ROLE OVERVIEW
This role leads pricing strategy and deposit economics for Morgan Stanley’s corporate deposit business. The successful candidate will own the pricing framework, rate governance and profitability analysis for the business. They will partner closely with Treasury, Finance, Liquidity Risk, Sales and Product to grow balances in line with funding, margin and NII objectives.
As Executive Director, the successful candidate will be the senior voice on deposit pricing and economics. They will set pricing policy, advise senior management on balance sheet trade-offs and build out a pricing capability that scales as the business adds new products, client segments and markets. This is a senior leadership role that needs deep expertise in deposit pricing, funds transfer pricing (FTP) and liquidity, along with strong commercial judgment and the credibility to influence senior stakeholders.
KEY RESPONSIBILITIES
Pricing Strategy & Governance
- Set the pricing strategy and framework for corporate overnight and term deposits, including standard rates, tiering, index-based pricing and exception pricing
- Own rate governance, including approval authorities, exception pricing processes, rate change protocols and documentation
- Lead rate-setting forums and recommend rate actions in response to market moves, competitor activity and funding needs
- Benchmark pricing and product structures against peer banks, and use the findings to shape positioning
Deposit Economics & Balance Sheet
- Partner with Treasury and Finance on FTP methodology, ILST and liquidity treatment, and the value of corporate deposits relative to other funding sources
- Build and maintain profitability models covering NII, margin, deposit betas, behavioral assumptions and client-level economics
- Advise senior management on trade-offs between balance growth, cost of funds and margin
- Support budgeting, forecasting and business case development for new products and initiatives
Commercial Partnership
- Act as the pricing partner to Sales, Client Service and Relationship Managers, including deal-level pricing support for large or strategic client opportunities
- Equip the sales force with clear pricing guidelines, tools and approval paths
- Shape pricing and fee structures for future capabilities, such as escrow, 1031 exchange, sub-accounting and international deposits
People Leadership
- Build and lead a pricing and deposit analytics team, including hiring, development and performance management
- Build a culture of analytical rigor, accountability and commercial focus
Risk, Controls & Reporting
- Make sure pricing processes, models and exceptions are well controlled, documented and aligned with model risk, regulatory and Firm requirements
- Partner with Deposit Operations and Technology so pricing is set up and applied correctly in core systems
- Report on pricing performance, balance trends and profitability to senior management and governance forums
EXPERIENCE
- 15+ years of experience in deposit pricing, treasury, ALM, balance sheet management or corporate and commercial deposit product management
- Deep expertise in deposit economics, FTP, liquidity (including ILST and LCR treatment) and interest rate dynamics
- 5+ years of people leadership, ideally leading pricing or analytics teams
- Proven track record of setting pricing strategy and governance at a bank
- Experience presenting to and influencing senior management, ALCO or similar committees
- Bachelor’s degree in Finance, Economics, Mathematics or a related field; MBA, CFA or advanced degree preferred
SKILLS & LEADERSHIP ATTRIBUTES
- Strategic and commercial thinker with strong quantitative and analytical skills
- Sound judgment in balancing growth, profitability and risk
- Influential across Treasury, Finance, Sales, Product, Risk and Technology
- Clear, concise communicator who can translate complex economics for senior audiences
- Comfortable building a new capability in a fast-moving, ambiguous environment
- Preferred: Experience with corporate or institutional deposits at a large bank, and familiarity with treasury and pricing systems
Expected base pay rates for the role will be between $150,000 and $250,000 per year at the commencement of employment. However, base pay if hired will be determined on an individualized basis and is only part of the total compensation package, which, depending on the position, may also include commission earnings, incentive compensation, discretionary bonuses, other short and long-term incentive packages, and other Morgan Stanley sponsored benefit programs.
