ED & Head of Cross-Border Payments

JOB SUMMARY / INTRODUCTION

• To drive development & commercialization of new Payments product propositions , including partnership with payment service providers in a Digitally relevant scale with continuous focus on the Local and International markets.
• Responsible for driving the commercialization of cross border payments and actively contribute to FAB’s increase in market share/revenue.
• Responsible for strategizing & working with new strategic propositions and commercialization of the same, like BUNA, Tokenization etc.
• Responsible for end-to-end management of new age Payment proposition across different markets using technology as an enabler,
• Conceptualise New Product Propositions including Blockchain, tokens, and work with other GTx stakeholders including Next Gen propositions, , Sales and Platforms teams to plan and execute propositions in a customer centric manner.
• Responsible for leading the business case and tracking benefits for new initiatives/propositions
• Evaluating market practices and changing regulatory guidelines so that propositions can be re-engineered to bring in changes to the existing landscape of propositions available within local and global markets.

• Individual will engage extensively with regulators and bring in propositions that will ensure FAB has the first mover advantages for specific payments products

   

KEY RESPONSIBILITIES

• To support the Payments Product Management, Product Development, Innovation and delivery channels, within the global landscape specifically covering the following
• Commercialization of existing cross border payments proposition
• Strategize and launch campaigns to gain market share in overall cross border payments space
• Blockchain/Tokens/Partner bank propositions based relevant review and finalize use cases for FAB to adopt
• Drive the tokenization/CBDC agenda forward and obtain buy-in internally
• Actively contribute to the commercialization of FABAccess
• Continuously track and report the transactional FX as main stream of income
• Work with regulators, industry forums for proactive identification of new solution along Digital Wallets, digital payments to address Client requirements.
• Engage with Digital team for end-to-end development & product functioning and ensure that the client touch points and channels related to payments are managed. Work with Platforms/IT/Operations to ensure that all payment products are reviewed regularly to ensure the complete functioning and is fit for purpose
• Drive regional RFPs to ensure that all payment related proposition is joined up and seamless from client perspective, for all international locations.
• Work towards supporting continuous improvements in the financial, operational and service performance of the Payments products and increase in market share vis-à-vis competition by working around banks’ risk and audit principles.
• Re-engineer and synchronize processing principles/cut-off timings/currencies across various units within the bank i.e. Channels/Operations/IT/Risk
• Evaluate and recommend new ideas and solutions and deliver bottom line benefit as a result of understanding product opportunities. These can be on the areas of New proposition, Technology, Regulation, Industry and Market.
• Develop the products/proposition covering aspects of Pricing, appropriate positioning in the market and customer segments, and on-going efficient management of products.
• Responsible for the state-of-the-art digital Collaterals, website content, go to market strategy and communication strategy of the product launches and  commercialization
• Responsible for managing external vendors to support and enhance the Payments product from time to time. This will involve agreeing and monitoring service levels, and ensuring end-to-end client delight
• Drive product launches through planning and managing the same in close co-ordination with internal and external stakeholders
• Monitoring of product performance with regular updates including the uptake, volume trends and work with Sales to pro-actively cross sell payment solutions.
• Manage and own the P/L for payment propositions by regular review and reporting as appropriate
• Attend Client Meetings involving complex requirements and own the responsibility of providing 'right solution' to the client. Provide guidance and support to RMs, Sales/Marketing teams for promoting the relevant products
• Represent and where possible support the bank in driving Cash Management Product evolution in alignment with the bank's overall strategy and goals. Analyse and discuss client pricing discussion for presentation to Deal review Committee
• Manage & review the Products in line with the Product Life Cycle (PLC) from Business Cases to the actual delivery and commercialization. This will involve management of the UAT and signoff of the same
• To perform other activities as appropriate assigned from time to time by your Manager/Head of Cash Product Management from time to time
• Review existing products and define business requirements for new products
• Handle end to end transaction flow and liaise between operations and clients for smooth processing of the transactions
• Work closely with cash product managers to finalize documentation, structures, rollout new products and solutions across UAE/internationally
• Contribute to the identification of opportunities for continuous improvement of products, systems, processes, and practices while taking into account client needs and market developments. Manage proactively the fraud, regulatory and compliance risks in the transactions when developing solutions for clients
• Ensure we are delivering promised solutions to our clients in professional manners and providing premier service to clients across FAB locations
• To build up FAB’s GTx market profile by organizing or participating in various industry events
• Focus is primarily on all client segments across local and global market places
• Close liaison with staff from Solutions & Advisory, Client Services, Channel Support, (Global) , Magnati/NI, Payment processors, Fintech providers, branch network, Relationship Managers, IT Desk, Operations, Legal, In-country operations Risk  and other relevant stakeholders in the product Management/Development and commercialisation process
• Participate in review of service standards, operational process,  Product  and service quality to ensure that we meet and exceed the expectations of our clients

• Assist our clients in understanding and using our Cash Management products and channels

   

REQUIREMENTS / QUALIFICATIONS

• Degree in Finance, Accounting, Economics, Commerce or equivalent discipline;
• 15-18 years of relevant experience in individually driving Product launches, Strategize Product Roadmap and managing P & L
• A confident self-starter, motivated, with aptitude and willingness to undertake self-learning
• Should have driven Product Launches individually end to end, including periodic product review
• Strong P/L management regarding fee-based income for the products
• Must demonstrate a keen interest to learn the business and its processes, in order to best support our clients
• Must demonstrate the ability to analyse and understand complex problems, make sound (technical) decisions, provide recommendations, and communicate solutions in a proactive manner
• Must have excellent verbal and written communication skills and be able to articulate concepts effectively to Business users, operational teams and technologists at all levels of seniority within the client and the bank
• Ability to have a consultative approach with IT and business partners within both the bank and the client
• Past experience of Payments/Collections//Cash Management around Product Management area is needed
• Must have work experience in electronic banking channels for newer solutions like Virtual Accounts/Payments on Behalf Of(PoBo), Instant payments landscape across the region.
• Knowledge of new age banking and propositions around CBDCs, Tokenization, Virtual Assets is essential.
• Knowledge of ERP/ accounting / Treasury systems used by clients for reconciliation is needed.
• Knowledge around Machine Learning/Artificial Intelligence and recent payment/cash management global trends is necessary.
• Service driven approach
• Ability to convince clients and interact with them in good and difficult conditions
• Analytical skills to track revenue opportunities.
• Strong interpersonal skills
• Basic sales & business mind-set
• Strong interpersonal skills as well as a team player with strong influential skill that can motivate other team members to achieve the business objective. Ability to work in matrix environment
• Self-confident and performance driven. Ability to work under pressure and with a strong delivery focus
• Ability to articulate, formulate and deliver high quality client presentation
• Ability to make decisions, influence other and work in co-operative manner and find resolution to client needs
• Strong appreciation of operations processes and procedures, and understanding of risks
• Functions within the framework and boundaries of Group policies as well as overall organisational and governance frameworks.
• Authorized to take decisions as per the approved authorization matrix.

Preferred / Beneficial

• Professional qualification in Cash Management preferred 
• Familiar with the regulatory environment concerning financial industry in UAE & the jurisdictions where FAB is present