Head of Cash Management Products, GTB

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The primary objective of the role is to develop, commercialise and deliver a competitive suite of cash management products to Mashreq’s corporate and FI clients across the Bank’s global network. The role will drive programs to capture high quality liabilities / transaction flows, generate attractive returns, and maximise the level of self-funding of assets for the Bank.

Cash Management products span account services, deposits, payments, collections, USD clearing, liquidity structures, transactional FX, and other ancillary services.

Key Result Areas

Overview

This role will have global product management responsibility for all cash management products offered by Global Transaction Banking (GTB) to Financial Institutions and Corporates across Mashreq Bank’s network. The role is accountable for delivering the product P&L globally and includes end to end management responsibility for product strategy, innovation, development, and commercialisation across all locations.

Operating locations where GTB cash products are offered include GCC countries (United Arab Emirates, Qatar, Kuwait, Bahrain, and Oman), Egypt, and International Corporate Centres in Hong Kong, New York, Mumbai, and London with more locations to follow in the future.

The product needs of the GCC are covered by the central product team in UAE. Egypt has its own dedicated Cash Management Product Manager whilst the International Corporate Centres each have a combined Trade / Cash Country Product Manager.

This role will also be the senior point of product coordination with the Retail Banking Group (RBG) and the Merchant Services Unit (MSU) for merchant card acquiring, POS solutions and commercial cards which are often sold as part of the cash management suite of products by GTB.

Key Responsibilities

• Drive Overall Financial Performance – drive the overall financial performance of cash management products by launching new products and driving initiatives for existing products to grow volumes and liabilities whilst establishing strategies to optimise fee pricing, Funds Transfer Pricing (FTP) and Net Interest Margins (NIMs). Work with Technology and Operations to digitise processes and lower costs
• Understand the Market – understand the market landscape for cash management products by ensuring your product team constantly scans 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 – work with the product management team to develop a comprehensive strategy for all cash management 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 – establish processes and checkpoints to ensure your team identifies opportunities to develop new products and enhance existing products based on market / sales feedback, client needs and / or regulatory changes. Prioritise the development pipeline based on a sound commercial assessment of each opportunity and review the quality of investment plans before the team seeks formal approvals. Constantly review the Minimum Value Proposition (MVP) for the product set against each target segment as well as defining the future roadmap for an Enhanced Value Proposition (EVP) to stay ahead of the market and position Mashreq as the leading innovator in the region. Incumbent will lead / co-lead multiple ecosystem initiatives (including regulator-driven) which require constant interaction with UAE-based entities (including the regulator and industry bodies). Also, the incumbent is required to represent Mashreq in discussions with DIFC, CBUAE, UBF etc. on an ongoing basis.
• Leverage a Partnership Approach – work with your team to identify third party service providers, fintechs, digital platforms, ecosystems and emerging channels that can drive new volumes, or act as a future source of new business or competitive advantage through bundling of capabilities. Ensure a sound commercial assessment is made of each opportunity and establish a process to determine which ideas should be presented to the broader GTB Management team. Implement a framework for setting up partnerships including commercial terms and service levels, and set up ongoing performance reviews to optimise partnership delivery
• Support Product Development – monitor participation of team members in the working level product development teams. Ensure the scope of each product build / enhancement is clearly defined in relevant Business Requirements Documents and touch base with the Product Development Head regularly to check that Product Managers are providing effective inputs and supporting key deliverables such as the development of test cases, standard operating procedures, and product implementation guides
• Commercialise Product Offerings – ensure the team develop and execute a comprehensive commercialisation plan for each key cash management product including revenue / volume targets, client target market and prospect lists, core marketing / sales materials, product training for Sales and Coverage, and client education events. Track and monitor execution of these plans through regular reviews and identify any issues where help is required to remove roadblocks. Ensure the Product Management team are working on the right deals with Sales to maximise revenues including co-creating complex cash management solutions which involve multiple entities.
• Optimise Product Performance – create a ‘constant improvement’ culture with the product management team by encouraging all team members to constantly look for opportunities to improve the client experience and performance of cash management products. Engage directly with senior stakeholders in Operations, Service, Technology, Risk, Legal and Compliance to ensure they are supporting key improvement initiatives. Establish reporting metrics and product bench reviews to evaluate product performance including refreshed pricing strategies and market positioning to maximise financial and volume performance. Monitor revenues, costs, volumes, pricing, turnaround times and efficiency across the product set to ensure all products are performing as expected and team members are taking remedial action to address underperformance. Retire products or services that have limited revenues and growth opportunity. Lead industry advocacy to improve the regulatory and legal framework for cash management products where this can improve the effectiveness, market demand or operational delivery of products
• Build Product Governance & Compliance Culture – ensure that the team complete all Product Program Guidelines (PPGs) and / or Country Addenda for cash management products on a regular basis, that these documents reflect a true assessment of the inherent risks associated with these products, and that products are aligned to the legal, regulatory, compliance, tax, credit risk and other relevant frameworks and internal policies within the Bank. Review changes in the market landscape to understand the impact on the product bench, including changes in the regulatory horizon, and ensure the team pro-actively implement changes to mitigate risks and stay within the risk appetite of the Bank. Set up programs to promote awareness of risk and compliance issues associated with cash management products within GTB and with Sales and Coverage partners
• Coach and Develop Team Capability – monitor individual performance and provide constant feedback to individuals on positive outcomes as well as areas for development. Establish development plans to close individual capability gaps and develop hiring plans to build out the team bench

Knowledge, Skills and Experience :

Seniority level

Seniority level

Director

Employment type

Employment type

Full-time

Job function

Job function

Other

Banking and Financial Services

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