Vice President, Cash Management Product

Location: Mumbai, Maharashtra, India

Job Purpose
The primary objective of the role is to build Cash Management product suite as part of Mashreq’s expansion in India (both onshore and GIFT city). The role will be required to create the platform, build commercial readiness and deliver market share in a competitive suite of cash management products to Mashreq’s corporate and FI clients in India. The role will develop capabilities across Account Services, Payments, Collections & Liquidity Management products. The role will work closely with Channels, Operations, Technology and Program Management office during the roll-out phase.

Key Result Areas
• Drive Overall Financial Performance – drive the overall financial performance of cash management products by launching new products and driving initiatives for existing products to grow volumes and liabilities whilst establishing strategies to optimize fee pricing, Funds Transfer Pricing (FTP) and Net Interest Margins (NIMs). Work with Technology and Operations to digitise processes and lower costs
• Develop the Product Strategy – work with the product management team to develop a comprehensive strategy for all cash management products by clearly defining the market landscape and drivers, core product proposition, target market and client segments, addressable market size, projected share of wallet and associated volumes/revenues, competitor capability assessment, product development roadmap, and commercialization strategy
• Drive Product Innovation – establish processes and checkpoints to ensure your team identifies opportunities to develop new products and enhance existing products based on market/sales feedback, client needs and/or regulatory changes. Prioritize the development pipeline based on a sound commercial assessment of each opportunity and review the quality of investment plans before the team seeks formal approvals. Constantly review the Minimum Value Proposition (MVP) for the product set against each target segment as well as defining the future roadmap for an Enhanced Value Proposition (EVP) to stay ahead of the market and position Mashreq as the leading innovator in the region
• Commercialize Product Offerings – ensure the team develop and execute a comprehensive commercialization plan for each key cash management product including revenue/volume targets, client target market and prospect lists, core marketing/sales materials, product training for Sales and Coverage, and client education events. Track and monitor execution of these plans through regular reviews and identify any issues where help is required to remove roadblocks. Ensure the Product Management team are working on the right deals with Sales to maximize revenues
• Build Product Governance & Compliance Culture – ensure that the team complete all Product Program Guidelines (PPGs) and/or Country Addenda for cash management products on a regular basis, that these documents reflect a true assessment of the inherent risks associated with these products, and that products are aligned to the legal, regulatory, compliance, tax, credit risk and other relevant frameworks and internal policies within the Bank. Review changes in the market landscape to understand the impact on the product bench, including changes in the regulatory horizon, and ensure the team pro-actively implement changes to mitigate risks and stay within the risk appetite of the Bank. Set up programs to promote awareness of risk and compliance issues associated with cash management products within GTB and with Sales and Coverage partners

Knowledge, Skills and Experience
• Minimum 10-12 years cash management product experience including at least 5 years senior management experience covering India market with full P&L accountability
• Strong understanding of all cash management products ideally in India/ global or large regional bank
• Track record developing and successfully commercialising multiple new products
• Experience in agile product and technology development approaches
• Strong people management skills
• Strong analytical and data rationale mindset 
• Strong communication ability and executive impact
 

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