Executive Director - Product Commercialisation (Trade/Cash)

  • Competitive
  • Singapore Singapore Singapore SG
  • Permanent, Full time
  • Morgan McKinley Singapore
  • 22 May 18 2018-05-22

Executive Director - Product Commercialisation (Trade/Cash)

Job Description:

Our client is an international bank, looking to hire an Executive Director & Head - Product Commercialisation, Correspondent Banking Products in Singapore. This is a global role that spans across all products in Correspondent Banking - Clearing and FI Trade and works closely with the global and regional sales and coverage organisation for Correspondent Banking.

Core Responsibilities:

  • Develop and execute Product Commercialisation and Cross Sell Strategy for key Cash and Trade Products.
  • Design and execute the regulatory outreach including "Leading the way in FCC" business programmes, Correspondent Banking Academies on behalf of the bank Board commitments.
  • Drive Banks Service Management along with the Regional Heads of Correspondent Banking
  • Drive Client Engagement covering deal pricing, service reviews and regional/global events including but not limited to SIBOS.
  • Design and execute business conduct agenda for Corresponding Banking products


  • Product Commercialisation Strategy and Cross Sell programme development

    Develop insights through competitor benchmarking, ensure competitive positioning and execution of Product commercialisation and cross-sell strategy for:
    • Trade: Partnerships and MoUs: pitches, negotiation and arrangements with OECD banks to use our footprint and services for Trade Finance flows.
    • Trade: Global rebates: ensure the growth of global market share of LCs directed to the bank
    • Trade: LC Reissuance / Relay: commercialize LC Reissuance / Relay products
    • Cash: TB Banks liabilities: programmes to manage and grow Banks liabilities to ensure maximization of NII.
    • Cash: Developing currencies: drive the commercialization of "Next " currencies to ensure diversification of Clearing revenue streams.

    Financial Performance
    • Develop commercialization initiatives across Products managed and execute through the year with a focus on improving revenue per client metrics.
    • In conjunction with Coverage, review the number of GICs, RMAs and tail accounts banked with an aim to reduce.
    • Own Value propositions and revenue outcomes for PS/DO sub-segment within Correspondent Banking and ensure Products are fit for purpose for this sub-segment
    • Work with TB Solutions Structuring and Distribution teams to ensure appropriate execution, management and completion of complex Trade Finance deals
    • Track and manage RFPs/Repricing requests for Trade and Cash along with associated pricing negotiations

    Regulatory outreach - design and execution
    • In conjunction with FCC and Coverage, own the Correspondent Banking Academy calendar and agenda / content for execution throughout the year.
    • Ensure on-the-ground execution of academies.
    • Work closely with office of Group Legal Counsel to commercialize / communicate gains from "Leading the way in Financial Crime Compliance" programmes

    Banks Service Management
    • Own and implement the enhanced segment service operating model, ensure service outcomes are being measured and appropriate service targets are set.
    • Identify and nominate hybrid service staff, track appropriate client tagging and ensure realistic revenue targets are being set for hybrid sales managers.
    • Design and conduct periodic training programmes for all Service staff in TB Banks.

    Risk Management
    • Ensure emerging Client Risk Assessment and associated policies and procedures are fit for purpose.
    • Design and execute business conduct agenda for Corresponding Banking product. eg. deal review policies, pricing policies (Cash and Trade), Operational Risk framework - across ALL parts of the business: Cash and Trade, Sales, Product and Service.

    Client Engagement
    • Drive actionable insights with the Sales and Product teams from Market reports - FI metrix survey and other Client Insights survey
    • Administer the budget and ensure its proper utilization for Banks events in the various markets
    • Drive successful execution and the bank's brand in key conferences & client events. Business Accountable Executive for SIBOS.

    Requirement:

    - Min 15 years experience in Cash/Trade product within Transaction Banking