HSBC Group

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GLCM is made up of almost 10,000 people, across more than 60 countries. The business is uniquely positioned to help clients make payments across borders, across currencies and regulations, quickly and cost effectively with dedicated in country and regional support. Our expertise in this area is repeatedly recognized by the industry’s most prominent publications and associations with numerous global, regional and country awards.

Job Purpose 

• To maintain and enhance existing revenue streams and develop new revenue streams by identifying and selling innovative  GLCM solutions to a defined portfolio of clients thus maximizing commercial profitability and relationship depth. This will include contributing to the pricing, reviewing and negotiating the full range of cash management services together with effecting any cost reduction initiatives required by the Group: 
• To be recognized as a GLCM specialist with an ability to display competent knowledge of relevant products and services with the jobholders area of responsibility.
• To act as a lead sales representative on opportunities with key clients and/or deals 
• Consistently role model the Sales Manager competencies; providing guidance and coaching to other sales managers and team members where necessary. 
• To achieve income for the Group by originating leads, building and maintaining relationships with new and existing clients in order to identify and sell innovative cash and clearing management solutions to a sector of HSBC's CMB Large Corporate / Mid Market / Business Banking clients.  
• Responsibility for pricing, reviewing and negotiating the full range of cash management services for the CMB Large Corporate / Mid Market Sector clients, together with effecting any cost reduction initiatives required by the HSBC Group. The jobholder is ultimately responsible for new sales revenue and the retention and growth of existing clients and income aligned to a portfolio within the CMB Large Corporate / Mid Market Sector / Business Banking.

Prinicipal Responsibilities

• Manage a client portfolio in order to maintain existing and generate new income for the business 
• Manage costs within plan and to keep losses to a minimum 
• Undertake sector/portfolio planning and client monitoring/contact 
• Maintain close liaison with key stakeholders so as to provide input into the strategic direction of the business, the functionality and launch of new products and services. 
• Actively contribute to the GLCM pipeline and keeping it accurate and up-to-date 
• To remain up-to-date with product knowledge etc through attendance at presentations, training, reviewing intranet/internet etc. 
• Generate referrals for other Global Businesses, e.g. Private Banking, GBM, RBWM, as appropriate. 
• Keep abreast of external factors influencing international business e.g. economic, cultural, geographical, procedural and regulatory requirements. 
• Execute a robust sales plan to target key customers including effective closure of pipeline deals to capture revenue 
• Build and maintain close relationships with clients. Act on feedback from market surveys, client engagement programmes etc. 
• To broaden and deepen client relationships 
• Work with relevant key stakeholders to ensure a positive client experience including excellent service and implementation 
• 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 GLCM regional and global business. 
• Develop and maintain relationships with key clients including a robust coverage programme 
• Be an ambassador for HSBC and develop the bank’s profile in the local ‘International Business’ community. 
• Work in partnership with colleagues across the HSBC network to deliver exceptional standards and quality of service 
• Ensure fairness in all aspects of strategy, product design & delivery, customer literature & correspondence, financial promotions, administration and complaint handling. 
• Participate in internal and external business events, road shows and seminars as required by the business. 
• Enhance and nurture strong business relations. Set an example by supporting and motivating colleagues within the team. 
• Enhance the teams’ productivity and sustain a high quality client-centric service culture. 
• To manage own performance and self-development. 
• To keep line management informed of progress/major obstacles towards progress on sales targets. 
• Support HSBC Business Banking Bank Relationship Managers 
• Fostering a sales culture throughout the Team. 
• Input into setting of annual objectives and monitoring own performance and success. 
• Fostering a sales culture throughout the Team. 
• Input into setting of annual objectives and monitoring own performance and success. 
• Ensure the facilities are structured to minimise risk whilst optimising income. 
• By assisting them with their own marketing initiatives, including visiting prospective clients.