Manager, Client Management

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.

Business Descriptor:

Trade has been the foundation of HSBC since 1865, it is evolving fast and so are we. With our network, expertise, and solutions we're placed to help clients make sense of emerging trends, risks, and opportunities by being the global connectors, innovative problem solvers and strategic partners.

We connect the world through trade. Our footprint gives clients access to roughly 90% of world trade flows providing a powerful mix of local, regional, and global knowledge to help them spot new growth opportunities. We are innovative problem solvers that provide a safer, smoother digital trade experience. We solve business challenges through growth, disruption, or uncertainty, and we bring clients insights and ideas to enable grow and protect their business.

Our comprehensive suite of products and services can be combined into global solutions that help make it easier for businesses to manage trade risk, process trade transactions, and fund trade activities.

Principal Responsibilities:

The role holder is responsible for consultative selling, implementation and management of GTRF products to customers and prospects and managing existing GTRF relationships to promote increased profitability and relationship depth, while minimizing risk

They will develop new revenue streams by identifying and selling innovative GTRF solutions to a portfolio of clients thus maximizing commercial profitability and relationship depth. This will include responsibility for pricing, reviewing and negotiating the full range of GTRF services together with effecting any cost reduction initiatives required by the Group.

Drives best practice in lending and risk policies ensuring this remains in line with economic and market practices

• To manage a client portfolio in order to maintain existing and generate new income for the business. Undertake sector/portfolio planning and client monitoring/contact
• Develop effective strategies for maintaining and growing a client portfolio in order to maintain and generate new income for the Group. This will involve initiatives such as sector planning and client/contact monitoring to ensure efforts support GTRF business objective
• Manage portfolio customers and follow end to end CM process as defined by Business Development Transformation
• To manage costs within plan, keep losses to a minimum and identify any cost reduction initiatives.
• Work closely with colleagues to promote awareness of GTRF products, strategies and competitor information amongst the RM and other strategic business communities.
• Maintain awareness of the applicable regulatory and business environment: understand audit, tax and legal implications and changes as they affect he customers and the Bank.
• Develop an appropriate 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.
• 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.
• Maintain close liaison with intra country, intra region and cross regional colleagues/stakeholders so as to provide input into the strategic direction of Sales, Product and Client Management functions and to the overall direction of GTRF regional and global business.
• Be a team player. Work with the team members and colleagues in order to perform the role the best of abilities.
• Demonstrating excellence in sales and following end to end sales process as defined internally
• Be self-motivated and achieve results in the face of setbacks
• Keep management informed of progress/obstacles towards sales targets.
• Ensure compliance monitoring is in place in accordance with HSBC and regulatory standards
• Ensure all CM Sales activity documentation is complete to provide performance tracking and targeting future sales efforts
• Continually assess the CM Sales processes to identify improvements
• Keep Team leader informed of any obstacles, issues etc.
• Compliance with and management of sales suitability risks and requirements
• Ensure all completed sales and prospecting activity documentation is appropriately completed, approved and stored to provide performance tracking, targeted future sales efforts and compliance with sales and transactional suitability guidelines and requirements
• Successfully complete Anti-Money Laundering and Sanctions training and post-course assessment, as required.

Requirements

• Extensive knowledge of global trade and receivables 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 & Client Management experience at a senior level including dealing with senior executives plus a proven sales record
• Proven ability in identifying and meeting customer needs through matching a broad range of products and services
• Strong credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension
• Proven ability to deliver creative and flexible customer solutions.
• Ability to understand a customer's business and the fundamentals of running a business
• Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
• Ability to interact with business customers at all levels
• Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders
• Excellent time management, planning and organisation skills
• Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations
• Strong analytical skills

Desirable:

• Bachelor's Degree
• GTRF related industry qualifications

Additional Information

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

You'll achieve more when you joint HSBC.

HSBC is committed to building a culture where all employees are valued, respected and opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow within an inclusive and diverse environment.

Personal data held by the Bank relating to employment applications will be used in accordance with our Privacy Statement, which is available on our website.

Issued by The Hongkong and Shanghai Banking Corporation Limited, India