Avp - Client Intelligence, Institutional Sales

2 weeks ago

Bengaluru, India HSBC Full time

-Job description

**Some careers shine brighter than others.**

If you’re looking for a career that will help you stand out, join HSBC and fulfil your potential. Whether you want a career that could take you to the top, or simply take you in an exciting new direction, HSBC offers opportunities, support and rewards that will take you further.

**Why join us?**
- HSBC Global Banking and Markets is establishing an offshore capability to support the front office. As part of this, Institutional Client Group (ICG) are looking to recruit talented and driven individuals in a number of areas to support sales teams across the globe. This will enable onshore sales teams to dedicate more time delivering better service to clients and make it easier for customers to do business with HSBC. The role provides exposure to both front office sales teams and Global Markets products whilst offering opportunities to directly liaise and develop relationships with other teams including Global Trade & Receivables Finance (GTRF), Global Liquidity & Cash Management (GLCM), and Global Markets Operations.
- Client Intelligence Group in Bangalore works in close partnership with the global team to deliver measurable improvements in client service and sales performance and supporting sales leadership through provision of key management information and services. Initially, limited client interaction is anticipated although the scope of the role is expected to develop and change over time according to business needs, maturity of technology solutions, and expansion of the offshore capability. The individual will be expected to work closely with the internal sales people in onshore locations.

**What you’ll do**:
The responsibilities will include, but are not limited to, the below:

- Support MSS sales management, coverage sales in running effective internal and external client reviews and track action items, follow-ups and key wins/milestones in developing client relationships
- Application of MI and analytics to build actionable intelligence across the Institutional client base which will be used for client strategy, sales strategy and opportunity assessment
- Incorporation of external market information include quantitative metrics (market share, wallet share) and qualitative metrics (service level analyses, client feedback) into the analytics function.
- Leverage internal data and external benchmarking sources for generation of insight and identification of client opportunities
- Deliver insight using existing sales platform and tools like Evolve and work closely with digital platforms team to develop initial building blocks around client reporting
- Establishing Client segmentation, its associated governance and management
- Build and management of client focused MI and analytics
- Executive level reporting of client profitability
- Support key sales initiatives to that increase client focus and internal coordination
- The ability to do bespoke analysis

**Principal Accountabilities: Key activities and decision making areas**

**Impact on the Business**:

- Enable Institutional Sales to better understand the client base and service their needs
- Streamlined data information gathering, production and reporting
- Globally consistent Client Analytics
- Clear, concise and informative intelligence which can be used by senior management within the business to drive client interaction, opportunity assessment and ultimately improve the performance of the business

**Typical Targets and Measures**
- Provision of relevant information to Sales/CEG
- Quality, timeliness and accuracy of reports/analysis provided
- Cognizant of changing regulatory environment and ramp up team to cater for future growth needs

**Customers / Stakeholders**:

- Be the single point of contact for sales people for client related queries pertaining to Client Intelligence
- Key stakeholders will be the Institutional Client Group Management Team and the Client Engagement Leads
- Role holder will also be expected to have interaction with senior ICG resources across key sites
- Build partnerships with onshore sales teams, operations, associated business managers, and wider ICG teams across all ICG locations, including other offshore teams.
- Ensure there is a culture of expectation management and reprioritization to meet internal and external client demand
- Ensures that customer propositions or business improvement programs demonstrate clear, measurable, worthwhile benefits over the short, medium and long-term and identifies the full range of implications on the future success of the business

**Typical Targets and Measures**
- Feedback from key Markets stakeholders
- Ability to turn around deliverables with short lead time
- Ability to drive change with global asset class COOs/business managers/Research and other teams

**Leadership & Teamwork**:

- Uphold the HSBC brand through positive interaction with colleagues and clients
- Proactively manage performance and personal

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