Top Notch Lending Pricing Strategist: Is that you?

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Oh my gosh - No company in the country has this job opening!! Make this your moment! Go build something important from scratch under the umbrella of a Global Market Leader! Our goal is to WIN! What's yours??!!

Title: Vice President – Commercial Lending Product Strategy and Pricing
Business Unit: Morgan Stanley Smith Barney Global Wealth Management (GWM) – Retail Banking Group
Position Location: Charlotte, NC

Position Description:

Morgan Stanley Global Wealth Management Group (GWMG) provides a range of wealth management products and services for affluent individuals and their business interests. These services include brokerage and investment advisory, financial and wealth planning, credit and lending, cash management, annuities and insurance, retirement and trust. The Retail Banking Group is responsible for some of the most significant revenue opportunities within GWMG. The group is responsible for developing, launching and managing innovative bank and lending products tailored towards affluent and high net worth clients. These products include mortgage lending, business lending, cash management, margin lending and securities-based lending, as well as a range of banking services offered through clients’ retail brokerage accounts.

The Retail Banking Group is seeking a highly motivated individual to assist in the building of a proprietary commercial lending product offering to meet the needs of our high net worth customers who are business owners. This position will drive the development of a multi-year product roadmap and will work with key risk and finance partners to develop a commercial lending pricing strategy/exception process aligned with achieving the growth and financial objectives outlined in that roadmap. This candidate will play a critical role in building a successful commercial lending business from the ground floor.


Responsibilities include:

Development of a product roadmap to guide our phased rollout of commercial lending products over a 3+ year timeline:
• Assessing the competitive landscape
• Profiling our existing customers (as well as the universe of business prospects) to create a segmentation framework that can be used to articulate our product strategy and guide sales efforts.
• Understanding the lending needs of our target customer segments
• Developing fact based insights into the revenue, cost and risk dynamics associated with delivering lending products to different customer segments

Building and managing commercial lending pricing strategy and exception process will include:
• Partnering very closely with Finance and Risk partners
• Profiling market ROE levels for different customer segments/loans types
• Creating a pricing framework that establishes ROE targets/hurdles for commercial loans that balances maximizing returns on commercial lending with maximizing customer relationship returns.
• Establishing a process for reviewing and approving individual loan pricing proposals that fall outside of the established framework
• Continually evaluate the effectiveness of this framework based on volume of exception requests and performance of the commercial lending portfolio (relative to goals and relative to industry benchmarks).


Skills and Experience Requirements:

The successful candidate will possess 8+ years work experience in product/business strategy development, pricing and/or sales and marketing. Business lending experience (with a retail, commercial or private bank) is required. Strategy consulting experience and/or experience working in a finance, strategy or product group at a leading financial services firm is desired.

Specific skills/strengths required include:
• A strong entrepreneurial attitude and willingness to roll up the sleeves and dig into the details associated with building a business from the ground floor.
• A broad understanding of the commercial lending marketplace and competitors
• Very strong analytical skills and financial acumen. Experience building/managing/evaluating pricing strategies for a loan product/portfolio preferred.
• A proven track record of the ability to lead multiple initiatives/projects simultaneously in a fast-paced work environment
• A broad perspective developed from working in or partnering with multiple business functions (marketing, finance, risk, operations, etc)

This role is an exciting opportunity to be part of the establishment and build out of the Retail Banking Group in the early post launch phase and to help build/grow a commercial ending business from the ground up. In general, the person in this role will gain valuable skills and unique experience working directly on the opportunities and challenges facing a global financial services leader in an extremely dynamic and competitive industry. The experience gained as a leader of this team provides the opportunities, relationships and foundation for future leadership roles at Morgan Stanley.

This position is dedicated to lending solutions that do not exist today for the benefit of a wide range of commercial businesses in the small and middle markets. If your analytical skills and financial acumen is top notch and you are a PRICING STRATEGIST of the highest caliber who is STILL operating with excellence in the tactical & operational trenches, we want to know who you are.

Apply on-line @ www.morganstanley.com / Careers - Position will be posted shortly. After you apply on-line, please alert me to your application by sending a note and a soft copy of your resume to "Tish" - patricia.ferguson@morganstanley.com - We will let you know if you are in-or-out of the process for this great position within 4 business days!! That's a promise from my Hiring Team!

Best regards,
Tish

PS - And ok, I admit it. I haven't used the "name" Patricia since my baptism, but that's me just the same. :)