Senior Product Manager – US Business Deposit Products (GTM), Global Transaction Banking

Contributes to the overall success of Global Transaction Banking (GTB) in North America by ensuring specific individual goals, plans, initiatives are executed and delivered in support of the team’s business strategies and objectives. Ensures all activities conducted are in compliance with governing regulations, internal policies and procedures.

The Sr. Product Manager – US Business Deposit Products (GTM) is accountable for ideation, planning, defining and executing the Go-To-Market (GTM) strategy and tactical plans for US-domiciled Business Deposit Products. In collaboration with all stakeholder and partner teams, the individual will be leading and managing the end-to-end GTM efforts from a product perspective, with the overarching objective of contributing to sustainable and scalable revenue growth, profitability, and increased market share of US-domiciled business deposits products and related solutions.

Accountabilities

• Leads and drives a customer-first culture to be able to bring in new clients to the Bank, deepen existing client relationships and improve client experience
  • Conceptualizes, develops, leads/supports and implements GTM strategies for the US Business Deposit Products – including but not limited to the following –
  • GTM roadmaps
  • Strategic and tactical GTM plans
  • Initiatives to establish, maintain and/or enhance our competitive position
  • Enhance customer experience
  • Simplify the sales experience
  • Build internal efficiencies
  • Streamline product-related processes and procedures

• Supports the Director – US Business Deposit Products, the Product Owner(s), Sales teams, partner teams and the leadership team by –
  • leading and managing the end-to-end GTM lifecycle for new and existing clients – for all in-flight and future initiatives
  • delivering on assigned (or ad hoc) mandates, key strategic initiatives and priorities and contributing to the overall development of the strategic direction of the business
  • Responsible for managing the GTM and promotion of the new US-domiciled deposit products and related solutions, with an objective to drive increased product penetration, customer growth (new and existing) and customer satisfaction by:

• Generating customer insights and market benchmarking:
  • Generate in-depth GTM insights by understanding customer needs – using customer validation techniques, persona creation, analyzing customer behavior and market trends
  • Analyzing the existing deposits portfolio to determine typical customer behavior, product mix, competitive data, segment/industry trends etc. to identify and execute on GTM opportunities
  • Deploy learning strategies to gain more information about the market and identify corresponding opportunities, such as: market segmentation, market development, market refinement etc.
  • Generating internal insights:
  • Bringing in feedback and insights from our internal front-end teams, middle-office, back-end teams, control functions and our partners to strengthen the GTM approach and offering
  • Proactively identifying opportunities to close out gaps and/or inefficiencies in customer-facing and/or internal processes and procedures to improve GTM experience
  • Training / Education:
  • Identifying product education and training needs to deliver multi-channel programs for the sales teams, across the enterprise, to accelerate GTM momentum to drive sales growth

• Project planning:
  • Outline, track and execute on the E2E GTM strategy and project plan (including pilot plans, launch plans and all future product / feature / MCVP release plans)
  • Lead the coordination amongst the right stakeholder representatives to work on specific GTM deliverables / responsibilities
  • Tracking GTM progress: Define and set up measurement milestones, metrics, key performance indicators (KPIs) and KRIs for launch initiatives and other related activities
  • Ensuring all initiatives are performing as expected and resolving issues that arise in a timely manner with updates to partners and escalations to management as required
• Relationship Management, Collaboration and Communication

• Managing partner, business line, sales and vendor (if any) relationships for the portfolio
• Collaborating with the Product Owners, Product Managers, Cross-team partners, Sales, Sales Effectiveness, Pricing and other support functions to articulate and gain support on the GTM vision, including customer impacts and business/stakeholder value
• Ensuring cross-functional collaboration: Steer cross-functional teams across sales, service, product, software development, content, marketing, legal, operations, and finance. Evaluate ideas, motivate teams to meet deadlines, and ensure all-around alignment in the go-to-market process.
• Supporting senior leadership team and our partners as a point person on all GTM initiatives/plans for the US Business Deposit Products
• Effectively communicating GTM plans, proposals, updates, progress updates, gaps, risks etc. to the sales teams and all stakeholder teams
• Supporting the Sales partners with support materials, training documents, sales materials, RFP/RFI responses and information
• Overseeing the product marketing and communications for customers and staff
• Providing subject matter expertise and thought leadership to partners as required
• Builds a high-performance environment and implements a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment and using a coaching mindset and behaviors; communicating vison/values/business strategy; and managing succession and development planning for the team.
• Creates an environment in which his/her team pursues effective and efficient operations of his/her respective areas, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational risk, regulatory compliance risk, AML/ATF risk and conduct risk, including but not limited to responsibilities under the Operational Risk Management Framework, Regulatory Compliance Risk Management Framework, AML/ATF Global Handbook and the Guidelines for Business Conduct.
  

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