Documentary Trade Product Manager (UAE National Only)

Role Overview

Documentary Trade Product Manager position at Mashreq, UAE. This role is open to UAE National candidates only.

Role Purpose

Deliver a competitive suite of documentary trade products for Mashreq's Corporate clients, drive programs to capture high-quality trade assets and transaction flows, and generate strong revenue growth and attractive returns for the Bank.

Key Responsibilities

Financial Performance

• Drive overall financial performance of products by launching initiatives to grow volumes and trade assets.
• Establish strategies to optimize fee pricing and Net Interest Margins (NIMs) on deals.
• Work with Technology and Operations to identify opportunities to digitize processes and lower costs.

Market Understanding

• Understand the market landscape for your products by constantly scanning for regulatory developments, trends, drivers, client needs and competitor offerings including fintechs and alternative providers.
• Conduct market analysis and gather feedback from Sales and direct client interaction.
• Participate in industry bodies and associations, interact with colleagues at other banks, and discuss with Compliance and regulators.
• Review industry research papers and voice of client survey feedback.

Product Strategy

• Develop comprehensive strategy for your products by clearly defining the market landscape and drivers.
• Define core product proposition, target market and client segments.
• Assess addressable market size, projected share of wallet and associated volumes and revenues.
• Evaluate competitor capability assessment.
• Build product development roadmap and commercialization strategy.

Product Innovation

• Identify opportunities to launch global products, develop new local products or enhance existing products based on market and sales feedback, client needs and regulatory changes.
• Build a pipeline of potential product developments by advancing and testing concepts with key stakeholders.
• Prioritize developments based on sound commercial assessment of each opportunity.
• Prepare formal investment plans and seek internal approvals.

Product Development Support

• Work with the Product Development team, Operations and Technology teams to deliver new products or enhancements as Subject Matter Expert.
• Clearly define scope of each product build or enhancement by preparing comprehensive Business Requirements Documents or modifying global documents for local use.
• Provide regular and real-time feedback on product impacts from systems development and testing as it progresses.
• Participate in development of test cases, standard operating procedures and the product implementation guide.

Commercialization

• Develop and execute comprehensive Go to Market plan for each core product including revenue and volume targets, client target market and prospect lists.
• Create core marketing and sales materials and product training for Sales and Coverage teams.
• Track and monitor execution against specific calling targets and pipeline.
• Participate in joint calls on clients to propagate product knowledge.
• Support solutions for key deals.
• Directly engage with teams not meeting product targets to agree remedial actions and remove roadblocks.

Partnerships and New Channels

• Identify third party service providers, fintechs, digital platforms, ecosystems and emerging channels that can support or drive volumes in your products.
• Evaluate commercial models and prospects of partnering, investing or buying in capabilities.
• Present investment or partnering opportunities to central product teams for validation.
• Establish partnerships for approved projects including commercial terms and service levels.
• Manage ongoing partnership performance.

Product Optimization

• Constantly look for opportunities to improve client experience and performance of your products.
• Engage with Operations, Service, Technology, Risk, Legal and Compliance to identify continuous improvement opportunities in all aspects of product performance.
• Work with partners to digitize delivery channels and automate processes wherever possible.
• Regularly review pricing strategies and market positioning to maximize financial and volume performance and product cross-sell opportunities.
• Identify opportunities to refresh product strategy, enhance products or focus more attention on underperforming products.
• Retire products with limited revenues and growth opportunity.
• Monitor revenues, costs, volumes, pricing, turnaround times and efficiency to ensure products perform as expected and take remedial action to address underperformance.
• Engage in industry advocacy and submissions to improve regulatory and legal framework including scheme rules to improve effectiveness, market demand or operational delivery of products.

Product Governance and Compliance

• Own the Product Program Guidelines (PPG) based on comprehensive understanding of inherent risks associated with your products.
• Understand legal, regulatory, compliance, tax and credit risk in your market together with other relevant frameworks and internal policies governing your products, including regulatory and scheme rule requirements.
• Regularly engage key stakeholders to understand impact of these areas on your products including regulatory changes on the horizon.
• Proactively manage development and delivery of your products to ensure alignment with the Bank's policies, guidelines, risk management processes and risk appetite.
• Communicate key changes to Country Product Management, GTB Management, Sales and Coverage to promote awareness of risk and compliance issues.

Qualifications & Experience

• Minimum 5 years of product management experience.
• Strong understanding of international trade products and practices.
• Experience in agile product and technology development approaches.

Skills & Competencies

• Strong people management skills.
• Strong analytical and data rationale mindset.
• Strong communication and interpersonal influencing ability.