategy

Identify and translate market opportunities into new cash 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.

Establish and implement competitive pricing policies and tariff structure to maximise product profitability and shareholder value

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 cash products throughout the country

Identify business opportunities or threats for Cash Management products. Continually scan the business environment for new opportunities or threats and take action as appropriate. Articulate this view in an annually published operating plan

Developing Client Propositions

Responsible for the management of assigned new and enhanced products throughout their development life cycle to meet client specific requirements

Maintain high levels of customer contact through customer workshops, focus groups, client calls, 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 and balance sheet 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 Commercialisation

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.

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

Provide training and on-going support to Transactional Bankers and Relationship Managers, improve product knowledge of sales team.

Compliance and Regulatory

Manage projects within the approved methodology time scale and budget, meeting Group standard for Audit, Control and financial reporting.

Internal

Cash Product Management Head

Sub Regional and Country Product Heads

Sub Regional and Country TPS Product Heads

In-country TPS Sales

Network Management

Channel Management

Operations and IT Team

Legal, Operations, Risk and Compliance

Mark

To understand Group and Country Strategy, Product priorities, focus and development plans

Business development, understanding customer needs, segmentation

Strategy, funding, product programmes, to gain commitment etc     

To influence delivery of operational capability and to meet functional requirements

External

Customers

Being the focal point of implementation and for solution refinement.

Financial

Overall Cash Management Revenue performance
Overall Cash Management Balance Sheet performance
% Improvement in product profitability
Achievement of commercialisation targets for product launches/enhancements
Balance Sheet growth
Market share

Non-financial

Achievement of regional annual operating agenda

Product training vs targeted training
% Improvement in agreed service levels
Structured feedback from clients segment heads
Product developments delivered on time and within budget
Audit results
Extent of market engagement
External benchmarking of products/services

Key Performance MetricsKey Performance Metricsy Performance Metricsy Stakeholders and Relationships

Preferred Qualification and Experience

       University Degree.

Past experience managing a P&L

3-5 Years of product management experience

Relevant client and/or geographical experience

Past involvement with industry bodies advantageous

Preferably 5-10 years in financial services

Experience working in/across multiple geographic locations advantageous

Knowledge/Technical Skills/Expertise

Technical

High familiarity with Corporate Bank and Global Markets product set

Excellent (market leading) cash product knowledge.

Interpersonal

Strategic Orientation

Articulates and implements strategic objectives; provides meaningful input into the strategy/objectives of the business unit; ensures that all client solutions are aligned with and support business objectives

Solutions thinking

Identifies business opportunities/gaps; draws on and integrates information from a range of relevant sources and stakeholders to realise integrated solutions; forward thinking;

Relationship building

Uses appropriate interpersonal styles and communication methods to influence, build and /or initiate effective relationships with others (colleagues, stakeholders and customers); builds and maintain credibility with others

Project Management

Takes multiple simultaneous tasks/projects/initiatives through to completion within or before defined timelines; reflects the ability to plan, organise and control; effective continuous communication of project status to identified stakeholders

Effective communication

Communicates effectively in a verbal, non-verbal and written manner; Confident and comfortable communicating with a wide range of cultures, audiences and organizational groups and management levels