Gtrf Fi Sales

-Job description

**Some careers open more doors than others.**

If you’re looking for a career that will unlock new opportunities, join HSBC and experience the possibilities. 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.

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 c.600,000 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 LC.GTRF 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 an