SVP, Open Account Trade Product Head, Global Transaction Services
6 months ago
Business Function
Global Transaction Services (GTS) comprises of Cash & Trade, Securities Services and Fiduciary Services. In an increasingly borderless world marked by burgeoning trade flow, expertise in trade finance services is an invaluable asset. With cash the lifeblood of every company, so too, is a good understanding of how to manage these cashflows. Trade Finance, together with Cash Management, is the mainstay of GTS, and is extended to SME and corporate clients for their local and cross-border financial transaction needs.
This is an exciting and critical role, reporting to the Head of Cash & Trade Product, with potential to grow in seniority as the Open Account Trade (OAT) business expands.
People & Talent Development
Manage a team of product managers responsible for Account Receivables Purchase (ARP), Trade Credit Insurance, Supplier Payment Services, Integrated Supplier Finance, Alternative Lending for Trade (ALT) and other OAT-related products Build relationships with key stakeholders including IBG RM Team Heads / Segment Heads, Sales and Client Management heads, Credit Risk, Group GTS management, etc. Groom the ARP Specialist team who handle the day-to-day client management and servicingBusiness & Strategy
Deliver the OAT revenue & asset budget / targets. Own the budget and forecast projections with inputs from RM Segment and Sales teams. Drive business momentum together with GTS Sales, IBG segments and IBG Ecosystem teams OAT Solutioning : Lead negotiation of complex deal structure/terms and legal documentation, ensuring that credit risk mitigants are in place. Assess risks in deal-specific product deviations Develop strategies to grow the OAT business, devise marketing campaigns / collaterals including RM incentives and mechanisms to estimate / measure and drive our OAT market share growth Be data-driven by leveraging market data and customers’ transactional data to form strategies and identify opportunities Benchmark our product capabilities, credit policies and documentation vs competitors in HK market and drive continual improvements to stay competitive in response to changing market environment. Collect feedback from customers, RMs & IBG Segment Heads on product features and market trends; and incorporate them into product direction Make recommendations & influence decision makers on policy changes to drive business growth, while managing risk prudently In-country commercialization : Work in tandem with group product to commercialize new products, initiatives and platform rollouts. Own the business requirements, participate in project meetings with all stakeholders, obtain product sign off from business unit heads and all other relevant parties Train & upskill stakeholders: Provide guidance and propagate OAT knowledge across internal stakeholders. Develop product training materials, provide regular training and communication of any changesDigitalization & E-platform
Product enhancements : Raise platform or system enhancements, and ensure they are tested and have appropriate documentation and processes in place prior to launch Drive digital client behaviour: , Host-to-Host and API channels for OAT products where relevantGovernance, Regulatory & Conduct
Product guidelines & documentation: Ensure the New Product Approval (NPA) standards are adhered to; adapt NPA documentation to local market needs where necessary, ensure that product guidelines are in place and kept up-to-date Manage all product risks , escalate risk issues timely when appropriate and drive to conclusion Set and review pricing strategy in line with market conditions Drive ad-hoc projects relating to market, jurisdiction, legal, policy and regulatory changes which impact OAT productsOther Responsibilities
Issue resolution: Manage day-to-day product issues; be involved in problem solving if a product or service is not working the way it is positioned Drive continual improvements to the Customer Journey and Employee Journey, such as process streamlining and changes to OAT operating model Co-lead or participate in “Ecosystems” customer journeys related to OAT productsRequirements:
University degree holder in related discipline Minimum 10 years of transaction banking experience Deep expertise in Account Receivable Purchase / Factoring and associated market practices, risks and risk mitigants Solid experience and sound knowledge in HK / China market Strong communication, relationship & people skills to build relationships and influence stakeholders to take action Good understanding of Credit Risk, Working Capital, DPO/DSO and Supply Chain Finance. Prior experience as a Corporate Banking RM would be a plus Understanding of Working Capital, DPO/DSO, and Supply Chain Finance. Experience in a leadership role, with proven people management experience, in at least one GTS business discipline, preferably product management Strong commercial acumen and with positive ‘can-do’ attitude. Resilience and tenacity to overcome obstacles Excellent command of written and spoken English. Cantonese and Mandarin language skills would be a plus-
Hong Kong, Central and Western District, Hong Kong SAR China DBS Bank Full timeJob Title: SVP, Open Account Trade Product Head, Global Transaction ServicesDBS Bank is seeking a seasoned professional to lead our Open Account Trade (OAT) product management team in Global Transaction Services. As SVP, Open Account Trade Product Head, you will be responsible for driving business growth, developing strategies, and managing a team of product...
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