Product Manager, Cash Management at Stanbic IBTC

Job Purpose

• Along with the Country Heads of Transaction Banking, Product Management and Cash Management to drive the P&L and balance sheet component for Cash Management products
• To understand the competitive environment for Cash products (customer needs and behaviour, competitor offerings etc) and to respond to the consequent opportunities or threats in that product or overall business
• Understand the needs of customers and prospects, and thereby business opportunities and threats in targeted segments for Cash Management products
• Support and co-ordinate targets with Sales for Cash Management products
• Articulate a country strategy for Cash Management products and formulate dynamic plans to implement this in the country
• Conduct market research along with TBs / RMs to ensure that new products and opportunities are identified to meet business opportunities in order to grow cash consistent with overall CIB strategy
• Develop and co-ordinate new products and modify existing products within budget and agreed schedules both in-country and with RoA Product Management

Key Responsibilities/Accountabilities

• 1. Strategy, Planning and Budgeting
• Contribute to the sales strategy (with the sales team) for Cash Management products in the country, to meet country sales targets in line with the overall CIB Strategy
• Identify and translate market opportunities into new cash product programs, or enhancements to existing products, in order to generate a profitable business. Includes demonstration of business cases for products, defining features and functionality, P&L projections, and changes required to internal operations and delivery.
• Establish and implement competitive pricing policies and tariff structure to maximise product profitability and shareholder value
• Monitor competitor banks in the market. Keep abreast of their new product offerings / service developments, assess the threat to our business and plan remedial action to maintain a competitive edge for cash products throughout the country
• Identify business opportunities or threats for Cash Management products. Continually scan the business environment for new opportunities or threats and take action as appropriate. Articulate this view in an annually published operating plan
• 1. Developing Client Propositions
• Responsible for the management of assigned new and enhanced products throughout their development life cycle to meet client specific requirements
• Maintain high levels of customer contact through customer workshops, focus groups, client calls, product and concept research to ensure feedback is gained on product offerings, and modifications made as appropriate
• 1. Performance Measurement and Tracking
• Monitor against budgeted revenue and balance sheet forecasts, highlight underperforming products / territories and devise remedial action
• Monitor actual project expenditure against budgeted expenditure to allow finance areas to project future quarters funding requirements
• Monitor overall service standards, maintain good relationship to ensure that quality of service to customers remains superior to competition
• 1. Product Commercialisation
• Plan new product launches, as required, with Business Development, to ensure that new products meet planned revenue and volume targets and / or develop strategies / tactics to gain market share and grow liabilities through new products and existing services.
• Provide technical assistance to facilitate the close of large / complex deals
• Co-ordinate with Marketing and local business areas for the commercial launch of new products, or re-launch of existing products
• Assist with the production of marketing collateral and design post launch sales plans
• Support Group product initiatives and campaigns
• Provide training and on-going support to Transactional Bankers and Relationship Managers, improve product knowledge of sales team.
• 1. Compliance and Regulatory
• Manage projects within the approved methodology time scale and budget, meeting Group standard for Audit, Control and financial reporting.

Internal

o Cash Product Management Head

o Sub Regional and Country Product Heads

o Sub Regional and Country TPS Product Heads

o In-country TPS Sales

o Network Management

o Channel Management

o Operations and IT Team

o Legal, Operations, Risk and Compliance

• Mark

 

o To understand Group and Country Strategy, Product priorities, focus and development plans

• Business development, understanding customer needs, segmentation

o Strategy, funding, product programmes, to gain commitment etc

o To influence delivery of operational capability and to meet functional requirements

External

 

• Customers
• eo Being the focal point of implementation and for solution refinement.
• Ke
• Financial

 

• Overall Cash Management Revenue performance
• Overall Cash Management Balance Sheet performance
• % Improvement in product profitability
• Achievement of commercialisation targets for product launches/enhancements
• Balance Sheet growth
• Market share

 

• Non-financial

 

o Achievement of regional annual operating agenda

• Product training vs targeted training
• % Improvement in agreed service levels
• Structured feedback from clients segment heads
• Product developments delivered on time and within budget
• Audit results
• Extent of market engagement
• External benchmarking of products/services

 

• Key Performance MetricsKey Performance Metricsy Performance Metricsy Stakeholders and Relationships

 

Preferred Qualification and Experience

 

• University Degree.
• Past experience managing a P&L
• 3-5 Years of product management experience
• Relevant client and/or geographical experience
• Past involvement with industry bodies advantageous
• Preferably 5-10 years in financial services
• Experience working in/across multiple geographic locations advantageous

 

Knowledge/Technical Skills/Expertise

 

• Technical
• High familiarity with Corporate Bank and Global Markets product set
• Excellent (market leading) cash product knowledge.
• Interpersonal

 

o Strategic Orientation

• Articulates and implements strategic objectives; provides meaningful input into the strategy/objectives of the business unit; ensures that all client solutions are aligned with and support business objectives

 

o Solutions thinking

• Identifies business opportunities/gaps; draws on and integrates information from a range of relevant sources and stakeholders to realise integrated solutions; forward thinking;

 

Relationship building

• Uses appropriate interpersonal styles and communication methods to influence, build and /or initiate effective relationships with others (colleagues, stakeholders and customers); builds and maintain credibility with others

 

Project Management

• Takes multiple simultaneous tasks/projects/initiatives through to completion within or before defined timelines; reflects the ability to plan, organise and control; effective continuous communication of project status to identified stakeholders

 

Effective communication

• Communicates effectively in a verbal, non-verbal and written manner; Confident and comfortable communicating with a wide range of cultures, audiences and organizational groups and management levels