Project Manager

 

Job Purpose

DGCX’s Project Office is a new function that sits within the Operations & Risk area. It is responsible for the overall management of all projects undertaken by the DGCX Group – both technical and non-technical. Successful project delivery requires, amongst other things, overall planning and coordination activities to ensure that all relevant stakeholders have been identified, and that all aspects of each project are clearly set out. It is the role of the Project Manager to ensure that all projects follow a consistent and clear project methodology, which includes all aspects of project delivery including post-implementation review, to ensure that projects are delivered in line with requirements, to time and to budget.

The position is based in Dubai and may require travel as deemed appropriate for meetings with relevant third parties such as technology providers.

Implement project methodology

·       Implement a project methodology appropriate to the needs to the DGCX Group. To implement project reporting process covering all projects, which includes identification of risks and issues, budget tracking as well as overall progress of each project, in both detailed and summary format

·       Working with the project sponsor to draft requirements documents; functional requirements; testing documentation; and implementation plan

Project Documentation

·       Responsible for the drafting of all Project Initiation Documents (PIDs)

·       Working with the project sponsor to draft requirements documents; functional requirements; testing documentation; and implementation plan

Project Budgets

·       Working with project sponsor and Finance Department to produce project budget for each project, identifying both CAPEX and OPEX elements

·       Tracking individual project performance against budget

Project Management

·       Successfully manage all projects from initiation through to post-implementation

Qualifications

·       Bachelor degree, preferably in financial subject from leading university

·       PMP or similar project management qualification is a plus

Experience

·       Total of 5 years’ experience in Project Management, ideally in financial services

·       Direct or indirect experience of exchanges and/or clearing houses is ideal

·       Experience of delivering both technical and non-technical projects, involving third-party vendors

Knowledge

·       Familiarity with financial services industry knowledge, ideally derivatives exchange and clearing house activities.

·       Familiarity with the industry regulatory environment, specific for the UAE.

·       A basic level of understanding of operational business processes within the derivatives markets

Skills

·       Excellent communication and presentation skills, both verbal and written

·       Excellent interpersonal skills

·       Fluency in English is essential

Competency

·       Excellent interpersonal skills and the ability to build and maintain relationships

·       Excellent Communication skills, both verbal and written

·       High attention to detail

Traits

·       Attention to detail

·       Results driven

·       High integrity

·       Willing to learn - open to new ideas

​​​​

Global Head of Sales

 

Sales Management

·       Lead outbound sales team to qualify and grow number of DGCX multinational member companies
·       Set activity and revenue targets for members of the sales team 
·       Work with sales team to develop regional business plans, including comprehensive competitive analysis to support revenue objectives
·       Manage sales pipeline and lifecycle for the respective regions
·       Provide monthly reporting on sales performance against budget
·       Contribute to implementation and ongoing development of Salesforce CRM (when available) to prioritise actions and track status of leads and renewals
·       Manage the entire value chain, suggest and implement any necessary improvements to the service level and/or product offering
·       Work closely with Product Development to design and deliver new contracts to the market. 
·       Keep regular and clear communication lines with direct reports as well as other managers across the DGCX Group
·       Produce regular reports covering effectiveness of sales initiatives in order to continuously improve productivity of marketing and sales efforts 
·       Contribute to the design of marketing campaigns, including specific programmes aimed at achieving the sales targets (such sector landing pages, sales kits, etc.) 
·       Identify and maintain list of industry events and conferences which are relevant to DGCX
·       Ensure a business evaluation and justification is submitted prior to sponsoring and/or attending industry events
·       Cooperate with private and government entities as well as key support entities to promote and raise awareness of DGCX’s product offerings
·       Post event reviews will be conducted to evaluate cost benefit/lead generation and follow-through
·       Ensure continual training and development of all members of the sales division
·       Keep Commercial Director fully briefed and up to date on performance and any serious issues
·       Work with Commercial Director on recruitment and selection for sales team (as required)

Client/Member

·       Expand existing business, forge new relationships and grow new business locally and globally
·       Work closely with the top tier members/prospects to develop innovative products
·       As a member directed exchange focus on sponsored products
·       Conduct member working groups semi-annually 
·       ​​​​​​​Host quarterly member forums
·       ​​​​​​​Ensure client concerns and constructive suggestions are distributed to senior management to aid in both client retention and growth
·       ​​​​​​​Arrange and participate in private roundtable discussions with senior industry figures to identify strategic opportunities internationally
·       ​​​​​​​Lead and participate in awareness raising events

Qualifications

·       Minimum of degree education, (Business/Economics) 

Experience

·       12 years’ experience in Business Development with a strong track record of building high-value relationships over time of which at least 5 years in Sales in a senior management position

·       A history of demonstrated quota achievement.

