gtrf fi sales

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Global Trade and Receivables Finance

GTRF India, which comprises over 300 experienced staff across 11 major cities, is the preferred trade bank of over 4000 customers across small and medium enterprises to Multinational conglomerates. HSBC India is the leading MNC Trade bank in India, with 5% of India's Cross border flows are routed thru HSBC counters. GTRF India was the best performing site in region with 20% revenue growth in 2016 over the previous year and in terms of assets grew by 46% above history. GTRF India processes ,000 transactions annually which is second largest site globally in terms of processing volume.

GTRF India has De-centralized transaction processing model manned by HSBC staff that are CDCS qualified – having in-depth knowledge of document handling and on the ground advisory, leading to superior client experience. Recently HSBC India became the first bank in India to undertake e-Presentation under India has been recognized by a host of industry awards which we have received to date including the "Best Global Trade Finance Bank" in India by Euromoney.

Principal Responsibilities

This is a key role requiring the Job Holder to plan, direct and control the Trade Sales and Client Management business strategies for the Financial Institution Group within India to ensure that an integrated, professional and competitive service is available to the Group's customers and that the Group's net profit is consequently enhanced. Working within a maturing market, a key aspect of the role will be a focus upon significant sales growth and market penetration while managing rapid organizational change leading and managing a dedicated service team to provide benchmarked market standards to protect and increase bank's income through a strong client management strategy and structure. The role to lead sales to ensure achievement of new to bank client acquisition and associated business financial growth goals as well as responsible for the delivery of a comprehensive client management proposition for targeted Bank, NBFI and Government clients in India. Developing new revenue streams by actively finding identifying new customers and selling innovative GTRF solutions thus maximizing commercial profitability. This will include responsibility for pricing to ensure that the threshold returns are met, reviewing and negotiating the full range of GTRF services together with effecting any cost reduction initiatives required by the Group. To be recognized as a GTRF senior leader with an ability to display in-depth knowledge and understand the risk profile of relevant products and services within the jobholders area of responsibility. To act as the senior sales representatives on complex, multi-jurisdictional opportunities with key clients and/or deals.

Key activities and decision making areas

Impact on the Business

Define specific client strategies from the FIG and ICG business within India for revenue contribution to ensure incremental targeted revenues. Actively drive effective wallet planning and pro-active sourcing of new sales business across Banks, Insurance and Funds sectors Drive the acquisition of new customer mandates and complex deals from existing clients. Coaching, sharing and mentoring wider FIG sales and service team with necessary industry and regulatory knowledge Maximize revenue growth through business development Achieve the profitability hurdle rate as defined by Customer Groups Manage pipeline of new customers and follow end to end sales process (Sales Management process- Client vision usage, pipeline reviews etc) Maintain awareness of the applicable regulatory and business environment: understand audit, tax and legal implications and changes as they affect the customers and the Bank and provide necessary guidance to team wherever required

Customers / Stakeholders

Develop an appropriate client calling plan to efficiently and effectively achieve goals and objectives. Through consultative selling, design and implement workable, innovative solutions for customers individual needs plus generate and receive quality referrals for/from other parts of the Group Where appropriate undertake professional presentations etc. to customers in support of potential opportunities portraying HSBC in the best possible light against a backdrop of competition from local, regional and/or global banks. Influence, maintain and enhance the image of HSBC through the planning and execution of conferences, industry sector days, internal & external client road shows, active participation in industry associations and other such suitable events. Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and transparent operation of financial markets. Ensuring RM community is sufficiently knowledgeable with GTRF products/services/ regulation and having confidence they are able to continually apply this knowledge to their client base.

Leadership & Teamwork

Be a team player, motivate, attract new talent and guide team members and colleagues in order that they perform their roles to the best of their abilities. Lead by example by demonstrating excellence in sales and following end to end sales process Cultivate an environment that supports diversity and reflects the HSBC culture. Be an ambassador for the Bank To manage team and own performance and self-development Keep management informed of progress/obstacles towards team sales targets Influence and manage stakeholder perceptions in order to enhance GTRFs image as a critical product partner Promote an environment that supports diversity and reflects the HSBC brand.

Operational Effectiveness & Control

Ensure compliance monitoring is in place in accordance with HSBC and regulatory standards Ensure all team sales activity documentation is complete to provide performance tracking and targeting future sales efforts along-with fulfilling control requirements (eg Trade summary sheets, field surveys etc) Ensure that all employees are aware of and effectively identify and manage applicable money laundering (ML), terrorist financing (TF), sanctions and reputational risks Ensure that the fair treatment of our customers is at the heart of everything we do, both personally and as an organization. This will be achieved by ensuring team and self consistently display the behaviors required to support the Best Place to Bank principles of Make Better Products, Sell Them Properly and Keep Them Sold Continually reassess the operational risks associated with the role, team and inherent in the business, taking account of changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructurings, and the impact of new technology. Risk Management is a key component of Trade business; from credit to operational aspects, the job holder must assure that we are strictly following the Group rules and standards. Trade asset management requires a constant attention from the BD teams. An open and direct communication channel with Risk and the RMs is necessary to anticipate potential risks and develop, implement action to minimize risks to the Group when necessary. The jobholder will make informed decisions in accordance with the core principles of HSBC's Financial Crime Risk Appetite. Requirements CA/MBA from premier institutes 10-15 years of banking experience 5-10 years' experience in GTRF & sound knowledge of regulatory guidelines. Knowledge of Financial Institutions and Trade & Receivables Finance is preferable.

Knowledge

Extensive knowledge of global trade finance, services, products and techniques. Extensive knowledge of the market & market trends, competitive environment and regulatory environment. Detailed knowledge of GTRF back and front office area Detailed knowledge if Credit & Risk including techniques to mitigate risk Broad knowledge of HSBC Group companies and product ranges Sales Management experience at a senior level including dealing with senior executives plus a proven sales team record

Skills

Strong sales, interpersonal, communications, leadership, negotiation, analytical, presentation and decision making skills Good organizational skills with an ability to effectively prioritize and meet critical deadlines Strong commercial orientation combined with a customer driven approach Ability to interact with senior executives Strong people leader High degree of self-motivation and attention to detail

Additional Information

Mandatory to successfully complete Anti-Money Laundering and Sanctions training and post-course assessment, as required.

Useful Link

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