Senior Product Manager - Structured Trade

Role Overview

Senior Product Manager - Structured Trade at Emirates NBD, responsible for developing, driving, and implementing strategy for structured trade products within the Trade Finance domain across physical and electronic channels.

Company Overview

Transaction Banking Unit

Transaction Banking provides a diverse range of products and services to Commercial & Investment Banking customers. The TB Product Unit strategically drives Cash and Trade business to achieve bank goals while delivering on customer requirements and drives global Cash and Trade strategy for the Emirates NBD Group.

Role Purpose

Own the full end-to-end process of products falling in the Structured Trade domain, leveraging existing documentary trade and open account products through SPV and TradeCO structures. Provide structured trade solutions by engaging with clients to structure bespoke deals, coordinating with internal and external legal counsel, and partnering with Solutioning, Coverage, and Credit functions. Establish structured trade finance solutions with third-party commodity hedge wraps and develop new product programs while maintaining existing propositions. Drive sales team performance against targeted revenue and ensure award participation in assigned product categories.

Key Responsibilities

Strategy & Business Development

• Develop tactical and strategic business plans for product commercialization.
• Conduct baseline industry, competitive, and product research and develop clear business cases for new methods, products, channels, and enhancements.
• Develop strategy papers to management committees for structured trade finance solutions with third-party commodity hedge wraps.
• Develop concept papers addressing mismatches in commodity trade.

Product Management & Programs

• Monitor product performance including revenue, volume, and margin against current-year budget and future-year forecasts for global cash management.
• Oversee internal and external product development activities.
• Develop business requirements to build systems and procedures supporting product development and ongoing enhancements.
• Ensure development of new product programs and keep existing programs fully updated for structured trade propositions.
• Identify product gaps for further development in existing and new products.

Deal Structuring & Client Engagement

• Set up Bank-controlled and Orphan SPV structures for structured trade solutions.
• Engage with clients to structure bespoke deals.
• Undertake preliminary drafting of legal agreements.
• Work with internal and external legal counsel on deal documentation.
• Engage with Solutioning, Coverage, and Credit for deal presentation, approvals, and execution.
• Set up Middle Office and Agency functions for monitoring of SPVs, transactional counterparties, and cash settlements.

Third-Party Partnerships

• Manage product approvals from all stakeholders for structured trade finance solutions.
• Set up partnerships with third-party hedge administrators.
• Set up ancillary products for supporting margin money calls.
• Negotiate marketing agreements and pricing with various third-party vendors.

Sales & Revenue

• Serve as product expert and engage in sales support role with sales and relationship management teams.
• Drive product profitability and usage across Commercial & Investment Banking customers.
• Drive sales team to achieve targeted revenue for products and services.

Pricing & Risk

• Own pricing policy and discounts/waiver policy for Transaction Banking products.
• Negotiate with corporate clients on pricing and product agreements.
• Analyze competitive situations and develop benchmarking prices and product distribution recommendations.
• Provide ownership of credit standards for specific products.
• Provide training sessions on new product development and enhancements for internal stakeholders.

Marketing & Awards

• Undertake marketing activities for new product launches and enhancements.
• Participate in award submissions in assigned product categories.

Qualifications & Experience

• Bachelor's degree.
• Legal experience.
• 10+ years of banking industry experience.
• 8+ years of trade experience.
• Good understanding of trade operations.

Skills & Competencies

• Knowledge of ICC Rules including UCP 600, URDG, ISP, ISDGP, ISBP, and URR.
• Ability to develop product strategies.
• Experience handling structured trade products.
• Recognized trade subject matter expert.
• Work closely with sales teams.