·       Strong and proven sales and management records

Knowledge

·       In-depth of high-technology services & support including high level customer care & Account Management
·       Strong computer skills, Excel, financial modelling, and presentation software
·       In-depth knowledge of the workflow of commodities & stock exchange business 

Skills

·       Strong communication and presentation skills, 
·       Ability to develop and present clear and concise analyses and recommendations to senior management. 
·       Apply strong financial analytics to solving business problems.
·       Excellent leadership and management skills

Competency

·       Delivery - Meeting and exceeding goals
·       Collaboration - With clients and internal/external stakeholders
·       Global - Coverage and consideration of different markets and client needs​​

​​​​

Manager - Sales MENA 

 

Achieve product and regional volumes targets in coordination with relevant members of the Commercial Team

·       Actively work with the Commercial team to identify members or potential members who have an interest in trading DGCX products in MENA both onshore and offshore.
·       Facilitate workshops/ sales training events to improve member and prospect understanding of DGCX products and services and the opportunity that they offer in order to grow volumes.
·       Look to grow trading volumes and revenues from existing client base. ​​​​​

Business Development

·       Building and maintaining close and positive relationships with all members within the team members assigned region.
·       Actively grow the membership of the exchange through the acquisition of new members,.
·       Develop strategy to engage new business from the respective region.
·       Encouraging banks to become DCCC settlement banks

Member Engagement

·       Analyse the regional requirement for current and future DGCX products and develop plans to engage potential members, across all relevant member sectors and industry within MENA.
·       Physically visit members every quarter in the respective region.
·       Active portfolio management- analyse why inactive members are not trading and identify strategies to engage these members, or place them into a dormant status.
·       Ensure that membership complaints are satisfactorily resolved and the resolution is communicated to the member in a timely and appropriate manner.
·       Proactively communicate with members to resolve membership and trading concerns or issues.
·       Manage specific agreements, such as VDA or LP contracts, as required and ensure it is recorded centrally as per the internal process.

CRM Update

·       Maintaining all relevant Business Development data for members and potential members within the region of responsibility.
·       Ensuring account history is accurately updated.
·       Implement new systems for task management such as Bitrix or other CRMS software.

Initiate at least one member workshop or event per quarter as part of member engagement program

·       Keeping members informed of DGCX product and service offerings.
·       Communicating with all active members at least on a monthly basis.
·       Preparation of written briefing material for both internal and external audiences in coordination with marketing & Corporate Communications. ​​​​​

Deliver membership and volume targets as given in annual BSC

·       BSC targets

Qualifications

·       Bachelors degree, preferably in financial subject from leading university

Experience

·       Minimum of 10 years in financial services sales function with banks/ Financial firms / Exchnages
·       Ideally 5years in derivatives exchange industry experience 
·       B2B relationship management experience

Knowledge

·       Financial services industry knowledge, ideally derivatives exchange focused but strong understanding of capital markets and buy and sell side drivers
·       Knowledge of the industry regulatory environment, specific for UAE and general global knowledge
·       A high level of understanding in derivatives and member business models is required for this role

Skills

·       Excellent Communication and Presentation Skills, both verbal and written
·       Excellent interpersonal skills
·       Negotiation and sales skills
·       Team building skills
·       Effective research, analysis and planning skills - especially segmentation
·       Fluency in English is essential, and a second language is preferred

Traits

·       Customer focus
·       Results driven 
·       High integrity
·       Willing to learn - open to new ideas
·       Supportive, team player

Competency

·       Excellent relationship management, interpersonal and networking skills
·       Strong Derivative product knowledge
·       Outstanding Communication skills, both verbal and written

 

Analyst - Clearing and Risk

 

Clearing & Settlement

·       Undertake tasks defined in daily process schedule from pre-open through to the end of clearing, to include system checks, margin/collateral calls, bank transfers, clearing processing, compiling management information as required, and maintenance of all relevant static data.

Risk Management

·       Undertake daily risk management tasks, escalating where required.

Member Management

·       Respond to member queries in a timely and professional manner, and in accordance with relevant procedures.

·       Escalate issues to management.

·       Good working knowledge of Rules and relevant Notices to ensure accurate information provided to Members and other third parties.

Management Information

·       The ability to produce one-off reports highlighting particular trading patterns as required.

·       Produce management information as required to a high standard of accuracy.

Projects

·       Assist with those projects that directly impact upon Trading & Surveillance including, but not limited to, drafting business requirements, test cases, undertake internal testing and participate in external testing as appropriate.

Framework/Key Decision

·       EOS Clear: Manage Margin/Collateral management, bank transfers, clearing processing.

·       Trade flow: Manage physical deliveries as appropriate.

·       Active Risk: Undertake daily processes.

·       Billing System: Produce billing reports as required​.​​​

Qualifications

·       Graduate in Finance/Economics (CA, CPA, CFA, MBA, MA (Econ), BCOM,).

Experience

·       At least 2 years of experience preferably in an exchange/CCP environment.

Knowledge

·       Knowledge and exposure in multi asset trading environment and a cultural familiarity with the GCC region.

Skills

·       Strong computer skills. Good written communication skills.

Traits

·       Integrity, ability to work well under pressure, effectively multi-task and meet strict deadlines.

 

Please apply to careers@dgcx.ae.