Job Purpose

The role is the manage the Product Strategy and financial performance for the Regional and Domestic Custody products, ensuring clear product definitions and product development agenda, clear sales and client segment strategies, marketing plans, market coverage oversight, service delivery performance and financial performance.

The role will have close partnership with the Head of Operations, Securities Services and the Securities Services Global Sales functions.

Key Responsibilities

1.         Business Strategy. 

• Define the business strategy and P&L roadmap for the Regional and Domestic Custody proposition, leveraging a range of business environmental drivers, competitive standing, client drivers, market opportunity and regulatory themes
• Oversee and control the alignment of objectives across the firm's functional streams to deliver according to the agreed strategy

2.         Product Specialist. 

• Detailed Product Definition and capability profiles across the Regional and Domestic Custody Product, leveraging and partnering with experts in the Direct Custody specialist functions
• Act as Product Specialist for client or internal policy questions regarding the scope of the approved product suite
• Drive agenda for establishment of a clear CORE consistent capabilities across the network, and track local variations to the Core product capability
• Establish clearly defined service delivery target standards (timeliness, content and quality/accuracy) for product services
• Ensure that the firm's Product Programme Guides are updated and approved for product features

3.         Financial Performance and Pricing Policies

• Oversee P&L performance of the Domestic and Regional Custody products, ensuring clearing analysis and understanding of financial performance drivers
• Develop unit costing for product capabilities to ensure understanding of financial dynamics
• Oversee standard fee tariffs and structures across network for Product suite

4.         Sales & Marketing. 

• Develop and align client segment Sales and Marketing Agenda with Sales teams
• Build profile in marketplace to support Sales Agenda through use of media, advertising, conferences and other direct profile activities
• Provide RFP and Other Sales Support to drive Sales Agenda
• Develop standard marketing and RFP profiles and collateral to support the marketing and sales efforts and enhance the firm's positioning of this product suite

5.         Product Development 

• Develop a clear product development roadmap for product enhancement and expansion
• Develop communication channels with Operations, Sales and Client Service to ensure that development items are collated and prioritised
• Develop strong interface with IT teams to oversee development agenda
• Host industry and client workshops to discuss product development agenda and ensure that the firm's agenda is aligned with client priorities
• Script the firm's Investment Business Cases for developments requiring non-BAU funding

6.         Client Feedback / Industry Surveys & Awards 

• Use client and industry surveys to develop clear understanding of client perception of the firm's product suite for Regional and Domestic Custody
• Develop the firm's performance in industry and client surveys
• Develop tailored mechanisms to seek client feedback through the year

7.         Service Delivery Oversight 

• In conjunction with Operations – develop clear set of measures to ensure oversight of product performance
• Drive consistent adoption of the Core product capability and standards across the firm's network

8.         Competitor and Environmental Driver Analysis

• Develop detailed analysis and profiles of competitor product capabilities
• Track and analyse a range of environmental factors that influence the Domestic and Regional Custody Propositions

9.         Legal, Risk and Compliance

• Ensure clear translation of product capabilities and risks in legal agreements
• Manage and oversee the ongoing contractual risk profile for Domestic and Regional Custody clients
• Support legal negotiations with legal and Sales teams

Attributes

• Direct experience in regional or global custody product suite of at least 10 years and preferable focus on Asian markets within this tenure
• Strong core product knowledge across securities services in Custody and Fund Services
• Experience in strategy planning and implementation
• Extensive Client Interface experience
• Strong communication and presentational skills
• Strong change management and influencing skills