AVP – Product Development & Structuring recruitment
JOB DUTIES AND RESPONSIBILITIES:
- Set and regularly review a clear, client focusd product development strategy, communicated to all Treasury sales staff with supporting collateral for client consumption. Consolidate material into a "library" of asset class pitch books for use in introducing the Bank's evolving derivative capabilities.
- Manage the marketing process for all new products, including supporting research material, client seminars, internal and external training and all quantitative analysis required to ensure that the client has a 360 degree view of derivative pay-off potential and its impact on financial risk exposures.
- Price client sourced cross asset derivative transactions with the Bank's Trading Desk/interbank counterparties to ensure best execution support dual objectives of maximised profitability closure ratio of sales opportunities. Manage interbank relationships to identify niche expertise in all asset classes.
- Produce all Term Sheets required to document transaction details during the sales process and prior to transaction execution. Ensure all Term Sheets contain full disclosure of transactional risks and scenario analysis and are approved by Risk Management Legal as required.
- Compile customer focused, solution driven presentations for clients, incorporating new product ideas and economic/market analysis where appropriate. Be responsive to the iterative process generated by these presentations such that a win/win solution is ultimately delivered to the client for execution.
- Support all sales staff with attendance at client meetings as required, particularly relevant for more sophisticated clients where competition is high and depth of technical input is in greatest demand. Liaise direct with clients as required to follow up on call Action Items and deliver against expectations.
- Ensure consistent bank limit/tenor capacity to support all sales activity. Provide rationale to the Relationship Management function for inclusion in the limit approval process as required in the prescribed format. Supplement with information as necessary to ensure that no client transactions are foregone.
- Stay abreast of developments across all financial markets as the basis for pro-actively updating clients and responding to any specific enquiries. Display a professional, knowledgeable and service driven approach at all times, delivering to deadlines set and contributing a brand strength.
- Produce an up to date new product pipeline for discussion in a regular review of all client sales activity. Ensure new ideas shown to clients are tracked for conversion rate, rolled out to as many relevant prospective clients as possible and further developed to take into account feedback from sales staff.
- Develop and manage a product communication process, including website content and promotion of new ideas through branch and other advertising channels. Define content for and implement a weekly Treasury Marketing call to internal departments to promote sales opportunities.
- Maintain strong relationships with other local banks to contribute to brand strengthening and ensure that the Bank is at the forefront of evolving market conditions and product trends elsewhere. Attend product conferences to supplement knowledge of developing trends.
- Contribute to the development of the Treasury Marketing business through constructive input into strategy, procedures, operational processes, marketing initiatives and any other aspect of client related transactions that produces value add and an immediate, medium or long term revenue impact.
KEY PERFORMANCE INDICATORS:
- Revenue achieved (interbank/Sales desk spread).
- Successful new product volumes and transactional success ratio.
- Quality of all product communication documentation material and extent to which it delivers a client focused, risk comprehensive approach.
EDUCATIONAL QUALIFICATION:
- Degree plus MBA/CPA/CFA preferred. Strong mathematical background.
March 2, 2012
• Tags: AVP, FX & Money Markets careers in the UAE, Product Development & Structuring recruitment • Posted in: Financial