Executive Director- Corporate Cards

Job Description

JOB PURPOSE:

• To increase focus on UAE and International markets and drive commercialization of Corporate Card/Digital Solutions products within these markets, in the Cash Management area within the Global Transaction Services domain.
• The successful candidate will be responsible for product Development, Innovation, Management, and commercialization of Corporate Card/Digital solutions products including Innovative solutions that would drive the Cash Management business in line with agreed target/budget.
• Own the corporate card strategy globally and manage the migrations from existing portfolio to strategic scheme provider as per strategic direction
• Evaluate and drive new partnership opportunities within the Corporate Cards space including identifying innovative and commercially viable opportunities.
• Manage and deliver the Corporate Cards solution and the related P&L across all channels with full capabilities in UAE & International locations.
• Collaborate with key business partners such as card schemes (Mastercard, Visa etc.) to provide ongoing business support and compile regular product performance report for internal monitoring, risk assessment and recommended actions.
• The individual along with the team will be analyse the market size, wallet share and identify growth opportunities including elements of revenue, volume, value etc. through benchmarking the product development, delivery & operations of various aspects of Corporate Card based solutions.
• Work with Channels/IT/Operations/Payment processing partner to ensure that all products are reviewed regularly to ensure the complete functioning and is fit for purpose.
• Drive regional RFPs to ensure that all cards/digital related proposition is joined up and seamless from client perspective, for all international locations.

ACCOUNTABILITIES:

• Actively support the product innovation, development, and management of corporate card proposition by engaging with local and global counterparts to increase the wallet share and client outreach with focus on:
  • Corporate card variants to address Travel & Entertainment, Government, and other corporate expenses.
  • Strategic international planning & rollouts
  • Drive and manage the partnership with global card schemes, Fintech providers.
  • Commercialize existing solution in UAE and international markets as per agreed roadmap & timelines.
  • Any futuristic automation of existing propositions and launch of relevant propositions covering embedded finance, virtual cards, Generative and Predictive AI etc.
  • Partnership with Fintech providers to significantly enhance corporate card proposition.
  • Responsibility for supporting corporate data integration for card data.
  • Various Digital payment solutions including but not limited to SmartPoS, mPoS, Wallets, Stored Value Facility (SVF) providers.
• Ensure all pricing points are accurate and updated with focus to track and follow revenue growth and prevent revenue leakage. Develop the products/proposition covering aspects of Pricing, appropriate positioning in the market and customer segments including submission and approval from NAWC for new and enhanced product offerings.
• Interact with relevant channels team for end-to-end development & product functioning and ensure that the client touch points and channels related to Payments and related functions.
• Partner in the roll-out of Corporate Cards in close co-ordination with Payment Processing partner and on-board clients through active consultation.
• To conceptualize, develop and deliver customized solutions targeted for niche client segments to generate incremental revenues. Evaluate and recommend new ideas and solutions and deliver bottom line benefit because of understanding product opportunities. These can be on the areas of new proposition, Technology, Regulation, Industry and Market.
• Explore innovative solutions/ideas and projects and identify possible alliance model to work on newer ways of payment processing. These can be in the areas of evaluating and conducting POC with FinTech partners within Payments, Digital Assets, Distributed Ledger Technologies, Artificial Intelligence, or any other initiatives from time to time.
• Work towards supporting continuous improvements in the financial, operational, and service performance of the corporate card products and increase in market share vis-à-vis competition by working around banks’ risk and audit principles.
• Drive local regulatory initiatives and ensuring FAB gets a giant share of the market. Represent the bank in various forums like Regulatory bodies, business chambers of commerce in getting valuable insights & implementing the same within FAB.
• Responsible for the Collaterals, website content, go to market strategy and communication strategy of the product launches and commercialization.
• Process review and re-engineering of the existing corporate card products to ensure smooth functioning and derive efficiency.
• Responsible for managing the external vendors to support and enhance the corporate card products from time to time. This will involve agreeing and monitoring service levels and ensuring end-to-end client delight.
• 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.
• 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.
• Should be able to independently sketch corporate card strategy for FAB, for Local and international markets.
• Update and keep relevant Product Programs, SOPs, collaterals, website content, ‘go to market strategy’ and communication strategy of the product launches and commercialization plan in conjunction with the relevant partners.
• To perform other activities as appropriate assigned from time to time by line Manager/Head of Cash Product Management from time to time.

Specific Accountability

• 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 payment products and solutions globally.
• Contribute to the identification of opportunities for continuous improvement of products, systems, processes, and practices while considering 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.
• To build up bank transaction banking market profile by organizing or participating in various industry events.

Business Fulfilment

• Focus is primarily on all CCIB, IB & PCG client segments.
• Close liaison with staff from GTB Sales, Magnati, Scheme Operations, Payment Processors, Client Services, Channel Support, (Global) branch network, Relationship Managers, External Service Providers, IT Desk, Operations, Legal, Compliance, 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.

Qualifications

Minimum Qualification:

• Degree in Finance, Accounting, Economics, Commerce, or equivalent discipline

Minimum Experience:

• 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 of Interest & fee-based income for the products.
• Must demonstrate a keen interest to learn the business and its processes, to best support our clients.
• Must demonstrate the ability to analyze 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.
• Experience of Corporate/Commercial Cards/Payments/Collections/Cash Management Product Management area is needed.
• Must have work experience in digital banking channels for newer solutions like Virtual Cards/Virtual Accounts proposition etc.
• Should have strong knowledge of international operating model globally for various corporate card products.
• Knowledge of clearing, settlement and payment, cards systems globally in the countries of FAB’s presence.
• Knowledge of ERP/ accounting / Treasury systems used by clients for reconciliation is needed.
• Knowledge about the current automated solutions around Payments is necessary i.e., Digital Payments.
• Knowledge around Machine Learning/Artificial Intelligence and recent payment trends is necessary.

Skills:

• 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.