SVP, Open Account Trade

1 week ago

Hong Kong, Hong Kong SAR China DBS Bank (Hong Kong) Limited Full time
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.
Responsibilities:
People & Talent
  • 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 servicing
Business & 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 changes
Digitalization & 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, e.g. increased adoption of electronic banking, Host-to-Host and API channels for OAT products where relevant
Governance, 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 products
Other 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 products
Requirements:
  • University degree holder
  • At least 10-15 years of transaction banking experience
  • Deep expertise in Account Receivable Purchase / Factoring and associated market practices, risks and risk mitigants
  • HK/China market knowledge & experience
  • Strong communication, relationship & people skills to build relationships with key stakeholders and influence stakeholders to take action
  • Understanding of credit risk. 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
  • 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
Apply Now

We offer a competitive salary and benefits package and the professional advantages of a dynamic environment that supports your development and recognises your achievements.

We regret only shortlisted candidates will be notified.

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