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

• Manage a team of product managers responsible for Account Receivables Purchase (ARP), Trade Credit Insurance, Supplier Payment Services, Integrated Supplier Finance, and Alternative Lending for Trade (ALT) products
• 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
• Build relationships with key stakeholders including IBG RM Team Heads / Segment Heads, Sales and Client Management heads, Credit Risk, Group GTS management, etc.…

• Make recommendations & influence decision makers on policy changes to drive business growth, while managing risk prudently
• 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
• 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
• Set and review pricing strategy in line with market conditions  
• Be data-driven by leveraging market data and customers’ transactional data to form strategies and identify opportunities.
• Drive digital client behaviour, e.g. increased adoption of electronic banking, Host-to-Host and API channels for OAT products where relevant.
• Product Expertise: provide guidance and propagate OAT knowledge across internal stakeholders. Develop product training materials, provide regular training and communication of any changes.
• Issue resolution: Manage day-to-day product issues and will be involved in problem solving if a product or service is not working the way it is positioned
• 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 as per NPA guidelines
• Product enhancements: Raise platform or system enhancements, and ensure they are tested and have appropriate documentation and processes in place prior to launch
• Governance, controls and risk management: ensure that New Product Approval (NPA) standard is adhered to, product guidelines are in place and kept up-to-date, and manage all product risks
• 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
• Groom the ARP Specialist team under Client Management to support clients from origination to onboarding to utilization  
• 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 in related disciplines
• Minimum 10 years’ experience on transaction banking
• 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 with key stakeholders and influence stakeholders
• Good understanding of Credit Risk, Working Capital, DPO/DSO and Supply Chain Finance.  Prior experience as a Corporate Banking RM would be a plus
• 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

Apply Now

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

We regret only shortlisted candidates will be notified.