E2E Product Life cycle Management activity related to positioning & execution of Europe as a Trade Bank leading the growth in Documentary & FI SCF Partnerships Trade products with the FIs in Europe and to generate inbound FI originated business across Regions in our network (30% of role activity)
Support the Open Account Business growth across TB Trade products for multi segment Corporate and FI on Origination and Booked Business (30% of role activity)
Lead Trade Products market management & client advisory activities for CIB segment (both FI & IC clients) for Europe Inbound and Origination (20% of role activity)
Balance sheet management activities; Forecasting and Budgeting Exercise, MI Management & Support to Sales, Pricing & PPG Policy interpretation, Governance & Management of Europe Trade booking centre (20%)
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Financial Performance: Product Profitability / Product Management
Product ownership across TB Trade relating to Documentary and Open Account Product suite on booked basis. Drive Origination business though pre-Sales support activities, client engagement, ensure voice of the client for Europe originated business into footprint is documented and provided monthly through global teams.
Provide business development, strategic direction to the assigned client segment business in Europe across trade products suite. Create and ensure a strong voice of the client from industry, competitor, e2e client experience perspective.
Drive active engagement with TB Sales / CPT/SST / LPM team to ensure appropriate support for deal prospecting and closure
Own the TB Europe Trade Budget and Revenue, Cost, Capital & Balance sheet management on a booked basis and support the overall trade business on origination. Achieve this through proactive management of TB balance sheet with Europe ALCO, ALM and Finance stakeholders.
Execute regional deployment of global trade product developments / functionalities with local & central team.
Demonstrate active product life cycle management through delivery of monthly MIS (front to back alignment from Sales to GTO); annual assessments of products, demonstrating they are Fit for Purpose & Growth as per TB Product Program, CA; Risk, Conduct frameworks etc.
Main Product contact for the segment to execute Trade commercialization agenda to include, initiative execution, Support key deals (including RFPs) and Strategic wallet penetration activities including working with Segment Sales to drive Client targeting strategies on Booked and Originated Asset and contingent, utilization, distribution & insurance.
Ensure appropriate governance is in place for Trade Products handled regionally and work with relevant stakeholders to ensure the product complies with all process and policy guidelines.
Capture competitor intelligence and regulatory information and use it to develop or reinforce our competitive edge
React to new trends and technology and provide feedback to link those with current offering and impact to clients. Work closely with Technology and Channels team to realize the objective of Trade Digitization.
Client Engagement
Support for Key RFP and critical deals; strategic clients and those high-potential names for increasing the trade and swift market share penetration for both inbound and Originated client base.
Contribute as senior advisor to strategic deals and thought leader in industry events and wherever necessary to enhance the Standard Chartered brand in the market
Maintain high level of client contact, including client forums, workgroups, industry events and client meetings to ensure continuous improvement and positioning of Standard Chartered solutions.
Monitor competitive positioning and provide comparison / positioning analysis for use by Sales / Coverage and also drive new initiatives
Represent the regional client needs and developing needs in any global initiatives to ensure fit for purpose solutions
Support sales campaign activities, with objective of wallet expansions across FI, IC& I&I segments
Governance
Risk (Operational, Credit, Regulatory, FCC and Conduct) – ensuring trade product in Europe meets the highest standard from a risk and conduct-based perspective
Ensure compliance with Product Programmes, CAs and front to back alignment with Functions to deliver compliance.
Ownership of adherence to and execution of regional and global Pricing policy for Trade
Ownership, management and responsibility to ensure the delivery of the product to our client base is in line with operational risk, FCC and conduct frameworks.
Brand, Marketing& Training
Conduct training and workshop for internal stakeholders (i.e., TB/CSG/CRC/CDU/TMU/Credit etc) on Product knowledge and commercialization
Responsible for driving elements of the SCB Trade brand agenda including the overall Media Plan which includes awards, articles and polls.
Build partnerships or alliances with vendors to develop thought leadership and complement each other
Regular webinars and engagement with Sales, Coverage and Operations to further strengthen Trade Product knowledge including planning and driving Trade Training calendar across the region as required
Qualifications and Skills
Prerequisite 5-7 years + of Regional / global Product Management in International Trade (Documentary Trade & Open Account Products) with a Top 5 Trade Bank. Exposure to open account trade is preferable.
Comprehensive knowledge of SWIFT, ICC Rules and other market leading forums like IFC, BAFT etc
Basic understanding of trade distribution and insurance-backed programmes.
Client facing experience, fluency & gravitas: 3 years + experience in an Originating client advisory / pre-Sales specialist / solution specialist role in the area of Documentary Trade across Financial Institutions and Corporate
Ability to keep abreast on changes in the market, customer requirement, competitors response and the Banks ability to use information to identify new business opportunities.
Depth of understanding of financial regulation impacting International Trade Business, in particular Basel III, Risk Weighted Assets etc. Proven ability to commercialize these regulatory requirements internally & towards clients in form of internal directions around operational / investment balances and positioning of same with clients.
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