Function: Chief Commercial Office – Data Analytics, Product & Pricing
Salary range: In accordance with appropriate salary schedule (This Role will be posted Externally Simultaneously)
Purpose of the Role: The Senior Manager, Client & Product Profitability Strategy Implementation monitors and manages client profitability and performance metrics, with focus on improving the profitability of Corporate and Investment Banking (C&IB) credit and transaction clients. The Senior Manager monitors product & client profitability, with the aim of enhancing client value, improving segment profitability and product penetration across non-credit clients utilising various delivery channels, products & services. The incumbent develops and implements client level action plans to improve profitability and the delivery of first-class service experience through the regional C&IB teams. The Senior Manager works with the C&IB Directors to define client level action plans and ensure the implementation of plans by collaborating with internal partners and / or external suppliers to develop and deliver appropriate solutions.
Key Accountabilities:- Develops and implements strategic client action plans, designed to actively advance overall segment profitability for C&IB to ensure that client profitability is enhanced, and client value and overall client relationships are expanded.
- Provides client analysis and feedback, along with recommendations for improvement on client analytics and measurements, collaborating with the wider team, produces and further analyses market data from third parties and internal sources to produce reports that provide portfolio recommendations to leadership around migration tactics and the continued automation of banking services and provide the regional C&IB leadership with data to inform decisions and to approve and act on strategic client action plans.
- Supports the cross-selling strategy for the Bank, focusing on growing other income revenues streams from key cash management, investment management and treasury products, collaborating with the Product & Pricing to complete regular pricing analysis and making recommendations on amendments to optimise pricing around the region to increase non-interest revenue streams and limit revenue leakage.
- Leads the development and management of incentive-based compensation and product campaign programmes (external) for C&IB, understanding the needs of the client and matching product offerings to business requirements and available resources, in conjunction with various stakeholders, e.g. marketing, providing C&IB leadership with reports to measure and analyse the success of various programmes.
- Support and guides for the planning and implementation of cross-sell initiatives, client acquisition / maintenance, pipeline management and client profitability in collaboration with the Directors to ensure C&IB leadership has the analysis to measure the success of initiatives and profitability opportunities.
- Supports the development of client plans and regional client call strategies; setting quarterly / annual targets for non-credit products; developing effective client profitability models, e.g. Risk Adjusted Return of Capital (RAROC) through the provision of relevant data and efficient systems knowledge to limit Barriers / obstacles identified and improvements suggested, where required.
- Provides analysis of sales performance; ensures effectiveness of sales tools and processes inclusive of the current client credit and transactional review processes and reporting to ensure sales performance analysis; barriers / obstacles for sales tools/processes identified and improvements suggested, where required.
- Prepares presentations and relevant tasks that support strategy development, in collaboration with Executive Directors / Directors / MDs to develop strategic plans to ensure the completion of strategic plans and ongoing reporting to C&IB leadership to monitor achievement of plans.
Knowledge / Experience:- 10 years’ experience in banking with at least 5 years in a corporate, commercial or investment banking relationship role.
- Strategic thought leadership – a big picture view while executing functional requirements.
- Proven financial / banking experience in the implementation and delivery of financial and business performance models and reporting.
- Strong understanding of corporate and investment banking and cash management products and delivery channels.
- Strong product and client management background and experience, with emphasis on developing and advancing client level pricing strategies that meet the strategic objectives of both clients and the business.
- Background in environments with quantitatively driven objectives and performance indicators.
- Proven record of accomplishment in the identification and development of new markets, new segments, new market opportunities, alternative channels, loans and credit products.
- Able to build strong internal and external network relationships.
- Sound knowledge corporate & investment banking and cash management products and clients, and the ability to identify opportunities, plan and advance profitability at the client level in support of Corporate Banking and the Bank’s objectives.
- Sound knowledge of business planning processes and models, and the ability to develop business plans / tactics to support Corporate Banking and the Bank’s strategies and objectives.
- Well-developed knowledge of the Bank’s and its place in the market, and the ability to achieve objectives through working with internal partners and external suppliers.
- Well-developed knowledge of Bank’s competitors in the market, and the ability to identify how the Bank can differentiate itself to drive both business and client value.
- Strong knowledge of influencing and negotiating techniques and the ability to gain commitment and support for desired objectives with senior leaders (MD, Directors, etc.)
- Sound knowledge of problem-solving and decision-making techniques, and the ability to apply these to generate creative and effective solutions and courses of action.
- Highly developed knowledge of the principles and processes of selling, and the ability to apply this knowledge to contribute to the development and implementation of programs, processes and tools to improve sales effectiveness.
Required Qualifications:- Bachelor’s degree in finance or related field
- Diploma / certification in project management would be an asset
Position reports to: Director, Strategic Programmes, Products, Client Insights & Service Delivery