International Relationship Manager

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Business Banking

Through Business Banking our global network offers comprehensive support and services to businesses in the SME market. From expanding overseas to managing the cash and trade flows of an established enterprise, the Business Banking team of Relationship Managers and Product Specialists provides a range of end-to end solutions designed to help small and large businesses reach their potential.

We are currently seeking an experienced professional to join the Business Banking team.

Role Purpose

SMEs play a significant role in driving the economic health of most markets around the world and represent the vast majority of businesses in any economy. As the world continues to become more connected, SMEs will increasingly become international and we know that international customers are more profitable and that HSBC is better placed to meet their needs than for purely domestic customers. Accordingly, we have a clear strategy for Business Banking to be the International SME Bank.

The jobholder is expected to deliver an exceptional needs-based relationship management service to high value international customers and prospective international customers, supporting the bank’s long-term strategy to become the Leading International Trade and Business Bank. The jobholder will acquire, retain and grow portfolio of international customers profitably by identifying and meeting their needs.

The jobholder is also expected to act as a champion on international products, services and Bank’s cross border capabilities.

Principal Accountabilities: 

Key activities and decision making areas

Impact on the Business 

Act as acquisition RM responsible for growing the SL client base by acquiring quality new-to-bank (NTB) customers Quick turnaround of on-boarding SL NTBs Offer value-added advice and guidance to customers and placing their needs at the forefront of all that we do, setting world class standards Build a network of business introducers in the local professional and business community Champion international business in accordance with the Global IRM principles and promote HSBC as the bank of choice for international SMEs Generate NTB business through proactive management of shadow portfolios* Increase profitability, relationship depth while minimizing risk. Generate quality assets through the use of appropriate risk management tools, price appropriately for risk and ensure superior returns within risk appetite Structure credit facilities to ensure optimum balance between customer and HSBC interests while remaining within the bounds of prudent banking Keep up-to-date on knowledge of HSBC’s international strategy, capabilities and policies. Keep abreast of external factors influencing international business economic, cultural, geographical, procedural and regulatory requirements. Align to MTO and Area Operating Targets defined by the Group (Revenue, RWA, RoRWA).

Customers / Stakeholders

Put customers first in all that we do and develop/increase connectivity Own customer engagement; ensure service excellence at all times, for all aspects of any customer, prospect or professional’s interaction with HSBC.  Work in partnership with colleagues across the HSBC network to deliver exceptional standards and quality of service. Take a proactive approach to client planning collaborating effectively with products partners and colleagues to assess customer needs and delivering appropriate solutions. Optimize the potential value and profitability of existing international relationships by assisting in the delivery of solutions, products and services appropriate to the customer need and to improve customer engagement. Ensure identification of early warning signs and problem relationships and proper action to be taken on potential and existing problem accounts to protect HSBC interests Establish an effective dialogue/working relationship with Risk Management teams in order to build a sustainable asset growth. Be an ambassador for HSBC and develop the bank’s profile in the local ‘International Business’ community, by participating in internal and external business events, road shows and seminars as required by the business Ensure fairness in all aspects of product delivery, sales processes, customer correspondence and complaint handling. In conjunction with management, establish strong relationships with HSBC international customers/prospects and business professionals, including Trade bodies and any other international related organizations.

Leadership & Teamwork  

Inspire and motivate junior colleagues to ensure a seamless relationship management service is delivered to a portfolio of international and internationally aspirant relationships. Live the Group Values. Act as an ambassador for the team and contribute fully to its development, effectiveness and success. Support new and existing colleagues promoting and contributing to an engagement culture. Proactively share knowledge, experiences and best practices on international matters with other RMs. Maintain excellent communication with Group colleagues to ensure a joined up approach to identifying and capturing cross border opportunities. Provide active feedback to seniors on process, operations, risks etc and make recommendation as to how these can be changed to secure the customer and the bank.

Operational Effectiveness & Control 

Adhere to structures and processes in place for the management of credit, operational, reputation and regulatory risk. Complete, timely, and in-depth evaluations or reviews of financial and operating risks for all credit facilities, in order to ensure usage is in accordance with approved terms and conditions. Ensure credit and operational quality is not compromised in the pursuit of income Ensure operational losses and fraud are minimized Respond within agreed timelines to issues raised by audit and external regulators. Ensure timely and accurate maintenance of customer information, including KYC requirements in Group systems Resolve any/all identified issues promptly, and escalate concerns to management as appropriate to ensure timely awareness of any material concerns. Maintain awareness of operational risk within assigned portfolio and minimize the likelihood of it occurring including its identification, assessment, mitigation and control, loss identification and reporting. Protect sensitive customer and bank data by ensuring documents, computers, files, and all confidential matters are appropriately handled as set forth by policy.  Maintain and observe all HSBC control standards and implement and observe the Group Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators. Ensure all sales and prospecting activity documentation is complete to provide performance tracking and targeting future sales efforts. 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 Requirements

Essential:

Qualification to a University Degree and training courses Demonstration of required AML and Sanctions knowledge through attendance at the one day instructor-led training course and successful completion of the related post-course assessment Minimum 3 years of Relationship Management experience. Proven ability in identifying and meeting customer needs through a broad range of international products and services. Strong credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension. Good understanding of the international business trade cycle, forex transactions and the business processes involved when importing and exporting and ability to apply structured bank solutions to match those needs.  Good level of business acumen and international commercial awareness, including economic, cultural, procedural and regulatory issues.

Desirable:

Balanced approach to risk management including techniques to mitigate risk. Strong knowledge of CMB’s international proposition / product capabilities. Broad knowledge of HSBC Group capabilities. Ability to interact with all levels of business customers. Strong analytical skills. Ability to interact and build relationships with internal and external stakeholders overseas offices and local professional community. Excellent interpersonal skills in guiding and advising other RMs, and influencing peers and junior colleagues. Ability to effectively plan and organize, with tenacity to drive through results. Excellent communication skills, including written, verbal, and the ability to deliver compelling presentations..

Additional Information  

Useful Link

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